The High Velocity Sales Organization PDF Download
Are you looking for read ebook online? Search for your book and save it on your Kindle device, PC, phones or tablets. Download The High Velocity Sales Organization PDF full book. Access full book title The High Velocity Sales Organization by Marc Wayshak. Download full books in PDF and EPUB format.
Author: Marc Wayshak
Publisher: Marc Wayshak Communications LLC
ISBN: 9780985411336
Category :
Languages : en
Pages : 286
Get Book Here
Book Description
The data shows that senior executives today face a stark reality: Sales talent is increasingly difficult to find. Traditional selling strategies no longer work. And salespeople today are more distracted and aimless than ever before. To give their organizations true staying power in this tumultuous new market, company leaders must fundamentally change the way they look at sales--or else succumb to the competition. What today's senior leaders need is a high-velocity sales organization: an organization with the right performers, strategy, and infrastructure in place, allowing it to dramatically increase sales by converting more opportunities at higher prices to more prospects. Drawing on hard data, comprehensive research, and the latest science behind selling, Marc Wayshak has developed a system for building these fully sales-driven organizations. The High-Velocity Sales Organization brings together Wayshak's cutting-edge insights as a leading sales consultant with the latest data to create a step-by-step formula for accelerating a sales-driven company culture--from the top down. This guide for senior executives lays out the exact processes company leaders must implement to achieve the three pillars of a high-velocity sales organization: Performers--Learn to identify, recruit, and retain top performers for a consistent flow of A-player salespeople--and far fewer costly mis-hires Strategy--Develop and implement a self-improving, highly adaptive sales strategy that sets your salespeople apart from the competition Infrastructure--Establish a clear system for building out the right sales processes, with the most effective technology, to hold sales teams accountable
Author: Marc Wayshak
Publisher: Marc Wayshak Communications LLC
ISBN: 9780985411336
Category :
Languages : en
Pages : 286
Get Book Here
Book Description
The data shows that senior executives today face a stark reality: Sales talent is increasingly difficult to find. Traditional selling strategies no longer work. And salespeople today are more distracted and aimless than ever before. To give their organizations true staying power in this tumultuous new market, company leaders must fundamentally change the way they look at sales--or else succumb to the competition. What today's senior leaders need is a high-velocity sales organization: an organization with the right performers, strategy, and infrastructure in place, allowing it to dramatically increase sales by converting more opportunities at higher prices to more prospects. Drawing on hard data, comprehensive research, and the latest science behind selling, Marc Wayshak has developed a system for building these fully sales-driven organizations. The High-Velocity Sales Organization brings together Wayshak's cutting-edge insights as a leading sales consultant with the latest data to create a step-by-step formula for accelerating a sales-driven company culture--from the top down. This guide for senior executives lays out the exact processes company leaders must implement to achieve the three pillars of a high-velocity sales organization: Performers--Learn to identify, recruit, and retain top performers for a consistent flow of A-player salespeople--and far fewer costly mis-hires Strategy--Develop and implement a self-improving, highly adaptive sales strategy that sets your salespeople apart from the competition Infrastructure--Establish a clear system for building out the right sales processes, with the most effective technology, to hold sales teams accountable
Author: John Treace
Publisher: Greenleaf Book Group
ISBN: 1937110206
Category : Business & Economics
Languages : en
Pages : 184
Get Book Here
Book Description
Sometimes managing a sales team feels like trying to manage chaos, and in a way it is-there are so many unpredictable influences at work in sales. In Nuts and Bolts of Sales Management, John Treace, mining decades of executive sales experience gained from successful business turnarounds, provides managers with proven strategies to build a high-performing sales team that will consistently produce desired results.The tools and tactics included in Nuts and Bolts of Sales Management help sales managers identify and solve the problems that cause companies to stumble and fail. Leaders will learn how they can take their sales force to the next level by developing effective sales processes and by promoting high morale and team work. This book will provide a deeper understanding and practical answers for the problems all sales managers and officers face each day. Here is a sample of some: - How to ensure predictable sales performance- Effective forecasting & managing the quarter- What to do when sales plans are missed- How to design highly effective meetings and award programs- Making effective presentations to management- Minimize the need for hiring and firing- How to balance morale, execution & teamwork- How to develop a powerful sales culture- Developing effective metrics- How to Leveraging expenses while managing the budget- Effective use of consultants- How to sleep well at night nearing the end of any sales quarter This practical handbook was written for current sales VPs or managers, salespeople who desire to move into management, and CEOs, COOs, CFOs and others wishing to have a better understanding of the principles and systems that drive high-velocity sales organizations.
Author: Marc Wayshak
Publisher: Marc Wayshak Communications LLC
ISBN: 9780985411312
Category : Selling
Languages : en
Pages : 186
Get Book Here
Book Description
In today's technology-saturated world, information is cheap. The Internet has changed everything for prospects--not to mention for the salespeople who hope to win their business. Prospects no longer need that big sales pitch touting all the features and benefits of a product. What's more, they have come to resent old-school selling techniques. As Marc explains in Game Plan Selling, winning the business of well-informed prospects is very similar to winning in sports. Consistent success--both in sales and on the field--requires a distinct strategy, a repeatable process and a clear plan to execute with commitment and passion. In this highly practical book, you will learn how to: *Separate yourself from the competition; *Use a simple system to close sales more quickly and with greater frequency; and *Create a personal selling plan to virtually guarantee success.
Author: Max Altschuler
Publisher: John Wiley & Sons
ISBN: 1119281644
Category : Business & Economics
Languages : en
Pages : 164
Get Book Here
Book Description
Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.
Author: Steven J. Spear
Publisher: McGraw Hill Professional
ISBN: 0071741402
Category : Business & Economics
Languages : en
Pages : 432
Get Book Here
Book Description
Generate faster, better results—using less capital and fewer resources! Toyota, Alcoa, Pratt & Whitney, and the U.S. Navy's Nuclear Power Program operate in vastly different worlds, but they have one thing in common. Each of these organizations generates constant, almost automatic operational self-improvements at rates faster, durations longer, and breadths wider than any of its competitors. Excellence in operational management is the single element separating industry leaders from all others. The High-Velocity Edge is a blueprint for fueling innovation and improvement at both the management and process level in your own company. It’s not magic, it’s not luck. It’s something that that can be taught, cultivated, practiced, and effectively applied to an organization. Spears explains how to: Build a system of “dynamic discovery” that reveals operational problems and weaknesses Attack and solve problems at the time and in the place where they occur, converting weaknesses into strengths Disseminate knowledge gained from solving local problems throughout the company as a whole Create managers invested in the process of continual innovation Apply the lessons of The High-Velocity Edge, and you will enjoy profitability, quality, efficiency, reliability, and agility unmatched by any of your rivals.
Author: Lori L. Harmon
Publisher: Super Star Press
ISBN: 1607731150
Category : Business & Economics
Languages : en
Pages : 135
Get Book Here
Book Description
Inside sales is the fastest growing sales channel due to its cost effective nature. An inside sales rep can handle far more contacts on a daily basis than their field sales counterpart. If you are a “C” level executive with responsibility for delivering revenue, you cannot afford to overlook the rules contained in this fast-paced, powerful, book. ‘42 Rules for Building a High-Velocity Inside Sales Team: Actionable Guide to Creating Inside Sales Teams that Deliver Quantum Results’ will help you and your team understand:
- The key elements required to build a high-velocity inside sales team that will accelerate your revenue.
- The different types of inside sales teams you can leverage, how and where to staff them, and the types of tools that are required for them to operate effectively.
- The importance of a common sales language, consistent processes and clearly defined weekly metrics.
With the popularity of inside sales skyrocketing, so is the demand for inside sales talent. Lori Harmon and Debbi Funk prepare you with the info you need to make smart choices when building a high-velocity inside sales team; This includes recognizing the specialized skills required to manage and lead an inside sales team, understanding the skills required of an ideal inside sales rep, and quantifying the cost of a bad hire. Pick up this book and see for yourself the value that these rules will help you bring to your organization.
Author: Jerry Acuff
Publisher: John Wiley & Sons
ISBN: 1118044835
Category : Business & Economics
Languages : en
Pages : 276
Get Book Here
Book Description
Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica
Author: Manny Medina
Publisher: John Wiley & Sons
ISBN: 1119584345
Category : Business & Economics
Languages : en
Pages : 246
Get Book Here
Book Description
Engage in sales—the modern way Sales Engagement is how you engage and interact with your potential buyer to create connection, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies. This book explores why a Sales Engagement strategy is so important, and walks you through the modern sales process to ensure you’re effectively connecting with customers every step of the way. • Find common factors holding your sales back—and reverse them through channel optimization • Humanize sales with personas and relevant information at every turn • Understand why A/B testing is so incredibly critical to success, and how to do it right • Take your sales process to the next level with a rock solid, modern Sales Engagement strategy This book is essential reading for anyone interested in up-leveling their game and doing more than they ever thought possible.
Author: Scott Wintrip
Publisher: McGraw Hill Professional
ISBN: 1259859487
Category : Business & Economics
Languages : en
Pages : 289
Get Book Here
Book Description
Win the war for talent by building an army of ready-to-deploy candidates An employee leaves and you post the open position. Resumes trickle in. You interview a few candidates. No one fits the bill. The next thing you know, three months have passed and that desk is still empty . . . Nothing drives business success like a staff of talented, productive employees. So why accept a hiring process that fails you time and time again? Well, there’s one person who doesn’t: Scott Wintrip. And in High-Velocity Hiring, he provides the tools and systems for creating a hiring process designed for today’s fast-paced, talent-deficient landscape. Using the proven methods Wintrip has applied at some of today’s more forward-thinking companies, you’ll hire top employees faster—and smarter. High-Velocity Hiring replaces the old, worn-out way of hiring with the simple but revolutionary approach of actively cultivating top talent before positions open. The old way is slow and inefficient. Wintrip’s way is dynamic and proven-effective. You’ll enrich and maintain a flow of high-quality candidates, harness this flow by identifying the most talented people, and channel it into a pool of ready-to-hire prospective employees. More than ever, hiring the best people requires foresight, planning, alertness, and decisive action. With High-Velocity Hiring, you have everything you need to seize the high-ground in the war for talent and maintain it for long-term growth and profitability.
Author: Jack Bergstrand
Publisher: Jack Bergstrand
ISBN: 0692753869
Category : Business & Economics
Languages : en
Pages : 208
Get Book Here
Book Description
Are you drowning in useless meetings? Your projects crushed by the weight of too many stakeholders? What if you could achieve better, faster and more meaningful outcomes at work and in your career? The way we work now is based on industrial-age thinking - back when waste was measured by the scrap pile at the end of the assembly line. Today's waste is often invisible, but it's just as fatal for companies and careers. Seventy percent of all projects fail. And big companies no longer beat small ones. Fast companies beat slow ones, and their velocity comes from getting the right people engaged at the right time - in the right way. By redefining teamwork for the 21st century, The Velocity Advantage will help you achieve better and faster results with less effort and aggravation. The former CIO of Coca-Cola and founder of Brand Velocity and Consequent consulting, Jack Bergstrand's revolutionary ideas are based on 35 years of research and experience across a wide range of companies and industries. Gain valuable insights about your personality type, and learn how you can work with others in a new way - with more impact, energy and personal engagement. Success is not about speed or direction. It requires speed and direction. This book shows how to achieve both. Break free of industrial-age thinking. Make sense of cross-functional chaos. Discover a better way to work - with The Velocity Advantage.
