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Author: Brian Burns
Publisher: Brian Burns
ISBN:
Category : Business & Economics
Languages : en
Pages : 129
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Book Description
The Maverick Method is a powerful and unique selling method that provides the complete picture of how complex sales work. The Method has been researched, developed and practiced over a twenty-year period. We have studied and modeled over one hundred of the most successful salespeople. Unlike other selling methods the Maverick Method has been proven by salespeople on the front lines of the most difficult selling environments imaginable. The Mavericks that we have modeled have been able to create new markets, dominate their market segments and marginalize their competitors. What you will learn from the Maverick Selling Method: How a complex sale really works How to control the buying process How to customize your selling process for your unique product How to set and change the rules that will justify the buying decision How to marginalize any competitor How to close the deal in a predictable manner before your competitor even knows they have lost What Mavericks do differently How you can become a Maverick
Author: Brian Burns
Publisher: Brian Burns
ISBN:
Category : Business & Economics
Languages : en
Pages : 129
Get Book Here
Book Description
The Maverick Method is a powerful and unique selling method that provides the complete picture of how complex sales work. The Method has been researched, developed and practiced over a twenty-year period. We have studied and modeled over one hundred of the most successful salespeople. Unlike other selling methods the Maverick Method has been proven by salespeople on the front lines of the most difficult selling environments imaginable. The Mavericks that we have modeled have been able to create new markets, dominate their market segments and marginalize their competitors. What you will learn from the Maverick Selling Method: How a complex sale really works How to control the buying process How to customize your selling process for your unique product How to set and change the rules that will justify the buying decision How to marginalize any competitor How to close the deal in a predictable manner before your competitor even knows they have lost What Mavericks do differently How you can become a Maverick
Author: Brian Burns
Publisher: McGraw Hill Professional
ISBN: 0071639683
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
Your new product has changed the rules of the market. Now, you have to change the rules for selling it . . . Providing a truly innovative product or service is the difference between life and death for companies today. But once you’ve produced it, you have to answer the next big question: How do I sell this unique offering to customers who don’t even know they have a need for it? Brian C. Burns and Tom U. Snyder compared 27 highly successful emerging-growth and start-up corporations with 78 less successful companies in similar fields. The difference, they learned, lies neither with the product nor with marketing but with the sales strategy. In short, the losers relied on conventional sales methods; the winners deployed a unique sales strategy that focused on how organizations make decisions. Selling in a New Market Space helps you develop a sales strategy to approach potential buyers the right way—the first time around—using what the authors call the “Maverick Method.” This game-changing guide explains: What Maverick sellers do differently and why they hold the key to your success Where to find salespeople with the skills for selling to a new market How to create early market segments and marginalize competitors When to transition them away from Maverick selling Don’t be a victim of your own success. What good is the product you put all that money into if you can’t sell it? If you want to get the most out of your innovative offering, you need to create a new class of salesperson. With Selling in a New Market Space, you have the tool for driving your new product to the limits of its potential.
Author: Brent Adamson
Publisher: Portfolio
ISBN: 1591848156
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
Author: Muriel Siebert
Publisher: Simon and Schuster
ISBN: 0743211146
Category : Businesswomen
Languages : en
Pages : 248
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Book Description
The first woman to own a seat on the New York Stock Exchange reveals how she forged her phenomenal success in the chaotic and cutthroat world of Wall Street.
Author: David Saito-Chung
Publisher: McGraw Hill Professional
ISBN: 9780071450164
Category : Business & Economics
Languages : en
Pages : 204
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Book Description
In November 1983, William O'Neil laid out his plans to start a new national paper, Investor's Daily (its original name until September 16, 1991). The paper would print charts of major indexes so readers could study the market's price trend. This is the true story of how one man beat the odds and changed the way America plays the stock market.
Author: Andrew and Pete
Publisher: Createspace Independent Publishing Platform
ISBN: 9781977521194
Category :
Languages : en
Pages : 212
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Book Description
Are you fed up of writing blogs, recording podcasts or creating videos and not getting anything from it? Are you overwhelmed by Social Media, SEO, Email Marketing, Paid Ads? Are you sick of wasting your time with poor performing 'Content Marketing' and now want to actually make some money and grow your business?! Content Marketing offers the biggest opportunity for growth, but the world is overcrowded and overwhelmed with content. If you don't do things a little differently, then you don't stand a chance. If you want to build an audience, create fans, and start making money from your content, then you need to be a Content Maverick. Our revolutionary Content Mavericks process, takes you through 7 logical steps to create a content marketing strategy that not only helps you create insanely shareable content but also GENERATES SALES! So, are you going to continue banging your head against the wall or are you going to stand out and grow your business faster than ever before?
Author: James Montier
Publisher:
ISBN:
Category :
Languages : en
Pages : 394
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Book Description
"As with his weekly column, James Montier's Value Investing is a must read for all students of the financial markets. In short order, Montier shreds the 'efficient market hypothesis', elucidates the pertinence of behavioral finance, and explains the crucial difference between investment process and investment outcomes. Montier makes his arguments with clear insight and spirited good humor, and then backs them up with cold hard facts. Buy this book for yourself, and for anyone you know who cares about their capital!"--Seth Klarman, President, The Baupost Group LLC The seductive elegance of classical finance theory is powerful, yet value investing requires that we reject both the precepts of modern portfolio theory (MPT) and pretty much all of its tools and techniques. In this important new book, the highly respected and controversial value investor and behavioural analyst, James Montier explains how value investing is the only tried and tested method of delivering sustainable long-term returns. James shows you why everything you learnt at business school is wrong; how to think properly about valuation and risk; how to avoid the dangers of growth investing; how to be a contrarian; how to short stocks; how to avoid value traps; how to hedge ignorance using cheap insurance. Crucially he also gives real time examples of the principles outlined in the context of the 2008/09 financial crisis. In this book James shares his tried and tested techniques and provides the latest and most cutting edge tools you will need to deploy the value approach successfully. It provides you with the tools to start thinking in a different fashion about the way in which you invest, introducing the ways of over-riding the emotional distractions that will bedevil the pursuit of a value approach and ultimately think and act differently from the herd.
Author: Albert W. Thomas
Publisher: Book Publishing Company (TN)
ISBN: 9780967155302
Category : Investments
Languages : en
Pages : 0
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Book Description
Toss out every bit of conventional wisdom you've ever heard about investing in mutual funds. Stock trader and commondities broker Albert Thomas will show you how to earn 30% to 50% annually with your mutual funds by taking just one hour a month and following a few basic market indicators. This common sense approach was developed after years of studying which analysts are successful at timing the market and picking winners.
Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0071368825
Category : Business & Economics
Languages : en
Pages : 240
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Book Description
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Author: Matthew McDarby
Publisher: Eaton Press
ISBN: 9781947486010
Category :
Languages : en
Pages :
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Book Description
What would it be like if you had greater control over and impact on your sales team's performance? What new opportunities would you be able to capture? What problems would you solve? What degree of personal growth would you experience? What about your people? Sales management can be a lonely and unforgiving job, and the difference between being an excellent leader and being average (or worse) depends largely on the choices you make with your time. Using real-life examples from his extensive experience as a sales leader and coach, Matt McDarby walks you through tasks that can improve your skills as a sales manager and tasks that can help you improve your team's performance. The Cadence of Excellence will show you how to make better decisions about where to spend your time and effort. And it will help you identify changes you can make today that will have a huge impact on you and those you lead now and in the future
