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Author: Amy Franko
Publisher:
ISBN: 9781945389627
Category :
Languages : en
Pages : 216
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Book Description
Welcome to the new sales economy: the ever-changing intersection of business trends, technology, and cultural dynamics. It's disruptive. It's transformational. It's also full of opportunity. Left-field competition. Commoditization. App-like mindsets. Less loyalty. More decision makers. Faster ROI expectations. All of this has shifted what our prospects and clients need to succeed, and how they want to interact with and buy from us. This evolution in professional selling challenges everything for sales leaders and sales professionals-how to win new clients, grow existing business, and deliver sales results. In The Modern Seller, Amy Franko explains the factors behind this challenging new sales economy and its impact on customers, sellers, and leaders. She explains why it demands a modern seller: one who is a recognized differentiator, extends the value of his or her company's offerings, and is viewed by his or her clients as the competitive advantage in their success. Franko explains the Five Dimensions of the Modern Seller, which will become your new blueprint for success in modern selling. These Five Dimensions-agile, entrepreneurial, holistic, social, and ambassador-will boost by 10X the effectiveness of your sales activities and results. Through research, stories of her own personal journey, as well as anecdotes of other modern sellers, Amy offers specific and actionable strategies for sales professionals and leaders. As you become a modern seller, you'll increase your impact, and deliver top results for your clients, your organization, and yourself.
Author: Amy Franko
Publisher:
ISBN: 9781945389627
Category :
Languages : en
Pages : 216
Get Book Here
Book Description
Welcome to the new sales economy: the ever-changing intersection of business trends, technology, and cultural dynamics. It's disruptive. It's transformational. It's also full of opportunity. Left-field competition. Commoditization. App-like mindsets. Less loyalty. More decision makers. Faster ROI expectations. All of this has shifted what our prospects and clients need to succeed, and how they want to interact with and buy from us. This evolution in professional selling challenges everything for sales leaders and sales professionals-how to win new clients, grow existing business, and deliver sales results. In The Modern Seller, Amy Franko explains the factors behind this challenging new sales economy and its impact on customers, sellers, and leaders. She explains why it demands a modern seller: one who is a recognized differentiator, extends the value of his or her company's offerings, and is viewed by his or her clients as the competitive advantage in their success. Franko explains the Five Dimensions of the Modern Seller, which will become your new blueprint for success in modern selling. These Five Dimensions-agile, entrepreneurial, holistic, social, and ambassador-will boost by 10X the effectiveness of your sales activities and results. Through research, stories of her own personal journey, as well as anecdotes of other modern sellers, Amy offers specific and actionable strategies for sales professionals and leaders. As you become a modern seller, you'll increase your impact, and deliver top results for your clients, your organization, and yourself.
Author: Amy Franko
Publisher:
ISBN: 9781945389023
Category :
Languages : en
Pages :
Get Book Here
Book Description
Welcome to the new sales economy: the ever-changing intersection of business trends, technology, and cultural dynamics. It's disruptive. It's transformational. It's also full of opportunity.Left-field competition. Commoditization. App-like mindsets. Less loyalty. More decision makers. Faster ROI expectations. All of this has shifted what our prospects and clients need to succeed, and how they want to interact with and buy from us. This evolution in professional selling challenges everything for sales leaders and sales professionals-how to win new clients, grow existing business, and deliver sales results. In The Modern Seller, Amy Franko explains the factors behind this challenging new sales economy and its impact on customers, sellers, and leaders. She explains why it demands a modern seller: one who is a recognized differentiator, extends the value of his or her company's offerings, and is viewed by his or her clients as the competitive advantage in their success. Franko explains the Five Dimensions of the Modern Seller, which will become your blueprint for success in modern selling. These Five Dimensions-agile, entrepreneurial, holistic, social, and ambassador-will 10X the effectiveness of your sales activities and results. Through research, stories of her own personal journey, as well as anecdotes of other modern sellers, Frank offers specific and actionable strategies for sales professionals and leaders. You'll deliver top results and impact.
Author: Jamie Shanks
Publisher:
ISBN: 9781792978036
Category :
Languages : en
Pages : 128
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Book Description
The ultimate Account-based Sales guide for the modern, digital seller. SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Author Jamie Shanks has trained and advised 100's of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverage key competitive differentiators, used to significantly improve account activation and opportunity creation. Combine this focus on account planning, with a relentless accountability to structured sales activity, and this account-based motion will: -Increase the volume of opportunities in a territory -Shorten the timeline to opportunity creation in key accounts -Increase the conversion of prospective accounts into customers -Select the right accounts -Plan & Storyboard the engagement strategy -Engage with a structured process -Activate & educate with a Bold & Different strategy than the competition -Run or Replace (build sales pipeline with an objective framework). If you or your sales organization is running an account-centric sales motion, and you're not leveraging social proximity as a key competitive differentiator in your account selection process - you've already lost your competitive advantage. Let this book be your guide to being first, bold and different in your service of the modern, digital buyer.
Author: Harry Beckwith
Publisher: Business Plus
ISBN: 0759521522
Category : Business & Economics
Languages : en
Pages : 138
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Book Description
SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness May Get You Nowhere Focus Groups Don'ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.
Author: Vaclav Smil
Publisher: John Wiley & Sons
ISBN: 1119942535
Category : Technology & Engineering
Languages : en
Pages : 263
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Book Description
How much further should the affluent world push its material consumption? Does relative dematerialization lead to absolute decline in demand for materials? These and many other questions are discussed and answered in Making the Modern World: Materials and Dematerialization. Over the course of time, the modern world has become dependent on unprecedented flows of materials. Now even the most efficient production processes and the highest practical rates of recycling may not be enough to result in dematerialization rates that would be high enough to negate the rising demand for materials generated by continuing population growth and rising standards of living. This book explores the costs of this dependence and the potential for substantial dematerialization of modern economies. Making the Modern World: Materials and Dematerialization considers the principal materials used throughout history, from wood and stone, through to metals, alloys, plastics and silicon, describing their extraction and production as well as their dominant applications. The evolving productivities of material extraction, processing, synthesis, finishing and distribution, and the energy costs and environmental impact of rising material consumption are examined in detail. The book concludes with an outlook for the future, discussing the prospects for dematerialization and potential constrains on materials. This interdisciplinary text provides useful perspectives for readers with backgrounds including resource economics, environmental studies, energy analysis, mineral geology, industrial organization, manufacturing and material science.
Author: Alex Moazed
Publisher: Macmillan
ISBN: 1250091896
Category : Business & Economics
Languages : en
Pages : 274
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Book Description
What do Google, Snapchat, Tinder, Amazon, and Uber have in common, besides soaring market share? They're platforms - a new business model that has quietly become the only game in town, creating vast fortunes for its founders while dominating everyone's daily life. A platform, by definition, creates value by facilitating an exchange between two or more interdependent groups. So, rather that making things, they simply connect people. The Internet today is awash in platforms - Facebook is responsible for nearly 25 percent of total Web visits, and the Google platform crash in 2013 took about 40 percent of Internet traffic with it. Representing the ten most trafficked sites in the U.S., platforms are also prominent over the globe; in China, they hold the top eight spots in web traffic rankings. The advent of mobile computing and its ubiquitous connectivity have forever altered how we interact with each other, melding the digital and physical worlds and blurring distinctions between "offline" and "online." These platform giants are expanding their influence from the digital world to the whole economy. Yet, few people truly grasp the radical structural shifts of the last ten years. In Modern Monopolies, Alex Moazed and Nicholas L. Johnson tell the definitive story of what has changed, what it means for businesses today, and how managers, entrepreneurs, and business owners can adapt and thrive in this new era.
Author: P. J. O'Rourke
Publisher: Open Road + Grove/Atlantic
ISBN: 0802199062
Category : Humor
Languages : en
Pages : 308
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Book Description
An “extremely funny” take on the decline of civility, from the #1 New York Times–bestselling author of How the Hell Did This Happen? (The Plain Dealer). In Modern Manners, cultural guru P. J. O’Rourke provides the essential accessory for the truly contemporary man or woman—a rulebook for living in a world without rules. Traditionally, good manners were a means of becoming as bland and invisible as everyone else, thus avoiding calling attention to one’s own awkwardness and stupidity. Today, with everyone wanting to appear special, stupidity is at a premium, and manners—as outrageous and bizarre as possible—are a wonderful way to distinguish ourselves, or at least have a fine time trying. This irreverent and hilarious guide to anti-etiquette offers pointed advice on topics from sex and entertaining to reading habits and death. With the most up-to-date forms of vulgarity, churlishness, and presumption, the latest fashions in discourtesy and barbarous display, O’Rourke is our guide to the art of incivility. “Modern Manners is O’Rourke doing what he has always done: making hilarious, insightful, often vicious fun of the world and all its inhabitants.” —People “A reader who rushes through [Modern Manners] from cover to cover—like I did—will feel like a child who has gorged on chocolate cake: happy, but a bit disappointed that it’s all gone. The reason O’Rourke’s book is so successful, however, is not just his great sense of humor. O’Rourke’s writing has a cutting edge behind it, which makes a reader’s laughter just a bit thought-provoking, and just a bit rueful . . . Very funny.” —Chicago Tribune
Author: Terry Golway
Publisher: W. W. Norton & Company
ISBN: 0871407922
Category : History
Languages : en
Pages : 511
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Book Description
“Golway’s revisionist take is a useful reminder of the unmatched ingenuity of American politics.”—Wall Street Journal History casts Tammany Hall as shorthand for the worst of urban politics: graft and patronage personified by notoriously crooked characters. In his groundbreaking work Machine Made, journalist and historian Terry Golway dismantles these stereotypes, focusing on the many benefits of machine politics for marginalized immigrants. As thousands sought refuge from Ireland’s potato famine, the very question of who would be included under the protection of American democracy was at stake. Tammany’s transactional politics were at the heart of crucial social reforms—such as child labor laws, workers’ compensation, and minimum wages— and Golway demonstrates that American political history cannot be understood without Tammany’s profound contribution. Culminating in FDR’s New Deal, Machine Made reveals how Tammany Hall “changed the role of government—for the better to millions of disenfranchised recent American arrivals” (New York Observer).
Author: Mike Schultz
Publisher: John Wiley & Sons
ISBN: 1118875060
Category : Business & Economics
Languages : en
Pages : 263
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Book Description
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Author: Cleo Stiller
Publisher: S&S/Simon Element
ISBN: 1982132019
Category : Self-Help
Languages : en
Pages : 224
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Book Description
Emmy and Peabody Award–nominated health reporter Cleo Stiller’s fun(ny) and informative collection of advice and perspectives about what it means to be a good guy in the era of #MeToo. Here are a few self-evident truths: Predatory men need to go, sexual assault is wrong, and women and men should be equal. If you’re a man and disagree with any of the aforementioned, then this book isn’t for you. But if you agree, you’re probably one of the “good guys.” That said, you might also be feeling frustrated, exasperated, and perhaps even skeptical about the current national conversation surrounding #MeToo (among many other things). You’ve likely found yourself in countless experiences or conversations lately where the situation feels gray, at best. You have a lot to say, but you’re afraid to say it and worried that one wrong move will land you in the hot seat. From money and sex to dating and work and everything in between—it can all be so confusing! And when do we start talking about solutions instead of putting each other down? In Modern Manhood, reporter Cleo Stiller sheds light on all the gray areas out there, using conversations that real men and women are having with their friends, their dates, their family, and themselves. Free of judgment, preaching, and sugarcoating, Modern Manhood is engaging, provocative, and, ultimately, a great resource for gaining a deeper understanding of what it means to genuinely be a good man today.
