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Author: Jon Markwardt
Publisher:
ISBN: 9780997858006
Category :
Languages : en
Pages : 264
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Book Description
This is anything but your average guide to becoming an elite sales professional. Not only will it show you--not just tell you--how to use the best practices of the elite to further your career, but there are also enticing anecdotes of author, Jon Markwardt's, journey through the island of Cyprus that show how sales is in everything we do. You'll find fun and useful word tracks for you to implement, and, most importantly, authentic advice on the importance of watering and caring for your current position (your virtual "green grass"). The Grass Is Browner on the Other Side will plant you permanently on the enviable side of the fence!
Author: Jon Markwardt
Publisher:
ISBN: 9780997858006
Category :
Languages : en
Pages : 264
Get Book Here
Book Description
This is anything but your average guide to becoming an elite sales professional. Not only will it show you--not just tell you--how to use the best practices of the elite to further your career, but there are also enticing anecdotes of author, Jon Markwardt's, journey through the island of Cyprus that show how sales is in everything we do. You'll find fun and useful word tracks for you to implement, and, most importantly, authentic advice on the importance of watering and caring for your current position (your virtual "green grass"). The Grass Is Browner on the Other Side will plant you permanently on the enviable side of the fence!
Author: Mark Schenkius
Publisher: Astronaut Boeken
ISBN: 9789492744043
Category :
Languages : en
Pages : 0
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Book Description
Whether it is in sports, in games or in business, the ones who are most successful are often the ones who know how to think like their opponent. And especially in the continuously evolving world of buying and selling, will these insights truly make the difference. Want to put an end to lost sales or decreasing margins? Re-think the relationship with your buyer. In The Other Side of Sales author Mark Schenkius crosses over to the other side of the table and shares his secrets from almost two decades of experience in negotiations and procurement. The book even reveals what power the buyer and seller have in all possible situations and how sellers can act on this. By creating the right strategies, sellers can decide to use pressure or build a long-term relationship with buyers. Packed with new content, fresh insights and a unique set of 47 questions, this book is undeniably a game-changer for any sales professional.
Author: Ian Altman
Publisher: Ideapress Publishing - Ips
ISBN: 9781940858517
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
The New Metaphor: Selling Is a Puzzle Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.
Author: Harvard University. Bureau of Business Research
Publisher:
ISBN:
Category : United States
Languages : en
Pages : 124
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Book Description
Author: Vijay Govindarajan
Publisher: Harvard Business Press
ISBN: 1422162303
Category : Business & Economics
Languages : en
Pages : 240
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Book Description
In their first book, Ten Rules for Strategic Innovators, the authors provided a better model for executing disruptive innovation. They laid out a three-part plan for launching high-risk/high-reward innovation efforts: (1) borrow assets from the existing firms, (2) unlearn and unload certain processes and systems that do not serve the new entity, and (3) learn and build all new capabilities and skills. In their study of the Ten Rules in action, Govindarajan and Trimble observed many other kinds of innovation that were less risky but still critical to the company's ongoing success. In case after case, senior executives expected leaders of innovation initiatives to grapple with forces of resistence, namely incentives to keep doing what the company has always done--rather than develop new competence and knowledge. But where to begin? In this book, the authors argue that the most successful everyday innovators break down the process into six manageable steps: 1. Divide the labor 2. Assemble the dedicated team 3. Manage the partnership 4. Formalize the experiment 5. Break down the hypothesis 6. Seek the truth. The Other Side of Innovation codifies this staged approach in a variety of contexts. It delivers a proven step-by-step guide to executing (launching, managing, and measuring) more modest but necessary innovations within large firms without disrupting their bread-and-butter business.
Author: Mark Schenkius
Publisher:
ISBN: 9789492744166
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
Whether it is in sports, in games or in business, the ones who are most successful are often the ones who know how to think like their opponent. And especially in the continuously evolving world of buying and selling, will these insights truly make the difference. Want to put an end to lost sales or decreasing margins? Re-think the relationship with your buyer. In The Other Side of Sales author Mark Schenkius crosses over to the other side of the table and shares his secrets from almost two decades of experience in negotiations and procurement. The book even reveals what power the buyer and seller have in all possible situations and how sellers can act on this. By creating the right strategies, sellers can decide to use pressure or build a long-term relationship with buyers. Packed with new content, fresh insights and a unique set of 47 questions, this book is undeniably a game-changer for any sales professional.
Author: Todd Caponi
Publisher: IdeaPress Publishing
ISBN: 9781646870226
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
The future of sales is radically transparent. Are you ready for it? Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency. What if the key to selling was to do exactly the opposite of what most sales courses tell you to do? It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.
Author: Michelle D. Hord
Publisher: Simon and Schuster
ISBN: 198217353X
Category : Biography & Autobiography
Languages : en
Pages : 272
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Book Description
"A cross between Carry On, Warrior and Everybody's Got Something, The Other Side of Yet is a powerful memoir about loss, faith, and the power of the human spirit. Starting her professional career as a producer at America's Most Wanted, Michelle Hord was no stranger to tragedy. But when the unimaginable happened in her own family, Michelle's entire life crashed down around her. As she sought out a new blueprint for how to live in this new world, The Book of Job became her anchor, with one verse in particular standing out: "Though he slay me, yet will I trust in him" Job 13:15 King James Version (KJV). For Michelle, the concept of that 'yet' became an essential part of her life--one shaped by loss, yet filled with hope. This powerful memoir takes readers on a journey about creating a life of goodness and grace in the face of loss, injustice, or hardship. Michelle isn't interested in prosecuting her marriage, dwelling on what happened to her daughter, or pointing to God as her only salvation. In the pages of The Other Side of Yet, she invites readers to share not just her story, but to draw inspiration from her strength, her will to create goodness, and her defiant faith"--
Author: Ian Altman
Publisher: IdeaPress Publishing
ISBN: 9781940858869
Category : Business & Economics
Languages : en
Pages : 206
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Book Description
Are you tired of playing games with your customers? The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale? Does it sometimes seem like you and your client are working against each other? Same Side Selling gives practical steps to break through sales barriers and turn confrontation into cooperation. Sellers that implement the Same Side Selling approach will be seen as a valuable resource, not a predatory peddler. A Different Type of Book on Selling What makes Same Side Selling different from any other book on this topic is that it is co-authored by people on both sides : a salesman (Ian) and a procurement veteran who understands how companies buy (Jack). The buyer s perspective is baked into every sentence of the book, along with the seller s point of view. Our aim is to replace the adversarial trap with a cooperative, collaborative mindset. We also want to replace the old metaphor of selling as a game. The New Metaphor: Selling Is a Puzzle Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.
Author: Jon Markwardt
Publisher: Knight Business Press
ISBN: 9780997858013
Category :
Languages : en
Pages : 264
Get Book Here
Book Description
This is anything but your average guide to becoming an elite sales professional. Not only will it show you--not just tell you--how to use the best practices of the elite to further your career, but there are also enticing anecdotes of author, Jon Markwardt's, journey through the island of Cyprus that show how sales is in everything we do. You'll find fun and useful word tracks for you to implement, and, most importantly, authentic advice on the importance of watering and caring for your current position (your virtual green grass). The Grass Is Browner on the Other Side will plant you permanently on the enviable side of the fence!
