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Author: Thomas Williams
Publisher:
ISBN: 9781948974004
Category :
Languages : en
Pages :
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Book Description
There is a common question that troubles all sellers at different points in their careers: "So, what do I do now?" It may be uttered out of fear, or confusion, but it's that moment of paralysis where they realize they're about to lose an opportunity in which they'd invested so much time to win.The Seller's Challenge identifies 10 of the most frequently cited deal-killing obstacles sellers encounter. The challenge may be selling to change-resistant buyers, deploying a sales plan for a biased and unfair RFP process, selling to committees with numerous stakeholders, competing against an entrenched supplier, or engaging Procurement agents who are obsessed with driving price discounts.If you look closely, there are caution signs that will guide the seller toward the best course of action. The Seller's Challenge is a "tactical field manual" that taps current research, best practices and real-life examples to help sellers craft action plans that optimize productivity and drive success. It's all about what top-performing sellers do - how they research, plan and implement activities that maximize their chances of winning.We will share the harsh realities, myths, data, best practices, game-changing approaches and guerrilla tactics that will elevate a seller's prospects of winning good business. The Seller's Challenge is composed of 10 independent chapters - each devoted to an obstacle that haunts sellers worldwide. The book includes many addendums in the form of checklists and worksheets that simplify the content.Come join our community of sellers. Become a voice for the selling profession.
Author: Thomas Williams
Publisher:
ISBN: 9781948974028
Category :
Languages : en
Pages : 276
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Book Description
This is more than just a book. It's a reference guide of practical advice on how to handle some of the most difficult challenges in B2B sales encountered today. This book will help both experienced and new sellers prepare and execute more effectively. Take your skills to a new level and read the Seller's Challenge today!
Author: Matthew Dixon
Publisher: Penguin
ISBN: 1101545895
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author: Dr. Tracy Packiam Alloway
Publisher: QEB Publishing
ISBN: 1786035774
Category : Juvenile Fiction
Languages : en
Pages : 27
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Book Description
When Sammy's group loses their map on a camping trip, can he use his SEN Superpowers to save the day and lead them safely back to the campsite? SEN Superpowers: The Map Challenge explores the topic of dyslexia with an empowering story and adorable illustrations. The SEN Superpowers series celebrates the positive traits associated with a range of common SEN (Special Education Needs) conditions, boosting the confidence and strength-awareness of children with those conditions, while also allowing for better understanding and positivity among their peers. Each book includes a page of discussion points about the story, a page of tips for how to boost abilities (inclusive for children with and without special educational needs), and, finally, a further page of notes for parents and teachers. The books feature a dyslexic-friendly font to encourage accessibility and inclusivity for all readers.
Author: Gary Panton
Publisher: Buster Books
ISBN: 9781780557199
Category : Juvenile Nonfiction
Languages : en
Pages : 96
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Book Description
What's YOUR personal best? Work your way through these weird and wonderful challenges and record your top scores along the way.
Author: Sydney Bucksbaum
Publisher: Simon and Schuster
ISBN: 1668008750
Category : Performing Arts
Languages : en
Pages : 256
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Book Description
You’ve seen the rivalries. You’ve witnessed the blood, sweat, and tears. You’ve celebrated the champions. But what does it really take to win MTV’s The Challenge? And what happens after the cameras stop rolling? Since 1998, MTV’s The Challenge has tested competitors’ physical, mental, and emotional endurance. Some go on to become Challenge legends, going down in history as players who changed the game forever. But for each champion, there are dozens more who try and fail (over and over again) to earn the title. In her time covering the show, pop culture journalist and Challenge superfan Sydney Bucksbaum has gotten to know many of the champs, gaining an insider’s knowledge of what goes into making a winning strategy—and how difficult it is to actually pull it off. Here, she profiles twenty-one of the most popular, successful, and infamous champions and reveals not only how they won The Challenge but also how they applied the skills they learned from the experience to their personal lives and careers. From seven-time winner Johnny “Bananas” Devenanzio, Challenge “Godfather” Mark Long, OG champ Veronica Portillo, elimination beast Emily Schromm to most-improved competitors Cara Maria Sorbello and Chris “C.T.” Tamburello, the best in the game look back at their decades of hard work, including the euphoric highs, devastating lows, and everything in between. Eye-opening and inspiring, How to Win at The Challenge and Life is the must-have book for any and all fans looking to level up their own lives—and learn never-before-heard stories from the people who have dominated the show in every way.
Author: Nigel Travis
Publisher: PublicAffairs
ISBN: 1541762150
Category : Business & Economics
Languages : en
Pages : 271
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Book Description
The executive chairman and former CEO of Dunkin' Donuts and Baskin Robbins reflects on the unique, results-oriented discipline he's developed over decades of leadership, which provides a blueprint for any organization to achieve prosperity. We live in an era in which successful organizations can fail in a flash. But they can cope with change and thrive by creating a culture that supports positive pushback: questioning everything without disrespecting anyone. Nigel Travis has forty years of experience as a leader in large and successful organizations, as well as those facing existential crisis-such as Blockbuster as it dawdled in the face of the Netflix challenge. In his ten years as CEO and chairman of Dunkin' Brands, Travis fine-tuned his ideas about the challenge culture and perfected the practices required to build it. He argues that the best way for organizations to succeed in today's environment is to embrace challenge and encourage pushback. Everyone-from the new recruit to the senior leader-must be given the freedom to speak up and question the status quo, must learn how to talk in a civil way about difficult issues, and should be encouraged to debate strategies and tactics-although always in the spirit of shared purpose. How else will new ideas emerge? How else can organizations steadily improve? Through colorful storytelling, with many examples from his own career-including his leadership in turning around the fear-ridden culture of the London-based Leyton Orient Football Club, of which he is part owner-Travis shows how to establish a culture that welcomes challenge, achieves exceptional results, and ensures a prosperous future.
Author: Jean-Jacques Servan-Schreiber
Publisher: Versilio
ISBN: 2361321068
Category : Political Science
Languages : en
Pages : 144
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Book Description
"The signs and instruments of power are no longer armed legions or raw materials or capital... The wealth we seek does not lie in the earth or in numbers of men or in machines, but in the human spirit. And particularly in the ability of men to think and to create.' -- Jean-Jacques Servan-Schreiber in his international bestseller, The American Challenge. The American Challenge was 50 years ahead of its time in its appraisal of Europe, industrialization, the global economy and digital future, and the sclerosis of French politics. A new generation of French and Europeans can now rediscover it and take measure of all that still remains to be accomplished to bring to fruition the post-war European dream. "The world we live in is very much the world Servan-Schreiber imagined,' Professor Paul Krugman writes in his preface to this ebook edition, further adding that "JJSS was an incredibly insightful prophet.' With its radically new economic and political vision, The American Challenge was a bestseller when first published in 1967. Selling over 2 million copies in France and more than 10 million throughout the world, the book was translated and published in 16 languages and 26 countries. This first ebook edition provides the original edition's text in its entirety. Available from all major online retailers, it includes a new preface by New York Times op-ed contributor and Nobel Prize winner in Economics, Paul Krugman, acclaiming a book that "marked a whole generation.' Praise for "The American Challenge": "The American Challenge, was not only a game changer for European–American relations, it also provided a new and innovative conception of national competitiveness. The book was a true catalyst in the creation of the World Economic Forum.'- Klaus Schwab, Founder and Chairman, The World Economic Forum "Jean-Jacques Servan-Schreiber first put forth his bold vision of accelerating American prosperity back in 1967. While this outcome seemed inevitable at the time, half a century later we have fallen far short of that future. The reissue of his landmark book serves as a clarion call for our stagnant civilization to find a way back to the optimistic future of the 1960s.' - Peter Thiel, Co-Founder of Paypal, Managing Partner of the Founders' Fund "Jean-Jacques Servan-Schreiber was a true humanist. He understood the importance of the sovereignty for the people in the wake of European colonialism, as well as the potential in federating resources in an increasingly multipolar world, exemplified by his support of the European integration. He also foresaw the possibilities and challenges of modern technology.' - Nicolas Berggruen, President, Berggruen Institute on Governance "The American Challenge is an excellent, vigorous and modern book – that is to say, one free of many of the usual shortcomings and repetitiveness of commonplace thinking.' - Valéry Giscard d'Estaing, President of France, 1974-1981 "The American Challenge is at the top of the best seller lists. For a tome rich in statistics and dealing with the world of economic and corporate development, computers, satellites and the rivalries of industrial power blocs, this is an astonishing success. If Marx had done as well with "Das Kapital', we might all be waving red flags and eating caviar.' - New York Times, May 19, 1968
Author: James Thomson
Publisher:
ISBN: 9780998484600
Category : Electronic commerce
Languages : en
Pages : 146
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Book Description
Brand executives face two key questions in addressing the Amazon marketplace: 1.Will the brand be sold on the Amazon Marketplace? 2.If yes, then what distribution approach makes most sense for the brand? As we discuss throughout the book, the decision regarding whether the brand will be sold on the Amazon marketplace is not always solely within a brand's control. It's better to start with the assumption that any popular brand's products will eventually show up for sale on Amazon, whether the brand wants those products there or not. The second question is more complex for brand executives. At its core, this question represents a pivotal "fork in the road" that we call the Amazon Marketplace Dilemma. That choice is: Sell TO Amazon vs. Sell ON Amazon. Which of these paths a brand chooses-and the distribution strategy it employs in that domain-will determine a brand executive's issues, challenges and priorities. Either option will impact the brand executive's ability to control their brand strategies (e.g., pricing, brand content, marketing, etc.), to generate profits, and to create a stable cadence for managing activities on the Amazon marketplace channel. In our book, we uncover the many considerations involved in developing and implementing the right Amazon distribution strategy for a given brand.
Author: James M. Higgins
Publisher: Macmillan College
ISBN: 9780023544712
Category : Management
Languages : en
Pages : 781
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Book Description
Author: Thomas Williams
Publisher:
ISBN: 9781948974004
Category :
Languages : en
Pages :
Get Book Here
Book Description
There is a common question that troubles all sellers at different points in their careers: "So, what do I do now?" It may be uttered out of fear, or confusion, but it's that moment of paralysis where they realize they're about to lose an opportunity in which they'd invested so much time to win.The Seller's Challenge identifies 10 of the most frequently cited deal-killing obstacles sellers encounter. The challenge may be selling to change-resistant buyers, deploying a sales plan for a biased and unfair RFP process, selling to committees with numerous stakeholders, competing against an entrenched supplier, or engaging Procurement agents who are obsessed with driving price discounts.If you look closely, there are caution signs that will guide the seller toward the best course of action. The Seller's Challenge is a "tactical field manual" that taps current research, best practices and real-life examples to help sellers craft action plans that optimize productivity and drive success. It's all about what top-performing sellers do - how they research, plan and implement activities that maximize their chances of winning.We will share the harsh realities, myths, data, best practices, game-changing approaches and guerrilla tactics that will elevate a seller's prospects of winning good business. The Seller's Challenge is composed of 10 independent chapters - each devoted to an obstacle that haunts sellers worldwide. The book includes many addendums in the form of checklists and worksheets that simplify the content.Come join our community of sellers. Become a voice for the selling profession.
