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Author: Mark Welch
Publisher: Figure 1 Publishing
ISBN: 1773270451
Category : Business & Economics
Languages : en
Pages : 246
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Book Description
You are competing in a highly fragmented, highly competitive marketplace where decision makers are more knowledgeable, less risk averse, and busier than ever. As a result, making your numbers is tougher and more challenging than ever. You’re trying to figure out how to get the attention of new customers and to add value along the sales process to close business. And you’re coping with a potentially underperforming and unengaged sales team, despite investments in sales resources, such as training and technology, marketing content, CRM, and other tools to increase sales effectiveness. But you, like other sales leaders you talk with, are not getting the payoff from these investments. You see the data: • Businesses are spending more on training, but there is little correlation to ROI (ATD, 2015) • Without follow-up and coaching/mentoring, salespeople fail to retain 80% to 90% of what they learned in training within a month (Sales Alliance, 2014) • CRM holds a
Author: Mark Welch
Publisher: Figure 1 Publishing
ISBN: 1773270451
Category : Business & Economics
Languages : en
Pages : 246
Get Book Here
Book Description
You are competing in a highly fragmented, highly competitive marketplace where decision makers are more knowledgeable, less risk averse, and busier than ever. As a result, making your numbers is tougher and more challenging than ever. You’re trying to figure out how to get the attention of new customers and to add value along the sales process to close business. And you’re coping with a potentially underperforming and unengaged sales team, despite investments in sales resources, such as training and technology, marketing content, CRM, and other tools to increase sales effectiveness. But you, like other sales leaders you talk with, are not getting the payoff from these investments. You see the data: • Businesses are spending more on training, but there is little correlation to ROI (ATD, 2015) • Without follow-up and coaching/mentoring, salespeople fail to retain 80% to 90% of what they learned in training within a month (Sales Alliance, 2014) • CRM holds a
Author: Mark Roberge
Publisher: John Wiley & Sons
ISBN: 1119047072
Category : Business & Economics
Languages : en
Pages : 227
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Book Description
Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.
Author: Rick Brandon
Publisher: Simon and Schuster
ISBN: 0743274296
Category : Business & Economics
Languages : en
Pages : 321
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Book Description
Two of the nation's most successful corporate leadership consultants now reveal their proven, systematic program for using the power of "high-integrity" politics to achieve career success, maximize team impact, and protect the company's reputation and bottom line. Each day in business, a corporate version of "survival of the fittest" is played out. Power plays, turf battles, deceptions, and sabotages block individuals' career progress and threaten companies' resources and results. In Survival of the Savvy, Rick Brandon and Marty Seldman provide ethical but street-smart strategies for navigating corporate politics to gain "impact with integrity," helping readers to: -Identify political styles at work through the Style Strengths Finder, and avoid being under or overly political -Discover the corporate "buzz" on you, and manage the corporate "airwaves" -Decipher unwritten company rules and protect yourself from sabotage and hidden agendas -Build key networks to promote yourself and your ideas with integrity -Learn to detect deception and filter misleading information -Increase your team's organizational savvy, influence, and impact -Gauge the political health of the company and forge a high-integrity political culture In addition, Survival of the Savvy helps individuals discover and overcome their own political blind spots and vulnerabilities. They learn step-by-step methods to avoid being underestimated or denied full recognition for their achievements. It shows them how to put forward their ideas and advance their careers in an ethical manner, with a high level of political awareness and skill. After reading this book, you will never have to say, "I didn't see it coming." Organizational savvy is a mission-critical competency for the complete leader. This timely and timeless book provides cutting-edge strategies and skills for surviving and thriving as you build individual and company success.
Author: Lawrence D. Duckworth
Publisher: Morgan James Publishing
ISBN: 1614487634
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
Traditional behavioral insights from Maslow, Herzberg, McGregor, Porter, Collins, and many others are helpful, but they stop short of the most basic and powerful drives behind human behavior. Also, they do not provide actionable methods and tools to use. The product of C-executive Larry Duckworth’s 25 years of study and practice in applying neuroscience to the business world, education and research, Primordial Leadership introduces the six Neuroscience based Primal Drives and shows business leaders how to equip and motivate their teams to perform at the highest level. Many real-life examples, tools, methods, and more show leaders how to apply cutting-edge Neuroscience to their daily leadership challenges, including change management, whether in a large corporate setting, small business, nonprofit, government entity, the military or turn-arounds.
Author: Ramona Houmanfar
Publisher: Routledge
ISBN: 1351360744
Category : Business & Economics
Languages : en
Pages : 321
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Book Description
Contemporary confluences of leadership decision-making and citizenship behavior often unintentionally contribute to the depletion of the world’s resources – escalating health, education, and social crises, as well as community, societal, and cultural struggles – to adapt to emerging global shifts. Leadership and management practices in this context affect the wellbeing of organizational members (e.g., their safety, health, financial security, etc.) but also entail positive or negative impacts on consumer practices and collective community well-being (e.g., education, obesity, cancer, safe or green driving, energy conservation, diversity based health care, etc.). Decision-making in most businesses and organizations is largely responsive to demands for short-term profit or cost minimization. On the consumer side, both cultural values and the corporate marketing practices that sustain them encourage high levels of consumption necessary to sustain corporate practices. In exploring the emerging applications of behavior science to these challenges, this book showcases emerging work by internationally recognized scholars on leadership and cultural change. The book will aid organizations and leaders in creating new models of stewardship, and will open opportunities for innovation while adapting and responding to growing social upheaval, technological advances, and environmental concerns, as well as crises in the global economy, health, education, and environment. This book was originally published as a special issue of the Journal of Organizational Behavior Management.
Author: David Hibbard
Publisher: McGraw Hill Professional
ISBN: 0071793712
Category : Business & Economics
Languages : en
Pages : 237
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Book Description
A BREAKTHROUGH FORMULA FOR REACHING TOP DECISION MAKERS AND INFLUENCERS "SOAR Selling is a mission-critical tool for building lasting, profitable relationships. David and Marhnelle go far beyond defining a sales process by rolling up their sleeves to share their secret about what you absolutely must do to get in anywhere." -- Marcus Buckingham, New York Times bestselling author, researcher, motivational speaker, and business consultant "SOAR Selling is essential for any professional organization committed to sales excellence that delivers a superior customer experience." -- Mel Parker, Vice President and General Manager North America, Dell Consumer "SOAR's integrity and efficacy not only help overcome cold-call-phobia; SOAR turns anyone who's motivated to sell into a cold-call-master. SOAR's proven and effective way 'to get through' has achieved unmatched results for Vistage Chairs who are determined to reach and convert CEOs and other executives to Vistage membership. SOAR tips and tools have really propelled our business to SOAR." -- Rafael Pastor, Chairman of the Board and CEO, Vistage International "SOAR Selling teaches salespeople a measurable calling strategy and process that can dramatically improve their ability to reduce their call volume and increase the number of appointments." -- Gerhard Gschwandtner, Publisher, Selling Power "When it comes to driving net new business, SOAR has been at the forefront of the Berlin Company strategy because it works!" -- Andrew T. Berlin, Chairman and CEO, Berlin Packaging, and Limited Partner, Chicago White Sox From the cofounders of the international sales training company, Dialexis, Inc. comes the groundbreaking method for the biggest challenges of every salesperson: getting through to almost anyone, and reaching top decision makers and high influencers. It's time to stop wasting valuable time using the by-the-numbers-plus-luck method--a grueling process that causes attrition and unethical dialing. SOAR Selling presents a solution to this critical problem by revealing by a proven way for any salesperson to make fewer calls, reach more decision makers, and, most important, get more appointments. The authors have tested the SOAR (Surge of Accelerating Revenue) Selling formula on thousands of live sales calls throughout key global markets. The results are staggering. According to the authors' client research, SOAR is astonishingly effective. SOAR provides a combination contact rate with decision makers and influencers of up to 90% on every net dial to a new prospect. Organizations have experienced 200% to 2000% ROI in just 12 weeks from program completion. The mindset component utilized during SOAR enables the individual to be open to a new way of driving net new business. The coaching segment ensures the program consistently demonstrates revenue surge and ROI. SOAR Selling is the best practice for reaching decision makers. Its secret is simple; its approach is based in the mechanics and psychology of call execution with a foundation of a powerful mindset shift. The authors' research reveals that with SOAR, a salesperson can make 12 net dials and reach a combination of 10 top-level decision makers and influencers!
Author: Jay Goltz
Publisher: Addicus Books
ISBN: 1938803809
Category : Business & Economics
Languages : en
Pages : 270
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Book Description
Small firms in Chicago employ more than 1.6 million individuals—nearly 50 percent of the private work force, according to a new study released this fall by the Small Business Administration. The survey, which defines small firms as those employing less than 500 people, also shows that these businesses generate 47 percent of the area's total receipts of $278 billion dollars. However, SBA statistics also reveal that, on average, of the small businesses starting today, 53 percent will not be in business four years from now. Of these closings, it's estimated that 15 percent will close due to business failures. Chicago businessman Jay Goltz understands what it takes for a small business to succeed. During the past twenty years he has owned and operated Artists' Frame Service in Chicago. Goltz started the business in 1978, and today it's the largest, custom retail picture framing facility in the world. Now, Goltz shares some his secrets of success.
Author: Dale Millar
Publisher: Wheatmark, Inc.
ISBN: 1627870784
Category : Business & Economics
Languages : en
Pages : 164
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Book Description
Successful salespeople have a lot in common with great soldiers. They're courageous, they're full of initiative and self-belief, and they possess a refuse-to-lose attitude under intense pressure. While the people on your team don't need military experience to deliver stellar results, you can help them reach their highest potential by applying the principles of combat training to the sales environment. Combat Selling will teach you proven techniques such as: Offensive action. Continually create and build momentum to field opportunities, win new customers, and defeat your rivals. Concentrating resources. Position your teams among the most lucrative and qualified buyers. Competitive readiness. Give your teams the weapons they need to triumph in a tough marketplace. Unity of command. Make sure your command structure leaves no room for confusion, with individuals at all levels understanding who has authority over what. Economy of effort. Win battles intelligently by making the best use of the people you've got. Your leadership is critical to the success of your sales team. If you want to win more accounts and thrive in a global economy, Combat Selling will give you the tools you need for victory on the sales battlefield.
Author:
Publisher:
ISBN:
Category : Sales management
Languages : en
Pages : 1022
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Book Description
Author:
Publisher:
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Category :
Languages : en
Pages : 118
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Book Description
