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Author: Gerard Assey
Publisher: Gerard Assey
ISBN:
Category : Business & Economics
Languages : en
Pages : 189
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Book Description
The Target Account Sales Workbook: The Complete Toolkit for Sales Success (Tools, Techniques & Templates) is your comprehensive guide to mastering the art of Target Account Selling (TAS). This book provides a step-by-step approach to identify, prioritize, engage, and close deals with high-value accounts. Inside, you’ll find a wealth of practical exercises, templates, and real-world examples designed to enhance your sales strategies, from account research to relationship building, and from objection handling to successful negotiations. Whether you're an experienced sales professional or new to TAS, this workbook equips you with the tools to create tailored messaging, develop compelling value propositions, and retain customers for life. Transform your sales approach, close more deals, and build lasting relationships with this indispensable toolkit that promises to elevate your sales game to the next level. If you're serious about systematic account selling, this is the resource you’ve been waiting for.
Author: Gerard Assey
Publisher: Gerard Assey
ISBN:
Category : Business & Economics
Languages : en
Pages : 189
Get Book Here
Book Description
The Target Account Sales Workbook: The Complete Toolkit for Sales Success (Tools, Techniques & Templates) is your comprehensive guide to mastering the art of Target Account Selling (TAS). This book provides a step-by-step approach to identify, prioritize, engage, and close deals with high-value accounts. Inside, you’ll find a wealth of practical exercises, templates, and real-world examples designed to enhance your sales strategies, from account research to relationship building, and from objection handling to successful negotiations. Whether you're an experienced sales professional or new to TAS, this workbook equips you with the tools to create tailored messaging, develop compelling value propositions, and retain customers for life. Transform your sales approach, close more deals, and build lasting relationships with this indispensable toolkit that promises to elevate your sales game to the next level. If you're serious about systematic account selling, this is the resource you’ve been waiting for.
Author: Gerard Assey
Publisher: Gerard Assey
ISBN:
Category : Business & Economics
Languages : en
Pages : 0
Get Book Here
Book Description
The Target Account Sales Workbook: The Complete Toolkit for Sales Success (Tools, Techniques & Templates) is your comprehensive guide to mastering the art of Target Account Selling (TAS). This book provides a step-by-step approach to identify, prioritize, engage, and close deals with high-value accounts. Inside, you'll find a wealth of practical exercises, templates, and real-world examples designed to enhance your sales strategies, from account research to relationship building, and from objection handling to successful negotiations. Whether you're an experienced sales professional or new to TAS, this workbook equips you with the tools to create tailored messaging, develop compelling value propositions, and retain customers for life. Transform your sales approach, close more deals, and build lasting relationships with this indispensable toolkit that promises to elevate your sales game to the next level. If you're serious about systematic account selling, this is the resource you've been waiting for.
Author: Mike Weinberg
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814431771
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.
Author: Simon Sinek
Publisher: Penguin
ISBN: 1591846447
Category : Business & Economics
Languages : en
Pages : 257
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Book Description
The inspirational bestseller that ignited a movement and asked us to find our WHY Discover the book that is captivating millions on TikTok and that served as the basis for one of the most popular TED Talks of all time—with more than 56 million views and counting. Over a decade ago, Simon Sinek started a movement that inspired millions to demand purpose at work, to ask what was the WHY of their organization. Since then, millions have been touched by the power of his ideas, and these ideas remain as relevant and timely as ever. START WITH WHY asks (and answers) the questions: why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over? People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won't truly buy into a product, service, movement, or idea until they understand the WHY behind it. START WITH WHY shows that the leaders who have had the greatest influence in the world all think, act and communicate the same way—and it's the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: Joy Mundy
Publisher: John Wiley & Sons
ISBN: 0470007362
Category : Computers
Languages : en
Pages : 795
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Book Description
This groundbreaking book is the first in the Kimball Toolkit series to be product-specific. Microsoft’s BI toolset has undergone significant changes in the SQL Server 2005 development cycle. SQL Server 2005 is the first viable, full-functioned data warehouse and business intelligence platform to be offered at a price that will make data warehousing and business intelligence available to a broad set of organizations. This book is meant to offer practical techniques to guide those organizations through the myriad of challenges to true success as measured by contribution to business value. Building a data warehousing and business intelligence system is a complex business and engineering effort. While there are significant technical challenges to overcome in successfully deploying a data warehouse, the authors find that the most common reason for data warehouse project failure is insufficient focus on the business users and business problems. In an effort to help people gain success, this book takes the proven Business Dimensional Lifecycle approach first described in best selling The Data Warehouse Lifecycle Toolkit and applies it to the Microsoft SQL Server 2005 tool set. Beginning with a thorough description of how to gather business requirements, the book then works through the details of creating the target dimensional model, setting up the data warehouse infrastructure, creating the relational atomic database, creating the analysis services databases, designing and building the standard report set, implementing security, dealing with metadata, managing ongoing maintenance and growing the DW/BI system. All of these steps tie back to the business requirements. Each chapter describes the practical steps in the context of the SQL Server 2005 platform. Intended Audience The target audience for this book is the IT department or service provider (consultant) who is: Planning a small to mid-range data warehouse project; Evaluating or planning to use Microsoft technologies as the primary or exclusive data warehouse server technology; Familiar with the general concepts of data warehousing and business intelligence. The book will be directed primarily at the project leader and the warehouse developers, although everyone involved with a data warehouse project will find the book useful. Some of the book’s content will be more technical than the typical project leader will need; other chapters and sections will focus on business issues that are interesting to a database administrator or programmer as guiding information. The book is focused on the mass market, where the volume of data in a single application or data mart is less than 500 GB of raw data. While the book does discuss issues around handling larger warehouses in the Microsoft environment, it is not exclusively, or even primarily, concerned with the unusual challenges of extremely large datasets. About the Authors JOY MUNDY has focused on data warehousing and business intelligence since the early 1990s, specializing in business requirements analysis, dimensional modeling, and business intelligence systems architecture. Joy co-founded InfoDynamics LLC, a data warehouse consulting firm, then joined Microsoft WebTV to develop closed-loop analytic applications and a packaged data warehouse. Before returning to consulting with the Kimball Group in 2004, Joy worked in Microsoft SQL Server product development, managing a team that developed the best practices for building business intelligence systems on the Microsoft platform. Joy began her career as a business analyst in banking and finance. She graduated from Tufts University with a BA in Economics, and from Stanford with an MS in Engineering Economic Systems. WARREN THORNTHWAITE has been building data warehousing and business intelligence systems since 1980. Warren worked at Metaphor for eight years, where he managed the consulting organization and implemented many major data warehouse systems. After Metaphor, Warren managed the enterprise-wide data warehouse development at Stanford University. He then co-founded InfoDynamics LLC, a data warehouse consulting firm, with his co-author, Joy Mundy. Warren joined up with WebTV to help build a world class, multi-terabyte customer focused data warehouse before returning to consulting with the Kimball Group. In addition to designing data warehouses for a range of industries, Warren speaks at major industry conferences and for leading vendors, and is a long-time instructor for Kimball University. Warren holds an MBA in Decision Sciences from the University of Pennsylvania's Wharton School, and a BA in Communications Studies from the University of Michigan. RALPH KIMBALL, PH.D., has been a leading visionary in the data warehouse industry since 1982 and is one of today's most internationally well-known authors, speakers, consultants, and teachers on data warehousing. He writes the "Data Warehouse Architect" column for Intelligent Enterprise (formerly DBMS) magazine.
Author: Meghan Casey
Publisher: New Riders
ISBN: 0138059349
Category : Computers
Languages : en
Pages : 432
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Book Description
In this essential guide, Meghan Casey outlines a step-by-step approach for successful content strategy, from planning and creating your content to delivering and managing it. Armed with this book, you can confidently tackle difficult activities like explaining clearly to your boss or client what's wrong with their content, getting the budget to do content work, and aligning stakeholders on a common vision. Having The Content Strategy Toolkit at your side is like hiring your own personal consulting firm. You get a complete array of instructions, tools, and templates for most challenges you'll face. In this practical and relevant guide, you'll learn how to: Identify problems with your content and persuade your bosses it's worth the time and resources to do it right Assemble a stellar team for your content project Prepare your organization for content transformation Make sense of your business environment and understand your audience Align stakeholders on business goals and user needs Set a compass for your content and decide how to measure success Create, maintain, and govern on-strategy content You'll learn how to treat content like the strategic asset that it is. "Quality content increases value. Poor-quality content destroys value. It's as simple as that. Meghan's book has specific, practical, and immediately actionable ideas that will help you increase the quality of your content."—Gerry McGovern, CEO, Customer Carewords "This second edition goes deep into three integral topics for content leaders—assembling cross-disciplinary teams, evaluating processes, and building a content playbook. If you're looking to build a new practice or retool an existing one, this book will help you succeed.—Natalie Marie Dunbar, Author, From Solo to Scaled: Building a Sustainable Content Strategy Practice
Author: Lee B. Salz
Publisher: HarperChristian + ORM
ISBN: 0814439918
Category : Business & Economics
Languages : en
Pages : 209
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Book Description
"If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." Create strategies to position differentiators so buyers see value in them. The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.
Author: Alberto Ferrari
Publisher: Microsoft Press
ISBN: 1509302751
Category : Computers
Languages : en
Pages : 453
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Book Description
This is the eBook of the printed book and may not include any media, website access codes, or print supplements that may come packaged with the bound book. Introducing Microsoft Power BI enables you to evaluate when and how to use Power BI. Get inspired to improve business processes in your company by leveraging the available analytical and collaborative features of this environment. Be sure to watch for the publication of Alberto Ferrari and Marco Russo's upcoming retail book, Analyzing Data with Power BI and Power Pivot for Excel (ISBN 9781509302765). Go to the book's page at the Microsoft Press Store here for more details:http://aka.ms/analyzingdata/details. Learn more about Power BI at https://powerbi.microsoft.com/.
Author: Harvard Business Review
Publisher: Harvard Business Press
ISBN: 163369819X
Category : Business & Economics
Languages : en
Pages : 166
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Book Description
This big initiative could make or break this fiscal year--or your career. Managing a successful strategic initiative may be the key to transforming your company--and propelling your career forward. Yet running a cross-functional team on a high-profile project can present a multitude of challenges and risks, causing even the most experienced manager to struggle. The HBR Guide to Managing Strategic Initiatives provides practical tips and advice to help you manage all the stages of an initiative's life cycle, from buy-in to launch to scaling up. You'll learn how to: Win--and keep--support for your new initiative Move rapidly from approval to implementation Assemble transformative, high-performing initiative teams Maintain the confidence of sponsors and stakeholders Stay on schedule and within budget Avoid initiative overload by killing projects that aren't meeting business needs Keep multiple initiatives in strategic alignment Arm yourself with the advice you need to succeed on the job, from a source you trust. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.
