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Author: Darius Lahoutifard
Publisher: 01consulting
ISBN: 0989295761
Category : Business & Economics
Languages : en
Pages : 144
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Book Description
In the past few years, companies large and small have called on me to get help with their non-performing sales team. The described symptoms are different from one company to another. Some need more revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. All these symptoms are related to the same illness: inability to qualify. Since most sales teams put in place organizations including SDR (Sales Development Representatives) or BDR (Business Development Representatives) who qualify leads for Account Managers, there is a wrong unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost. Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply throughout the sales process, from the first call to closing. This book covers both the Why and the How of sales qualification. I was an early sales leader at PTC where the MEDDIC methodology took shape. I am also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the M.E.D.D.I.C. and the MEDDPICC® sales methodology in depth. This is not a book of theories, research, or academic concepts but pure execution techniques with practical recipes. At a high level, MEDDIC is a checklist that helps sales professionals reveal the gaps in an opportunity and execute correctly to fill those gaps and close the deal or drop it early. This book is an excellent complement to the training and workshops we deliver online and in-person globally.
Author: Darius Lahoutifard
Publisher: 01consulting
ISBN: 0989295761
Category : Business & Economics
Languages : en
Pages : 144
Get Book Here
Book Description
In the past few years, companies large and small have called on me to get help with their non-performing sales team. The described symptoms are different from one company to another. Some need more revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. All these symptoms are related to the same illness: inability to qualify. Since most sales teams put in place organizations including SDR (Sales Development Representatives) or BDR (Business Development Representatives) who qualify leads for Account Managers, there is a wrong unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost. Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply throughout the sales process, from the first call to closing. This book covers both the Why and the How of sales qualification. I was an early sales leader at PTC where the MEDDIC methodology took shape. I am also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the M.E.D.D.I.C. and the MEDDPICC® sales methodology in depth. This is not a book of theories, research, or academic concepts but pure execution techniques with practical recipes. At a high level, MEDDIC is a checklist that helps sales professionals reveal the gaps in an opportunity and execute correctly to fill those gaps and close the deal or drop it early. This book is an excellent complement to the training and workshops we deliver online and in-person globally.
Author: Andy Whyte
Publisher: Meddicc Limited
ISBN: 9781838239701
Category : Business & Economics
Languages : en
Pages : 266
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Book Description
What do the world's most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient. MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales organizations. If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC: Your buyer doesn't see the value of your solution? (aka they think you are expensive) You are unable to find, articulate and quantify Pain You don't have a Champion or at the very least a Coach helping you navigate and sell You find yourself unable to gain access to people with power and influence You don't know how the customer makes decisions You don't know who is involved in the decision-making process You find yourself surprised by things that come up in the sales process The decision criteria seem to move throughout the process, and you're constantly playing catch up Your Competition is landing strikes against you that you neither see coming nor are able to defend You lose track of where you stand in your deals Whether you are an individual contributor or a sales leader embracing MEDDICC will help you to beat those symptoms and take back control of your deal. Historically, learning MEDDICC has relied upon hands-on training, but now you can learn MEDDICC from an expert who uses it every day. The Book deconstructs MEDDICC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights complemented by commentary on how MEDDICC can help sales organizations to revolutionize their sales execution and efficiency. In the words of the original creator of MEDDIC, Dick Dunkel: Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICCinto what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to yourprocess, and you'll begin to execute your customer interactions with more purpose and achieve better results.And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunitieswith clearer paths to success. - Dick Dunkel, MEDDIC Creator.
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: Jaime Schultz
Publisher: University of Illinois Press
ISBN: 0252095960
Category : Social Science
Languages : en
Pages : 305
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Book Description
This perceptive, lively study explores U.S. women's sport through historical "points of change": particular products or trends that dramatically influenced both women's participation in sport and cultural responses to women athletes. Beginning with the seemingly innocent ponytail, the subject of the Introduction, scholar Jaime Schultz challenges the reader to look at the historical and sociological significance of now-common items such as sports bras and tampons and ideas such as sex testing and competitive cheerleading. Tennis wear, tampons, and sports bras all facilitated women’s participation in physical culture, while physical educators, the aesthetic fitness movement, and Title IX encouraged women to challenge (or confront) policy, financial, and cultural obstacles. While some of these points of change increased women's physical freedom and sporting participation, they also posed challenges. Tampons encouraged menstrual shame, sex testing (a tool never used with male athletes) perpetuated narrowly-defined cultural norms of femininity, and the late-twentieth-century aesthetic fitness movement fed into an unrealistic beauty ideal. Ultimately, Schultz finds that U.S. women's sport has progressed significantly but ambivalently. Although participation in sports is no longer uncommon for girls and women, Schultz argues that these "points of change" have contributed to a complex matrix of gender differentiation that marks the female athletic body as different than--as less than--the male body, despite the advantages it may confer.
Author: Bryan Eisenberg
Publisher: John Wiley & Sons
ISBN: 0470612665
Category : Computers
Languages : en
Pages : 476
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Book Description
Stop guessing, start testing, and enjoy greater success with your website. If you’re looking for more leads, sales, and profit from your website, then look no further than this expert guide to Google’s free A/B and multivariate website testing tool, Google Website Optimizer. Recognized online marketing guru and New York Times bestselling author, Bryan Eisenberg, and his chief scientist, John Quarto-vonTivadar, show you how to test and tune your site to get more visitors to contact you, buy from you, subscribe to your services, or take profitable actions on your site. This practical and easy-to-follow reference will help you: Develop a testing framework to meet your goals and objectives Improve your website and move more of your customers to action Select and categorize your products and services with a customer-centric view Optimize your landing pages and create copy that sells Choose the best test for a given application Reap the fullest benefits from your testing experience Increase conversions with over 250 testing ideas Take the guesswork out of your online marketing efforts. Let Always Be Testing: The Complete Guide to Google Website Optimizer show you why you should test, how to test, and what to test on your site, and ultimately, help you discover what is best for your site and your bottom line.
Author: Donna W. Earnhardt
Publisher: Flashlight Press
ISBN: 1936261464
Category : Juvenile Fiction
Languages : en
Pages : 40
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Book Description
Frank follows the motto, "Honesty is the best policy." He tells the truth, the whole truth, and nothing but the truth. Frank never lies to his schoolmates, he always tells the truth to adults, and he's always honest with police officers. The balancing act of finding tact, that fine line between telling the truth and telling too much truth, is the main theme of this story, and it's very funny—although not necessarily to his friend Dotti whose freckles remind Frank of the Big Dipper, or to the teacher who hears that her breath smells like onions, or to the principal who is told that his toupee looks like a weasel. No one is quite as impressed with Frank's honesty as he thinks they should be. He is sweet and straightforward, and, well, very frank, but with everyone annoyed at him, Frank is now honestly unhappy. He decides to visit his confidante and pal, Grandpa Ernest, who has a history of frankness himself. With a few lessons from Grandpa, Frank begins to understand that the truth is important, but so is not being hurtful. With amusing characters and expressive artwork, this story tells the powerful message of finding the good in everything—a lesson that sends compassion and understanding to take the place of rudeness in the complex concept of truth.
Author: Gilda Radner
Publisher: Simon and Schuster
ISBN: 1439148864
Category : Biography & Autobiography
Languages : en
Pages : 305
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Book Description
Fresh from the Second City troupe in Toronto, Gilda Radner created such memorable characters as Emily Litella and Roseanne Roseannadanna as a member of the original cast of Saturday Night Live. The wife of Gene Wilder, Gilda was plagued by persistent health problems and two miscarriages, and was diagnosed with ovarian cancer in 1986. Brave, funny, and painfully honest, the twentieth-anniversary edition of It's Always Something is the story of Gilda's journey while living with cancer and her determination to continue laughing. "Cancer," she said, "is about the most unfunny thing in the world." But Gilda's gutsy and unique sense of humor never left her as she describes two years of cancer treatment -- surgery, chemotherapy, and radiation treatment, as well as the high and low points of her own career. Told as only Gilda could tell it, and newly revised to include a resource guide for those living with cancer, It's Always Something is the inspiring story of a courageous, funny woman determined to enjoy life no matter the circumstances.
Author: Scott Meyer
Publisher: Don't Eat Any Bugs
ISBN: 9780980231496
Category : Comic books, strips, etc
Languages : en
Pages : 0
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Book Description
Basic Instructions, the webcomic of sarcasm and schadenfreude is back and as consistently surprising as ever! Helpful advice includes "How to Gloat Over Your Captured Enemy", "How to Prepare for the Apocalypse" and much more! Basic Instructions are your 'all inclusive guide to a life well lived.' If you attempt to follow this advice, and your life goes hilariously askew, we apologize in advance, although not very sincerely.
Author: Mike Michalowicz
Publisher: Penguin
ISBN: 059308442X
Category : Business & Economics
Languages : en
Pages : 274
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Book Description
From Mike Michalowicz, the author of PROFIT FIRST, CLOCKWORK, and THE PUMPKIN PLAN, comes the ultimate diagnostic tool for every entrepreneur. The biggest problem entrepreneurs have is that they don't know what their biggest problem is. If you find yourself trapped between stagnating sales, staff turnover, and unhappy customers, what do you fix first? Every issue seems urgent -- but there's no way to address all of them at once. The result? A business that continues to go in endless circles putting out urgent fires and prioritizing the wrong things. Fortunately, Mike Michalowicz has a simple system to help you eradicate these frustrations and get your business moving forward, fast. Mike himself has lived through the struggles and countless distractions of entrepreneurship, and devoted years to finding a simple way to pinpoint exactly where to direct attention for rapid growth. He figured out that every business has a hierarchy of needs, and if you can understand where you are in that hierarchy, you can identify what needs immediate attention. Simply fix that one thing next, and your business will naturally and effortlessly level-up. Over the past decade, Mike has developed an ardent following for his funny, honest, and actionable insights told through the stories of real entrepreneurs. Now, Fix This Next offers a simple, unique, and wildly powerful business compass that has already helped hundreds of companies get to the next level, and will do the same for you. Immediately.
Author: Mahan Khalsa
Publisher: Penguin
ISBN: 144063291X
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds
