Author: Roland Kümin
Publisher: tredition
ISBN: 3384023730
Category : Business & Economics
Languages : en
Pages : 236

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Book Description
Dive into the exciting and often surprising world of B2B sales with «Navigating B2B Sales: The Digital Age Unpacked». This guidebook, curated from the best articles on B2BModernSelling.com, is more than a reference - it's an engaging narrative that is both informative and entertaining. Through sixteen distinct chapters, this book from Roland Kümin peels back the curtain on the current state of B2B sales, serving as an indispensable roadmap for entrepreneurs, accomplished sales and revenue individuals, and anyone keen to gain the upper hand in the digitally-driven marketplace of today. From the art of building an elite sales team to the intriguing rise of AI and MACH technology, we traverse a myriad of topics that sit at the heart of modern B2B sales. We'll delve into the significance of data, the simplification of the purchase process, the redefinition of customer value, and the fresh mindset required of today's B2B marketers. We discuss the role of authentic events, the importance of active listening, the innovative approaches to customer targeting, and the growing impact of video email communication. We conclude with a comprehensive overview of future B2B sales trends and a handy guide to the latest sales technologies. «Navigating B2B Sales: The Digital Age Unpacked» is your go-to resource for mastering the waves of the B2B sales ocean, making it a fun, insightful, and ultimately rewarding journey. Hop on board, and let's conquer the digital age of sales together!

Author: Steve Ferreira
Publisher: Leaders Press
ISBN: 9781637350416
Category : Business & Economics
Languages : en
Pages : 180

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Book Description
Navigate! From Taiwanese gangsters and high-rise hotels to the bitterly cold winters of Prague, Steve Ferreira’s journey has always been an international one. What he’s learned along the way, however, is guaranteed to help you exploit every last ounce of your creative, entrepreneurial energy. THE MOST UNDERUTILIZED ASSET IN YOUR PROFESSIONAL ARSENAL IS NOT YOUR NETWORK – ITS YOUR CREATIVITY! The entrepreneurial path is simple, if not easy – you’re either leading the charge, or you’re not leading at all. But how do you navigate the myriad obstacles? How do you master B2B relationships? And in a market saturated with capable professionals, what can YOU DO to stand out? In his latest work, Navigating B2B, solopreneur Steve Ferreira – a USA Today best-selling author – weaves a tapestry of hilarious, powerful and profound stories of some his most impactful, albeit unorthodox, business lessons learned from a life played for keeps. Keep reading to: Understand how elements of theatricality are an asset in professional relationships Bypass the naysayers and get your message to the right set of decision makers Circumvent the pesky “no’s” by proving your inherent value upfront Leverage the power of pro-bono work as a pre-closing mechanism in sales Improve your interpersonal communication through targeted, repetitious practice Learn how to formulate, execute and implement your business plan within the framework of an existing system first, before striking out on your own Develop the mental fortitude to accept rejection without internalizing the result as a measurement of your entrepreneurial worth To reach the highest levels of professional success, there’s no getting around it – you’re going to have to embrace the unconventional! Master your creativity, charisma and communication by transforming the way you approach your relationships! Get your copy of Navigating B2B today!

Author: Roland Kümin
Publisher:
ISBN: 9783347974210
Category :
Languages : en
Pages : 0

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Book Description

Author: Kipp Bodnar
Publisher: John Wiley & Sons
ISBN: 1118214307
Category : Business & Economics
Languages : en
Pages : 216

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Book Description
Advance your B2B marketing plans with proven social media strategies Learn social media's specific application to B2B companies and how it can be leveraged to drive leads and revenue. B2B marketers are undervalued and under appreciated in many companies. Social media and online marketing provide the right mix of rich data and reduction in marketing expenses to help transform a marketer into a superstar. The B2B Social Media Book provides B2B marketers with actionable advice on leveraging blogging, LinkedIn, Twitter, Facebook and more, combined with key strategic imperatives that serve as the backbone of effective B2B social media strategies. This book serves as the definitive reference for B2B marketers looking to master social media and take their career to the next level. Describes a methodology for generating leads using social media Details how to create content offers that increase conversion rates and drive leads from social media Offers practical advice for incorporating mobile strategies into the marketing mix Provides a step-by-step process for measuring the return on investment of B2B social media strategies The B2B Social Media Book will help readers establish a strong social media marketing strategy to generate more leads, become a marketing superstar in the eye of company leaders, and most importantly, contribute to business growth.

Author: John Coe
Publisher: McGraw Hill Professional
ISBN: 0071408797
Category : Business & Economics
Languages : en
Pages : 259

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Book Description
Publisher Description

Author: Chandan Kumar Mishra
Publisher: Chandan Kumar Mishra
ISBN:
Category : Antiques & Collectibles
Languages : en
Pages : 50

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Book Description
B2B buying is evolving, increasingly seeking the experience of B2C shopping, thanks to millennials. This demographic, which now makes up nearly 50% the Decision makers, is driving a significant shift towards personalized and instant purchasing experiences. With 21% of millennials in VP- or C-level positions and over 60% influencing buying decisions, these buyers are reshaping expectations. Embark on this enlightening journey, uncover the layers of modern B2B marketing with B2B Marketing e Book. The book delves into essential aspects of B2B marketing, beginning with an introduction to the concept, the buying process, and its evolution. It addresses the creation of buyer personas and strategies for engaging with Millennials. Additionally, it highlights crucial strategies in content marketing and SEO, alongside innovative marketing and sales tactics, culminating with several forward-looking predictions. · The fundamentals of B2B marketing · How the B2B buyer's journey has changed in the digital age · The different stages of the B2B buying process · How to create buyer personas · The importance of influencer marketing · How to develop a content strategy that attracts and engages B2B buyers · How to use SEO to reach your target audience · Marketing hacks that will help you get ahead of the competition · Sales hooks that will close more deals · Predictions for the future of B2B marketing

Author: Mahan Khalsa
Publisher: Penguin
ISBN: 9781591842262
Category : Business & Economics
Languages : en
Pages : 296

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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

Author: Alan Zimmerman
Publisher: Routledge
ISBN: 1317190076
Category : Business & Economics
Languages : en
Pages : 697

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Book Description
Business to business markets are considerably more challenging than consumer markets and as such demand a more specific skillset from marketers. Buyers, with a responsibility to their company and specialist product knowledge, are more demanding than the average consumer. Given that the products themselves may be highly complex, this often requires a sophisticated buyer to understand them. Increasingly, B2B relationships are conducted within a global context. However all textbooks are region-specific despite this growing move towards global business relationships – except this one. This textbook takes a global viewpoint, with the help of an international author team and cases from across the globe. Other unique features of this insightful study include: placement of B2B in a strategic marketing setting; full discussion of strategy in a global setting including hypercompetition; full chapter on ethics and CSR early in the text; and detailed review of global B2B services marketing, trade shows, and market research. This new edition has been fully revised and updated with a full set of brand new case studies and features expanded sections on digital issues, CRM, and social media as well as personal selling. More selective, shorter, and easier to read than other B2B textbooks, this is ideal for introduction to B2B and shorter courses. Yet, it is comprehensive enough to cover all the aspects of B2B marketing any marketer needs, be they students or practitioners looking to improve their knowledge.

Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 111989929X
Category : Business & Economics
Languages : en
Pages : 359

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Book Description
A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives—whether broad-based or targeted to specific accounts—strike fear and anxiety into the hearts of sales professionals and account managers who are tasked with selling them to their customers. Approaching customers with price increases sits at the tip top of the pantheon of things salespeople hate to do because they fear that raising prices will reduce sales volume or open the door to competitors. Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more. In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process. In each chapter, you’ll find practical exercises designed to help you master the Selling the Price Increase system. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to successfully engage customers in price increase conversations. You’ll learn: How to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting, and asking The eight price increase narratives and three drivers of customer price increase acceptance How to neutralize and get past the five big price increase fears and anxieties How to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors The 9-Box Risk-Profile Framework for targeting accounts for price increases A repeatable process for confidently approaching price increase conversations The Five-Step Price Increase Messaging Framework Proven frameworks for reducing resistance and handling price increase objections How to negotiate profitable outcomes with high-risk profile accounts Winning strategies for coaching and leading successful price increase initiatives Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, Jeb Blount's Selling the Price Increase puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands. Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases.

Author: Geoffrey James
Publisher: Penguin
ISBN: 1101559039
Category : Business & Economics
Languages : en
Pages : 173

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Book Description
There are approximately 35 million business to business sales reps in the country selling everything from books and computers to furniture and flooring. They know as well as anyone that selling to other businesses is not the same as selling to consumers. Businesses have different budgets, needs, demands, and expectations from those of general consumers. That means an entirely different skill set is required of business to business sales reps. How to Say It: Business to Business Selling is the only book of its kind that caters exclusively to business to business sales professionals. Its short chapters provide tips and strategies tailored especially for the unique business to business selling process. You'll learn how to: Motivate Yourself to Sell Craft an Elevator Pitch Find Hot Sales Leads Make a Cold Call Use Voicemail to Sell Give a Sales Presentation Write a Sales Proposal Give a Product Demo Negotiate the Best Deal Close a Sale Create a Powerful Sales Process Sell to Top Executives Build Sales Partnerships Get a Customer Referral Accelerate Your Sales Cycle With How to Say It: Business to Business Selling you can sell business to business like a seasoned pro.