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Author: Robert E. Smith
Publisher: Xlibris Corporation
ISBN: 198453372X
Category : Business & Economics
Languages : en
Pages : 142
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Book Description
A global auto manufacturer rapidly flattens its leadership team to achieve unprecedented success. A retailer on the ropes financially manages to turn a profit in less than a year. A fast, casual restaurant has multiple cross-country cases of sick patrons, but sales bounce back a year later. How did they do it? By effectively selling the need for change to the people and teams in their organizations. As an agile change leader, you will own multiple disruptive, strategic, and operational challenges on your watch. Will you be able to sell your team on the need for change? Will you be able to generate the levels of buy-in and commitment required to transform your organization across multiple often misaligned stakeholder groups? In Selling Change, change leader and former management consultant Robert E. Smith, PhD, provides a practical and sustainable playbook to tackle one of the most difficult challenges facing leaders today: generating commitment and buy-in to organizational change. Selling Change shows how leaders can prepare for and transition through operational shifts by generating highly engaged commitment to change. The principles of effective commitment and buy-in are distilled into the 2IsC model (impact, influence, and consistency) that lays out a practical and road-tested process for crafting commitment-focused change communications. Smith outlines approaches leaders must embrace to overcome emotional, behavioral, and mental resistance to change by addressing the following questions: Why change? Why now? Why you? Why your change? Without clear answers to these questions, organizational transformation efforts flounder. Effective change leaders have transformed organizations in a variety of sectors including health care, manufacturing, retail, and technology, redistributing billions of dollars of value. Building on leading research, lessons learned, and proven frameworks, this book gives change leaders everything they need to lead their teams through the journey of creating the next version of their organizations, allowing them to create the future rather than being disrupted by change resistance.
Author: Robert E. Smith
Publisher: Xlibris Corporation
ISBN: 198453372X
Category : Business & Economics
Languages : en
Pages : 142
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Book Description
A global auto manufacturer rapidly flattens its leadership team to achieve unprecedented success. A retailer on the ropes financially manages to turn a profit in less than a year. A fast, casual restaurant has multiple cross-country cases of sick patrons, but sales bounce back a year later. How did they do it? By effectively selling the need for change to the people and teams in their organizations. As an agile change leader, you will own multiple disruptive, strategic, and operational challenges on your watch. Will you be able to sell your team on the need for change? Will you be able to generate the levels of buy-in and commitment required to transform your organization across multiple often misaligned stakeholder groups? In Selling Change, change leader and former management consultant Robert E. Smith, PhD, provides a practical and sustainable playbook to tackle one of the most difficult challenges facing leaders today: generating commitment and buy-in to organizational change. Selling Change shows how leaders can prepare for and transition through operational shifts by generating highly engaged commitment to change. The principles of effective commitment and buy-in are distilled into the 2IsC model (impact, influence, and consistency) that lays out a practical and road-tested process for crafting commitment-focused change communications. Smith outlines approaches leaders must embrace to overcome emotional, behavioral, and mental resistance to change by addressing the following questions: Why change? Why now? Why you? Why your change? Without clear answers to these questions, organizational transformation efforts flounder. Effective change leaders have transformed organizations in a variety of sectors including health care, manufacturing, retail, and technology, redistributing billions of dollars of value. Building on leading research, lessons learned, and proven frameworks, this book gives change leaders everything they need to lead their teams through the journey of creating the next version of their organizations, allowing them to create the future rather than being disrupted by change resistance.
Author: Brett Clay
Publisher: Greenleaf Book Group
ISBN: 0982295243
Category : Business & Economics
Languages : en
Pages : 294
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Book Description
In an era of globalization and Internet commoditization, salespeople are in danger of becoming irrelevant.In this Darwinian environment, the traditional approach of selling solutions to problems no longer creates profitable differentiation. To survive, salespeople must become agents of change and help customers achieve their goals rather than simply solve their problems. This new, change-centric approach is the next evolution in selling, enabling companies to develop deeper, more profitable customer relationships and to be more agile and adaptive to changing conditions.With twenty years of experience, most recently with Microsoft, Brett Clay has developed a complete toolset for change-centric salespeople, including 101 secrets for growing sales and delivering high value to customers. Readers will understand the five disciplines of change leadership and the secrets of change psychology that will turn them into vital assets for their customers and help them achieve explosive sales growth.
Author: Lou Schachter
Publisher: McGraw-Hill Education
ISBN: 9781259642173
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
A groundbreaking approach to selling in a world demanding change Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling, and they need a roadmap to help them embrace the challenges they face at such a critical juncture. Selling Vision is a step-by-step guide to creating and selling change. By implementing new change management strategies into their unique X→XY→Y selling methodology, the authors: · Propose a new logic for thinking about and executing major sales transformations · Examine these transformations from the customer’s perspective and how their changing buying patterns suggest a particular way of focusing selling activities · Consider the perspective of salespeople and what they can do to sell change to their customers · Look at how sales leaders and managers can change the way their organizations sell products or services · Highlight the pivotal moments that determine the success of major change initiatives Based on their unique X→XY→Y selling methodology, Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, Selling Vision provides a faster path to driving change. This book provides immediate actions you can take and experiments you can conduct to find the right direction for future sales efforts at any level of an organization. How you respond to changing sales dynamics will determine your company’s success, that of your customers, and, to a great extent, your own personal career goals and future.
Author: Brian Signorelli
Publisher: John Wiley & Sons
ISBN: 1119473276
Category : Business & Economics
Languages : en
Pages : 288
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Book Description
Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question. With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the inside—his unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn: How inbound sales grew out of inbound marketing concepts and practices A step-by-step approach for sales professionals to become inbound sellers What it really means to be a frontline sales manager who leads a team of inbound sellers The role executive leadership plays in affecting an inbound sales transformation For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.
Author: Steve Lishansky
Publisher: Advantage Media Group
ISBN: 1599325519
Category : Business & Economics
Languages : en
Pages : 192
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Book Description
ACHIEVE the HIGHEST LEVEL of PROFESSIONAL RELATIONSHIP - BECOMING an INDISPENSABLE PARTNER in YOUR CLIENT'S SUCCESS Are you looking for the keys to far more successful sales relationships, and client conversations that don't require manipulation, probing, and closing - yet which produce profoundly more powerful impact and results? The Ultimate Sales Revolution clarifies how to reach the highest level of professional relationship - being an Indispensable Partner in your client's success. You attain this exalted level of trust, respect, and differentiation from your competition by ensuring that every client request and activity delivers meaningful results, builds the strongest and most sustainable client relationship, avoids the 3 Sources of Miscommunication, and delivers massive value and impact. Each of the principles in this book transforms your ability to win business, get paid for your value (not your time, effort, or activity), and earn the access, recognition, respect, and rewards reserved for the most successful sales people and privileged professional services providers. Inside are the keys that promise to significantly advance your professional enjoyment, impact, and most importantly... your results.
Author: Rob Schorman
Publisher: University of Pennsylvania Press
ISBN: 9780812237283
Category : Business & Economics
Languages : en
Pages : 228
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Book Description
"Schorman demonstrates in this readable study of 1890s U.S. society how fashion—which he defines as clothing everyone wears and the symbolic system connected to its choice—reflects the cultural dynamics caused by rapid social change and remnants of past attitudes."—Choice
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: Barbara A. Trautlein
Publisher: Greenleaf Book Group
ISBN: 1608324427
Category : Business & Economics
Languages : en
Pages : 273
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Book Description
In the world of business, the ability to handle constant change makes the difference between success and failure. Today, executives, supervisors, and project managers have plenty of methodologies for managing change, yet the failure rate of major organizational change is still an abysmal 70 percent. In this innovative guide, Barbara Trautlein argues that this is because our current approaches are inadequate when not used in tandem with a deep understanding of change intelligence, or CQ the skill set required to lead a team or company through vital transformations. Inside, she gives readers access to a proprietary, interactive CQ assessment that s based on substantial research and experience in working with hundreds of top organizations. And after readers learn their own change leader style, they go on to discover practical strategies for leveraging their strengths and shoring up their weak spots. Trautlein, a leading authority on change leadership, keeps the theory light and delves into insightful case studies drawn from her decades of experience. Her example-based approach allows readers to plainly see how they can start driving real transformation not by adopting yet another new tool but by bolstering their own capacity for change leadership. "
Author: Marc Miller
Publisher: John Wiley & Sons
ISBN: 1118429273
Category : Business & Economics
Languages : en
Pages : 215
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Book Description
A manifesto for reinventing the sales function Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.
Author:
Publisher: The ASG Group
ISBN:
Category :
Languages : en
Pages : 280
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Book Description
