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Author: David Dulany
Publisher:
ISBN: 9781736768907
Category :
Languages : en
Pages :
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Book Description
Author: David Dulany
Publisher:
ISBN: 9781736768907
Category :
Languages : en
Pages :
Get Book Here
Book Description
Author: Trish Bertuzzi
Publisher:
ISBN: 9781519489081
Category : Sales management
Languages : en
Pages : 248
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Book Description
A book to help companies find customers and create repeatable sales by developing effective inside sales organizations and development strategies.
Author: Cory Bray
Publisher: Createspace Independent Publishing Platform
ISBN: 9781979107945
Category : Selling
Languages : en
Pages : 288
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Book Description
Sales development is one of the fastest growing careers in the United States. It is fast-paced, often on the leading edge of technology, and people in the role have the possibility of making a ton of money! Unlike accounting, medicine, or law, most salespeople do not study their profession in college. Instead, they are tossed into the fray without much training, context, or support, and are left to sink or swim. This method proves neither efficient nor effective for the individual or the company. Sales Development is written specifically for the job seeker or individual contributor who has aspirations of success in a sales development role, and beyond. This is your personal guidebook to the how, why, and what-to-do's of the sales development profession. Written practically and tactically, this book shows you how to get the job, how to perform, and how to position yourself for advancement. Based upon ten years of teaching sales development representatives in the fastest-growing companies in the United States, this book will launch you on your path to becoming a rock star.
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: Alea Homison
Publisher: Bookbaby
ISBN: 9781543994582
Category :
Languages : en
Pages : 192
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Book Description
Leading Sales Development provides a detailed framework for sales organizations seeking to build and scale high-performance sales development teams. In the book, you will learn the art and science of: - Hiring and developing top talent- Building motivational compensation plans- Crafting the multi-touch, multi-channel sales engagement cadences scientifically proven to drive replies- Defining, managing, and optimizing sales development performance metrics- Creating a sales development organizational structure that is right for your team
Author: Keith Rosen
Publisher: John Wiley & Sons
ISBN: 1119483255
Category : Business & Economics
Languages : en
Pages : 295
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Book Description
"Coaching is the universal language of learning, development, and change." Imagine a workplace without fear, stress, or worry. Instead, you're acknowledged as a valued, contributing team player who doesn't sacrifice priorities, values, happiness, or your life for your job. Sound ludicrous? Consider this is a reality in many thriving organizations. Most leadership books don't apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that's aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives. What if you can successfully coach anyone in 15, 5, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do others' work, create dependency, and nourish the seed of mediocrity. Great business leaders shift from doing people's jobs to developing them by learning the language of leadership coaching. In its powerful simplicity, Sales Leadership delivers a chronological path to develop a thriving coaching culture and coaching leaders who develop top performing teams and sales champions. Using Keith's intuitive LEADS Coaching Framework™, the coaching talk tracks for critical conversations, and his Enrollment strategy to create loyal, unified teams, you will inspire immediate change. Now, coaching is easily woven into your daily conversations and rhythm of business so that it becomes a natural, healthy habit. In his award-winning book, Coaching Salespeople Into Sales Champions, Keith was the first Master Certified Coach to share his personal coaching playbook that is now the standard for coaching excellence. Ten years later, and one million miles traveled, he reveals the evolution of sales leadership and coaching mastery through his experiences working with Fortune 5000 companies and small businesses worldwide. In the first book ever titled Sales Leadership, you'll master the ability to: Ask more questions, give less advice, and build trust and accountability to rely on people to do their job. Reduce your workload and save 20 hours a week on unproductive and wasteful activities. Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos. Achieve business objectives, boost sales faster, and retain more customers. Create buy-in around strategic change and improve daily performance metrics. Assess company readiness and ensure implementation of a successful and sustainable coaching initiative and create a healthy, happy workplace. "People create the mindset, mindset shapes behavior, behavior defines culture, and ultimately, culture determines success. That's why the primary business objective is: To Make Your People More Valuable."
Author: McKinsey & Company Inc.
Publisher: John Wiley & Sons
ISBN: 1119281091
Category : Business & Economics
Languages : en
Pages : 320
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Book Description
The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.
Author: Mike Kunkle
Publisher: Association for Talent Development
ISBN: 1952157633
Category : Business & Economics
Languages : en
Pages : 235
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Book Description
The Ultimate Sales Framework for Achieving Business Success Sales enablement is no longer the new kid on the block. Having grown rapidly in recent years, it’s now considered a best practice at many sales organizations. But there’s little alignment across the sales profession on what sales enablement is or how to achieve it, nor is there a formalized strategy on what a sales enablement practice is or requires. In his new book The Building Blocks of Sales Enablement, sales enablement expert Mike Kunkle addresses these issues and presents a proven approach that both supports sales talent and achieves true business results. Kunkle lays out an easy-to-follow structure through the concept of building blocks, interconnected by systems thinking and supported by a consistent cadence of training, coaching, and content. Comprehensive and versatile, this book is for senior sales leaders and sales enablement leaders who are starting or evolving a sales enablement function as well as for struggling sales practitioners to use as a diagnostic tool and road map. Chapters detail how to use each building block, with reflective questions and guidance for creating your own analysis and tools. The book also includes a chapter on sales onboarding, separate chapters on how to integrate communication and support services, and recommended resources. Impactful sales enablement projects are basically change management initiatives in disguise. Use the building blocks framework to navigate challenges, measure successes, and determine a path forward to improving business outcomes.
Author: Mohamed E. Fayad
Publisher:
ISBN:
Category : Computers
Languages : en
Pages : 694
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Book Description
Object Technology The first experience-based guide to building object-oriented frameworks Building Application Frameworks By providing reusable skeletons on which to build new applications, frameworks can save you countless hours and thousands (even millions) of dollars in development costs. Written and edited by some of the top names in the object-oriented programming world, this is the first complete study of building frameworks. Using examples drawn from successful implementations worldwide, it walks you through all the steps of a framework development project. Providing guidance on all key technical and business issues surrounding framework construction, it covers: * Techniques for developing, integrating, and adapting frameworks * Leveraging existing design and code * Selecting and utilizing frameworks * Tracking, controlling, and documenting framework development * Maintaining, measuring, and controlling framework quality * Training developers in the effective use of frameworks * Evaluating frameworks and framework investments
Author: Frank Voehl
Publisher: CRC Press
ISBN: 1351645285
Category : Business & Economics
Languages : en
Pages : 497
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Book Description
The innovation infrastructure and master plan described in this book offers a detailed and comprehensive approach to one of the most difficult and challenging problems facing entrepreneurs involved in innovation at any scale enterprise: the problem of how to govern your organization’s innovation initiatives in the middle of turbulent change. Progress in any field requires the development of a framework, a structure that organizes the accumulating knowledge, enables people to master it, and unifies the key discoveries into a set of principles that makes them understandable and actionable. For starters, successful innovation requires an integrated design process, beginning with integration in the design of the enterprise, the design of the product, along with the design and implementation of new technologies. Such an integrated design effort requires good collaboration and management of the design framework, and should be supported by efficient knowledge management techniques and tools; If innovation is to help a business grow and improve its competitiveness, it is also important to plan the innovation carefully. This book provides a holistic, multidisciplinary framework that will enable your organization and its leaders to take a strategic approach to innovation. The framework combines non-traditional, creative approaches to business innovation with conventional strategy development models. The framework model brings together perspectives from many complementary disciplines: the non-traditional approaches to innovation found in the business creativity movement; multiple-source strategy consulting; the new product development perspective of many leading industrial design firms; qualitative consumer/customer research; future-based research found in think tanks and traditional scenario planning; and organizational development (OD) practices that examine the effectiveness of an organization’s culture, processes, and structure. Though some ideas may just "fall from the sky" or "come out of the blue", an organization should also have a strategic vision of how the business and the enterprise will successfully develop. It should not just wait for the innovation to arrive arbitrarily, but rather proactively plan for innovation incorporating market trends, the competitive landscape, new technology availability, and changes in customer preferences and trends in order to create a flexible in-house innovation process. Such an enterprise will also pro-actively manage the knowledge supply chain that supports innovation, as outlined in this book #7 of Management Handbook for Results series. The framework outlined in this handbook consists of a well-integrated cohesive set of practices that inspires imaginative innovation teams to look beyond the obvious and explore a broad range of possibilities to identify significant opportunities and make informed decisions about the most promising paths to pursue. The goal is to create a shared vision for growth, along with defining pragmatic action plans that bridge from the future back to the present, while attempting to align the organization around the requirements for success.
