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Author: Rick Marcet
Publisher: John Wiley & Sons
ISBN: 1118007417
Category : Business & Economics
Languages : en
Pages : 224
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Book Description
An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them. Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed and made available for all to use, the organization’s competitive position is greatly enhanced. Reveals how to turn field sales teams, a mostly underutilized resource, into net producers of competitive intelligence Exposes new and unconventional approaches for gathering and democratizing sales insights for a broad stakeholder audience Presents a proven knowledge sharing model that is being adopted by major companies worldwide Win/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed. While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and line-of-site to the dynamics affecting business performance.
Author: Rick Marcet
Publisher: John Wiley & Sons
ISBN: 1118007417
Category : Business & Economics
Languages : en
Pages : 224
Get Book Here
Book Description
An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them. Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed and made available for all to use, the organization’s competitive position is greatly enhanced. Reveals how to turn field sales teams, a mostly underutilized resource, into net producers of competitive intelligence Exposes new and unconventional approaches for gathering and democratizing sales insights for a broad stakeholder audience Presents a proven knowledge sharing model that is being adopted by major companies worldwide Win/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed. While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and line-of-site to the dynamics affecting business performance.
Author: Catherine Lievens
Publisher: eXtasy Books
ISBN: 1487424175
Category : Fiction
Languages : en
Pages : 135
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Book Description
Win is the council assassins’ handler, and that means he has to keep them safe. That’s not an easy thing to do when there’s a group of people trying to kill them, but Win has done his best, and now they’re down to only six people to eliminate before he can take care of his family. But his obsession with their safety means he doesn’t have time for anything else, and that includes Graham, the assassins’ cook—and his mate. Graham has suspected there was a bond between him and Win ever since he arrived at the warehouse, but since he’s human, he can’t be sure. He won’t get any answers from Win, who spends more time in his office working than he should. If Graham wasn’t there to make sure he ate and slept, he probably would have collapsed, and that’s the last thing Graham wants. Graham’s opportunity to find out if that bond is really present comes when the council puts Win on a forced vacation. It so happens that Graham is headed home to his parents for two weeks, and somehow, Win ends up going with him. Will that interlude be enough for Graham to get through to Win? Or will Win be unable to forget about the work waiting for him back home and ignore Graham? Will the assassins finally find out what’s really happening with the people trying to kill them?
Author: Richard M. Schroder
Publisher: McGraw Hill Professional
ISBN: 0071742816
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
Create a Tailor-Made Sales Strategy Using Lessons from the Field! When things don’t go well on a sales call, you probably ask yourself, “Why did I lose that sale?” . . . and then move on. But the question remains: Why did you lose that sale? Learning the answer can mean the difference between landing and losing the next sale. From a Good Sales Call to a Great Sales Call teaches you how to assess your strengths and weaknesses based on information you can get from the most qualified source available—the buyer. You’ll learn how to: Approach postdecision prospects using best practices and proper etiquette Design a comprehensive “debrief” questionnaire Obtain more candid and accurate feedback from prospects Identify important patterns in your techniques Use what works and improve what doesn’t to close more sales than ever Filled with sample dialogs you can use with prospects, From a Good Sales Call to a Great Sales Call is neatly organized into eight easy-to-follow steps that take you through the whole process: Step 1. Discover the Benefits of Successfully Debriefing with Prospects Step 2. Understand the Postdecision Mind-Set of the Prospect Step 3. Recognize How Salespeople Can Inhibit the Feedback Process Step 4. Design a Prospect Debrief Questionnaire Step 5. Utilize Proven Interviewing Techniques for Conducting Debrief Calls Step 6. Identify and Analyze Your Win/Loss Trends Step 7. Benchmark Your Feedback Step 8. Implement the Right Techniques to Increase Your Close Rate Refreshingly direct and right to the point, this system is based on 12 years of research and thousands of sales prospect interviews. This comprehensive, powerful program leads to better sales techniques and increased close rates. In short, it works.
Author: Ellen Naylor
Publisher:
ISBN: 9780997272215
Category : Business intelligence
Languages : en
Pages : 218
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Book Description
If your company is struggling, losing its visibility or failing in growth projections, you need Win/Loss Analysis. Woven throughout are steps to gather competitive intelligence and customer insight. With the guidance of this book, you will remove the guesswork and gain more business through Win/Loss Analysis.
Author: David Kirchhoff
Publisher: Rodale Books
ISBN: 1609619021
Category : Health & Fitness
Languages : en
Pages : 290
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Book Description
Weight Loss Boss is a frank, funny, and groundbreaking guide to surviving and thriving in an obesogenic world, from the CEO of Weight Watchers International. We live in a dangerous food world, full of temptation and instant gratification. No wonder obesity among Americans has tripled since the 1960s—and that those prone to weight gain fail over and over to maintain their hard-won goals. Simply put, our brains and environments are stacked against us. Simplistic willpower-based and food-focused diets will never bring lasting change. But a solution is within reach—one that will help readers live better, longer, and more happily. In fact, David Kirchhoff isn't just the President and CEO of Weight Watchers—he's also one of its biggest success stories. In his pursuit of a trim physique, Kirchhoff divulges his slide into full-fledged obesity, his struggles to manage his relationship with food, and to find an exercise regimen that sticks. Drawing on the latest scientific research and numerous other inspiring personal stories, he makes the case that the only recipe for long-term success is to radically shift our mindset when thinking about obesity and adopting a healthy lifestyle that stays with us for good. This requires incorporating positive habits that become second nature, and rigorously managing one's food environment—as well as embracing practical behavior-change tools and other sustainable maintenance strategies. In the light of a new, healthier lifestyle that helps readers look good and feel good, change isn't a burden--it's a release.
Author:
Publisher: The ASG Group
ISBN:
Category :
Languages : en
Pages : 364
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Book Description
Author:
Publisher: The ASG Group
ISBN:
Category :
Languages : en
Pages : 280
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Book Description
Author: Rick Marcet
Publisher: John Wiley & Sons
ISBN: 1118102606
Category : Business & Economics
Languages : en
Pages : 224
Get Book Here
Book Description
An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them. Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed and made available for all to use, the organization’s competitive position is greatly enhanced. Reveals how to turn field sales teams, a mostly underutilized resource, into net producers of competitive intelligence Exposes new and unconventional approaches for gathering and democratizing sales insights for a broad stakeholder audience Presents a proven knowledge sharing model that is being adopted by major companies worldwide Win/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed. While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and line-of-site to the dynamics affecting business performance.
Author: Elay Cohen
Publisher: Greenleaf Book Group
ISBN: 1626340501
Category : Business & Economics
Languages : en
Pages : 250
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Book Description
A playbook that empowers sales managers to think like CEOs and act like entrepreneurs At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated the company’s growth to a $3 billion–plus enterprise. The innovation delivered over these years by Elay and his team resulted in unprecedented sales productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company. First-line sales managers are the backbone of every sales organization. They make it happen. They’re where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople. In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.
Author: Firend Al. R.
Publisher: IJBMR.org
ISBN:
Category : Architecture
Languages : en
Pages : 249
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Book Description
This book starts with discussion on the nature of Information Technology and how it relates to modern organizational function. Then a discussion on process design and methodology in project management, to highlight the increasing importance of project-based jobs in post COVID-19 world. The discussion on the role of information technology is all about Organizational Efficiency. In quest of the organization will remain to increase efficiency and effectiveness, which is manifested in all actions taken (strategies) of any given public or private entity. Therefore, the intertwined functions of information technology, the field of project management and organizational efficiency are inseparable. Number of cases are presented in this book to provide real examples, illustrating what companies do and how they must continuously search for approaches that increases productivity efficiency and effectiveness.
