Download or read book Closing the Whales written by Bud Suse and published by Hillcrest Publishing Group. This book was released on 2008-11 with total page 123 pages. Available in PDF, EPUB and Kindle. Book excerpt: Landing a large, complex opportunity can be challenging for any business Closing the Whales demystifies the process, unlocks the secrets of advanced sales effectiveness, and gives professionals the tools they need to close the big one! Long sales cycles can last for months even a year or more and require a different type of finesse and approach. Often even experienced sales professionals cant foresee the probable hurdles of a successful sales campaign. Bud Suses Closing the Whales helps sales professionals rethink their strategies, offering a new way of looking at the process of closing a long, complex sale. He offers real-life examples and insight into where professionals can make the right choices (and the wrong ones). In this book, youll learn: -How to know when you are winning and when you should foldem -How to anticipate potential problems and determine solutions ahead of the curve -How to maintain momentum throughout the sales process -And much more! Let Closing the Whales arm you with the tips and tools to execute outcomes that benefit and grow your business if youre serious about that whale on the horizon, you wont want to put it down.

Download or read book CLOSING the WHALES the Anatomy of Major Deals a Proven Process for Complex High Tech Sales Campaigns written by bud suse and published by . This book was released on 2012-11-10 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bud Suse shares his personal experience in complex sales won as a salesperson and as a sales manager. Closing The Whales addresses the most important challenges sales teams meet when competing in the complex sales arena:Closing The Whales is a tutorial on the key subject of "The right next step in the sales process."Closing The Whales details those events that create client confidence and trust.Closing The Whales is the missing piece of the puzzle in fixing the end of quarter hockeystick nightmare.Closing The Whales teaches sales teams how to anticipate the events of the complex sales process.Closing The Whales acts as a template for major deal forecasting.Closing The Whales is a tutorial on knowing when a win is imminent versus when to expect bad news.Closing The Whales is a sales process that shortens the long sales cycle of complex sales.Closing The Whales is a marketing lesson about the all important subject of differentiation and how to achieve differentiation in the sales process.Closing The Sales is the companion reference to Bud Suse's "CAMPAIGN MANAGER," the core complex sales process tool taught in his seminars.Bud Suse contact information:[email protected]

Download or read book Complex Sales Playbook written by Stephen Foley and published by LULU. This book was released on 2014-02 with total page 133 pages. Available in PDF, EPUB and Kindle. Book excerpt: Stephen Foley spent twenty-five years as a vice president of sales for technology enterprises ranging from startups to companies divisions earning more than $150 million. Through experiences during which his teams sold a billion dollars in technology, Foley became a complex sales coach-building, executing, and running plays to drive revenue growth for the companies for which he worked. Now Foley shares his selling methodology-the Psycho-Scientific Sales Process, a simple but powerful process for anyone in the business of selling complex products or expensive solutions to corporations and government entities. Incorporating real-life examples, he discusses nine topics that teach salespeople to become A-players and help them close multi-million dollar, enterprise-wide deals. From setting goals to understanding prospecting to negotiating the sale, Complex Sales Playbook presents a host of lessons and techniques to help sales executives reach their full financial potential.

Download or read book Whale Hunting written by Tom Searcy and published by John Wiley & Sons. This book was released on 2008-10-03 with total page 294 pages. Available in PDF, EPUB and Kindle. Book excerpt: Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts—the kind of sales that transform your business. Here, you’ll learn how to turn the dangerous endeavor of selling to large companies and big contracts into a strategy for continued success and growth. Stop wasting time with little accounts and start landing monster accounts.

Download or read book Winning the Six Figure Sale written by Jeff Goldstein and published by . This book was released on 2021-02-19 with total page 118 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you're a sales leader who's tired of last-minute forecast surprises because the big deals you were counting on didn't close when expected.... this book is for you! Winning the Six-Figure Sale is all about helping sales leaders Inspect, Assess and Coach their teams to accelerate and yes..... win more big deals! Other than the forecast call, most sales leaders have no intentional and deliberate process to review their big deals. They have experience and instinct but very little training or structured planning around big deal management. This book will give you a proven 3-step system, to transform the way you think about and help your team execute their "Must Win" sales campaigns. Whether you're a first-line sales manager, second-line sales director, VP, GM, country leader, or if you're a sales rep who owns a sales number and runs complex sales campaigns, this book will help you win your unfair share of big deals! What if you could develop an intentional and deliberate cadence to INSPECT your sales funnel and identify critical "Must Win" sales campaigns this quarter AND next. What if you could quickly ASSESS and ruthlessly qualify your team's big deals early in the forecast process with a Rapid Assessment Review that takes only 15 minutes. What if you could COACH your team by executing a structured 45-minute Sales Strategy Review, so they never miss important steps or stakeholders that could crash their deals. What if you could learn how to carve out just 10% of your time to implement the 3-step system and get laser-focused on the big deals that drive your business. And what if, rather than re-inventing the wheel, you could download valuable training assets and use them right away, at no cost whatsoever. ★ Imagine the impact winning just one additional big deal per rep each quarter would have on your sales results, forecast accuracy, and income? For the past two decades, Jeff Goldstein has been building sales teams as VP, GM, and president of Canadian high-tech subsidiaries of large US-based tech companies. While Jeff is an engineer by training, he's spent his entire career grinding out a sales number every week, month, and quarter. He's always had income at risk and has been close to the field, close to customers, partners, and the sales teams who make it all happen. And because he knows how busy you already are, he's designed this book to be read in about 90 minutes... but don't let its small size fool you. It's packed with the details of Jeff's 3-step system that has enabled him to transform the way sales leaders think about and manage their team's big deals. There is no ivory tower theory in this book. Jeff has inspected, assessed and coached sales teams through hundreds of sales campaigns using the approach he outlines in his book, so it's battle-tested and proven. He'll help you sharpen your skills, so you no longer rely solely on instinct and experience to be more successful. Pick up your copy of Winning the Six-Figure Sale today by clicking the Buy Now button at the top of this page!

Download or read book Winning Complex Enterprise Sales written by Bud Suse and published by Createspace Independent Publishing Platform. This book was released on 2016-04-05 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winning Complex Enterprise Sales is an instruction book that details the fundamentals of developing positive consensus among a group of stakeholders involved in complex decisions. The book instructs on the important steps of the complex sales process, which leads to significant improvement in forecasting. Forecasting large opportunity closing is a major concern to salespeople, sales managers and senior executives. Unless a sales team thoroughly understands the expected events and specific phases of a complex enterprise opportunity, forecasting accuracy will suffer. Winning Complex Enterprise Sales details 30 optional events to conduct, the results of which lead to superb forecasting accuracy. Equally important, knowing the required success in specific events of a complex enterprise campaign allows a sales team to know very early whether the campaign will succeed or not. The Cardinal Sin of long, complex sales campaigns is coming in a close second. This book goes a long way to solving that problem.

Download or read book The Deal Hack written by Alistair McQuade and published by . This book was released on 2019-08-11 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why is it so hard to improve organization wide sales performance? Most sales leaders focus on training the latest sales techniques but frequently these fail to last. This book is not about the latest sales techniques, rather how to change to capitalize on them. This book explains why, when trained and coached in the latest sales techniques, 90 percent of salespeople will not be able to change. It examines why the sales brain is hardwired to take shortcuts that break sales processes, and proposes the use of Deal Hacks to drive the required changes. Deal Hacks are a program of interactive workshops that challenge and support live deals through a visually engaging, team-based process. Proven to create value in the sales process, Deal Hacks focus on deal outcomes rather than skills gaps, which are the focus of training and coaching. This creates a more direct and immediate impact on sales results. The program's successes, and the uplift in results, create momentum and a pull effect where more salespeople change and organizational sales transformation is achieved. Deal Hacks can be implemented immediately, with any sales methodology or process. There's no need for training needs analyses or lengthy program design. This book shows what Deal Hacks are, why they work, and how they can be implemented using a simple five-step process in complex business-to-business sales organizations. About the author: Alistair McQuade has 25 years of growing global software companies by designing and delivering impactful sales enablement and leadership programs. He has been on the sales leadership team for five companies that have been grown for IPO or sale.

Download or read book Product Led Growth written by Bush Wes and published by . This book was released on 2019-05 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"

Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Download or read book Predictive Marketing written by Omer Artun and published by John Wiley & Sons. This book was released on 2015-08-06 with total page 217 pages. Available in PDF, EPUB and Kindle. Book excerpt: Make personalized marketing a reality with this practical guide to predictive analytics Predictive Marketing is a predictive analytics primer for organizations large and small, offering practical tips and actionable strategies for implementing more personalized marketing immediately. The marketing paradigm is changing, and this book provides a blueprint for navigating the transition from creative- to data-driven marketing, from one-size-fits-all to one-on-one, and from marketing campaigns to real-time customer experiences. You'll learn how to use machine-learning technologies to improve customer acquisition and customer growth, and how to identify and re-engage at-risk or lapsed customers by implementing an easy, automated approach to predictive analytics. Much more than just theory and testament to the power of personalized marketing, this book focuses on action, helping you understand and actually begin using this revolutionary approach to the customer experience. Predictive analytics can finally make personalized marketing a reality. For the first time, predictive marketing is accessible to all marketers, not just those at large corporations — in fact, many smaller organizations are leapfrogging their larger counterparts with innovative programs. This book shows you how to bring predictive analytics to your organization, with actionable guidance that get you started today. Implement predictive marketing at any size organization Deliver a more personalized marketing experience Automate predictive analytics with machine learning technology Base marketing decisions on concrete data rather than unproven ideas Marketers have long been talking about delivering personalized experiences across channels. All marketers want to deliver happiness, but most still employ a one-size-fits-all approach. Predictive Marketing provides the information and insight you need to lift your organization out of the campaign rut and into the rarefied atmosphere of a truly personalized customer experience.

Download or read book Good Strategy Bad Strategy written by Richard Rumelt and published by Currency. This book was released on 2011-07-19 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: Good Strategy/Bad Strategy clarifies the muddled thinking underlying too many strategies and provides a clear way to create and implement a powerful action-oriented strategy for the real world. Developing and implementing a strategy is the central task of a leader. A good strategy is a specific and coherent response to—and approach for—overcoming the obstacles to progress. A good strategy works by harnessing and applying power where it will have the greatest effect. Yet, Rumelt shows that there has been a growing and unfortunate tendency to equate Mom-and-apple-pie values, fluffy packages of buzzwords, motivational slogans, and financial goals with “strategy.” In Good Strategy/Bad Strategy, he debunks these elements of “bad strategy” and awakens an understanding of the power of a “good strategy.” He introduces nine sources of power—ranging from using leverage to effectively focusing on growth—that are eye-opening yet pragmatic tools that can easily be put to work on Monday morning, and uses fascinating examples from business, nonprofit, and military affairs to bring its original and pragmatic ideas to life. The detailed examples range from Apple to General Motors, from the two Iraq wars to Afghanistan, from a small local market to Wal-Mart, from Nvidia to Silicon Graphics, from the Getty Trust to the Los Angeles Unified School District, from Cisco Systems to Paccar, and from Global Crossing to the 2007–08 financial crisis. Reflecting an astonishing grasp and integration of economics, finance, technology, history, and the brilliance and foibles of the human character, Good Strategy/Bad Strategy stems from Rumelt’s decades of digging beyond the superficial to address hard questions with honesty and integrity.

Download or read book The Advocate written by and published by . This book was released on 2001-08-14 with total page 96 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Advocate is a lesbian, gay, bisexual, transgender (LGBT) monthly newsmagazine. Established in 1967, it is the oldest continuing LGBT publication in the United States.

Download or read book Fearless Salary Negotiation written by Josh Doody and published by . This book was released on 2015-12-02 with total page 174 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Understanding Media written by Marshall McLuhan and published by Createspace Independent Publishing Platform. This book was released on 2016-09-04 with total page 396 pages. Available in PDF, EPUB and Kindle. Book excerpt: When first published, Marshall McLuhan's Understanding Media made history with its radical view of the effects of electronic communications upon man and life in the twentieth century.

Download or read book Converging Technologies for Improving Human Performance written by Mihail C. Roco and published by Springer Science & Business Media. This book was released on 2013-04-17 with total page 477 pages. Available in PDF, EPUB and Kindle. Book excerpt: M. C. Roco and W.S. Bainbridge In the early decades of the 21st century, concentrated efforts can unify science based on the unity of nature, thereby advancing the combination of nanotechnology, biotechnology, information technology, and new technologies based in cognitive science. With proper attention to ethical issues and societal needs, converging in human abilities, societal technologies could achieve a tremendous improvement outcomes, the nation's productivity, and the quality of life. This is a broad, cross cutting, emerging and timely opportunity of interest to individuals, society and humanity in the long term. The phrase "convergent technologies" refers to the synergistic combination of four major "NBIC" (nano-bio-info-cogno) provinces of science and technology, each of which is currently progressing at a rapid rate: (a) nanoscience and nanotechnology; (b) biotechnology and biomedicine, including genetic engineering; (c) information technology, including advanced computing and communications; (d) cognitive science, including cognitive neuroscience. Timely and Broad Opportunity. Convergence of diverse technologies is based on material unity at the nanoscale and on technology integration from that scale.

Download or read book Getting Everything You Can Out of All You ve Got written by Jay Abraham and published by Macmillan. This book was released on 2001-10-12 with total page 388 pages. Available in PDF, EPUB and Kindle. Book excerpt: Abraham--trusted advisor to America's top corporations--has written his first major book for anyone seeking fresh ideas on supercharging personal or business success.

Download or read book The Whale and the Reactor written by Langdon Winner and published by University of Chicago Press. This book was released on 2010-07-15 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The questions he poses about the relationship between technical change and political power are pressing ones that can no longer be ignored, and identifying them is perhaps the most a nascent 'philosophy of technology' can expect to achieve at the present time."—David Dickson, New York Times Book Review "The Whale and the Reactor is the philosopher's equivalent of superb public history. In its pages an analytically trained mind confronts some of the most pressing political issues of our day."—Ruth Schwartz Cowan, Isis