Download or read book The Sales Playbook written by Jack Daly and published by . This book was released on 2016-10-19 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Hyper Sales Growth written by and published by . This book was released on 2018 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: IF YOU THINK YOU KNOW SALES...YOU DON’T KNOW JACK! “Jack Daly stands above all others. His energy is matched only by his genius and understanding about what makesthe best sales organizations. It’s not commission strategies, it’s not about glossy sales materials; it is about people. Jack understands better than most that if you look out for your people and insist that they look out for your customers, the result is unprecedented growth (and a lot of very happy and inspired employees and customers).“ -Simon Sinek, Optimist and Author of Leaders Eat Last and Start With Why “Winning teams result from strong cultures and leadership driven systems and processes. In the world of sales, as detailed in Hyper Sales Growth, Jack Daly knows how to lead and win.” -Pat Williams, Co-Founder, Orlando Magic, Author of Vince Lombardi on Leadership “If you want to play the piano, you hire a teacher. If you want to run a fast marathon, you hire a coach. Jack Daly is the best Professional Sales Coach in America. He teaches you what you need to know, how to remember it, and how to practice it every single day. This book will change your life as a leader and a salesperson, and you will thank Jack Daly every day you make a new sale.” -Willy Walker, Chairman and CEO, Walker & Dunlop “It’s finally here!! The book all the million fans (that’s literal) of Jack Daly have been wanting – a book that shares the same time-tested sales management techniques that work to drive growth he’s been teaching in his powerful and packed workshops. It’s all about getting the sales management piece right; this is the book that shows you the way.” -Verne Harnish ,CEO of Gazelles Author of Mastering the Rockefeller Habits and The Greatest Business Decisions of All Time “If you want to get predictable revenue and profitable growth, Jack Daly is your source for the state of the art in sales. Read this book, buy it for your team, follow his advice and you’ll be unstoppable.” -Christine Comaford , Executive Coach & Presidential Advisor NY Times Best Selling Author of SmartTribes: How Teams Become Brilliant Together “Jack Daly is a rare gem in the business world. I have seen him transform several companies, by growing revenue, by upgrading corporate cultures, and by growing employees’ capacity to produce results. His vast knowledge and experience gives him a perspective unmatched by anyone I’ve experienced. This book is a must read if you are interested in taking your company to the next level in the most direct way possible.” -Rick Sapio ,CEO of Mutual Capital Alliance, Inc.

Download or read book Strategic Play written by Jacqueline Lloyd Smith and published by . This book was released on 2017-02-17 with total page 90 pages. Available in PDF, EPUB and Kindle. Book excerpt: This collection of duck activities has a strong fun element, however, we do not want it to sound like it is all just fun. There is, in fact, a wealth of solid theory that forms the basis of why we developed this stream of uses for six bricks in business and learning environments. The idea of using playful methods for a range of purposes to generate innovative thinking is not new. For centuries, people have used artifacts like totems and puppets to tell stories and share information, beliefs, and knowledge. We also know that many facilitators and trainers are using tools such as design thinking and agile methodologies where prototyping and games play an important role in the processes of thinking and creating. Whatever your goal, using 3D models is a great facilitation tool. It allows you to lead people through a process where they are able to examine their inside world and relate these lessons to their work environment. These insights then lead to opportunities for further exploration and discovery and ultimately, more productive and effective communication.

Download or read book Conscious Business written by Fred Kofman and published by ReadHowYouWant.com. This book was released on 2008-11 with total page 546 pages. Available in PDF, EPUB and Kindle. Book excerpt: Presents techniques for organizational success that involve embracing such qualities as integrity, authenticity, accountability, and honesty.

Download or read book Viral Change written by Leandro Herrero and published by Meetingminds Publishing. This book was released on 2008 with total page 422 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Lasting change in the modern organisation has less to do with massive 'communication to all' programmes and more with the creation of an internal epidemic of success led by a small number of people focused on a small set of non-negotiable behaviours. This is the basis for Viral Change, an unconventional approach to the management of change for any company."--Cover.

Download or read book The Accidental Sales Manager written by Chris Lytle and published by John Wiley & Sons. This book was released on 2011-03-29 with total page 261 pages. Available in PDF, EPUB and Kindle. Book excerpt: Key skills to make sales managers better developers of salespeople Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap," and it's exactly what The Accidental Sales Manager addresses and solves. Full of helpful steps you can apply immediately?whether you're training a sales manager, or are one yourself?this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams. Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't Author has a previous bestseller, The Accidental Salesperson Don't get caught in the "sales management trap" or, if you're in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.

Download or read book Coaching Salespeople into Sales Champions written by Keith Rosen and published by John Wiley & Sons. This book was released on 2010-06-03 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales training doesn’t develop sales champions. Managers do. The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching FrameworkTM used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast. Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation. You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster. Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to: Boost sales, productivity and personal accountability, while reducing your workload Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business Design, launch and sustain a successful internal coaching program Turn-around underperformers in 30 days or less Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives Coach and retain your top performers Collaborate more powerfully and communicate like a world-class leader Training develops salespeople. Coaching develops sales champions. Your new competitive edge.

Download or read book Sales Leadership written by Keith Rosen and published by John Wiley & Sons. This book was released on 2018-09-25 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: "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."

Download or read book Creating Competitive Advantage written by Jaynie L. Smith and published by Crown Currency. This book was released on 2006-04-25 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why should I do business with you… and not your competitor? Whether you are a retailer, manufacturer, distributor, or service provider – if you cannot answer this question, you are surely losing customers, clients and market share. This eye-opening book reveals how identifying your competitive advantages and trumpeting them to the marketplace is the most surefire way to close deals, retain clients, and stay miles ahead of the competition. The five fatal flaws of most companies: ? They don’t have a competitive advantage but think they do ? They have a competitive advantage but don’t know what it is—so they lower prices instead ? They know what their competitive advantage is but neglect to tell clients about it ? They mistake “strengths” for competitive advantages ? They don’t concentrate on competitive advantages when making strategic and operational decisions The good news is that you can overcome these costly mistakes – by identifying your competitive advantages and creating new ones. Consultant, public speaker, and competitive advantage expert Jaynie Smith will show you how scores of small and large companies substantially increased their sales by focusing on their competitive advantages. When advising a CEO frustrated by his salespeople’s inability to close deals, Smith discovered that his company stayed on schedule 95 percent of the time – an achievement no one else in his industry could claim. By touting this and other competitive advantages to customers, closing rates increased by 30 percent—and so did company revenues. Jack Welch has said, “If you don’t have a competitive advantage, don’t compete.” This straight-to-the-point book is filled with insightful stories and specific steps on how to pinpoint your competitive advantages, develop new ones, and get the message out about them. “The biggest marketing flaw in most companies is their failure to fully reap the benefits of their competitive advantages. Either they think they have a competitive advantage but don’t. Or they have one and don’t realize it. Or they know they have a strong competitive advantage but fail to promote it adequately to their customers and prospects. “In my research with middle-market companies, I found only two CEOs out of 1,000 who could clearly name their companies’ competitive advantages. The other 99.8 percent could offer only vague, imprecise generalities. These same CEOs often rely on outside consultants to guide strategic-planning sessions. Yet, in my experience, very few consultants – even seasoned ones – give competitive advantage evaluation more than a superficial glance…. “Ignoring your competitive advantages can be an expensive and even fatal mistake. Because no matter the size of your company or the kind of business you are in, your competitive advantages should be the foundation of all your strategic and operational decisions. They’re the reasons customers choose to buy from you instead of the other guy.” – From Creating Competitive Advantage

Download or read book The Science of Selling written by David Hoffeld and published by Penguin. This book was released on 2022-02-08 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

Download or read book Sales Playbooks written by Hilmon Sorey and published by Independently Published. This book was released on 2019-03-26 with total page 183 pages. Available in PDF, EPUB and Kindle. Book excerpt: A well-designed, relevant, and highly utilized sales playbook creates teams that engage with more prospects, produce more pipeline, and close more deals. A playbook creates more consistent top performers, more quickly. It will also close the gap between your top performers and everyone else. Playbooks are living tools that must continue to be developed, revised, and curated over time. Growing companies are constantly hiring new people, promoting internally, entering into new markets, and facing direct or unforeseen competition. In order to drive success, an understanding of how the business operates, what has worked in the past, what is presently working, and what is anticipated to work in the future is required.

Download or read book Sales Management Simplified written by Mike Weinberg and published by AMACOM. This book was released on 2015-10-21 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!

Download or read book High Performance Glasses written by M. Cable and published by Springer. This book was released on 1991-12-31 with total page 491 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a review of recent developments in glass technology, where advances in fabrication technology and the discovery of new glass-forming compositions have considerably expanded the applications of glasses. The contributions have been written at a level appropriate for new graduates.

Download or read book Cracking the Sales Management Code The Secrets to Measuring and Managing Sales Performance written by Jason Jordan and published by McGraw Hill Professional. This book was released on 2011-10-14 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

Download or read book Rodriguez written by D. H. Soriano and published by . This book was released on 1983 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Scaling Up written by Verne Harnish and published by Forbesbooks. This book was released on 2014 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this guide, Harnish and his co-authors share practical tools and techniques to help entrepreneurs grow an industry -- dominating business without it killing them -- and actually have fun. Many growth company leaders reach a point where they actually dread adding another customer, employee, or location. It feels like they are just adding more weight to an ever-heavier anchor they are dragging through the sand. To make matters worse, the increased revenues have not turned into more profitability, so at some point they wonder if the journey is worth the effort. This book focuses on the four major decisions every company must get right: People, Strategy, Execution and Cash. The book includes a series of One-Page tools including the One-Page Strategic Plan and the Rockefeller Habits Execution Checklist, which more than 40,000 firms around the globe have used to scale their companies successfully.

Download or read book Leadership for Change written by Gwyn Harries-Jenkins and published by . This book was released on 2000 with total page 126 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Western military establishments in a period of detente encounter a number of uncertainties in their quest for the most appropriate leadership styles and strategies. The pace and scale of change in modern day armed forces is such that traditional situational leadership associated with well established means and objectives may no longer be sufficient. At a time when the nature of primary goals, long-term norms and societal preferences makes it difficult to identity and prioritize individual organizational strategies it is useful to review the overall experience of national military establishments. Such a review is most effectively carried out through a comparative approach which through it may not produce prescriptive solutions, provides a greater understanding of the challenges to be faced."--DTIC