Download or read book Emerging Trends in Professional Selling written by Paul A. Sparks and published by . This book was released on 2011 with total page 315 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Effective Sales Enablement written by Pam Didner and published by Kogan Page Publishers. This book was released on 2018-10-03 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Written from a marketer's perspective, Effective Sales Enablement goes beyond sales training and development. Pam Didner presents fresh thinking and creative approaches to improve sales enablement strategies, processes and programmes. Using case studies and examples from well-known brands such as Cisco, Oracle and Google, she provides a blueprint for any organization wanting to create a sales enablement function which will, in turn, accelerate revenue growth. Effective Sales Enablement shows you how to: - Understand trends that impact sales professionals and how to take advantage of them - Become a better marketer with creative ideas on how to support sales - Integrate sales elements into select marketing programmes - and vice versa - Assemble a first-class sales enablement team - Leverage technology to better integrate sales and marketing

Download or read book Sales Growth written by McKinsey & Company Inc. and published by John Wiley & Sons. This book was released on 2016-05-11 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book Marketing in the Cyber Era Strategies and Emerging Trends written by Ghorbani, Ali and published by IGI Global. This book was released on 2013-12-31 with total page 357 pages. Available in PDF, EPUB and Kindle. Book excerpt: The growth of new technologies, internet, virtualization, and the globalization of production and consumption has given focus on new marketing strategies in the cyber era. This has shaped a demand for an innovative conceptual framework for the marketing industry. Marketing in the Cyber Era: Strategies and Emerging Trends brings together best practices and innovative approaches for effective marketing in today’s economy. Stressing the importance of structure, strategy, leadership, and marketing in the Cyber Era; this book is a useful tool for upper-level students, researchers, academicians, professionals and practitioners, scientists, and executive managers of marketing in profit and non-profit organizations.

Download or read book The Future of Sales written by John Asher and published by Sourcebooks, Inc.. This book was released on 2022-01-01 with total page 53 pages. Available in PDF, EPUB and Kindle. Book excerpt: A revolutionary guide by renowned sales expert John Asher designed to equip sales professionals with the knowledge and tools they need to excel in today's dynamic sales environment. In The Future of Sales, Asher explores the latest trends, technologies, and tactics transforming the sales industry. Drawing from his extensive experience and insightful research, he presents a comprehensive roadmap to mastering the new landscape of sales using proven neuroscience techniques. More than just a forecast of future sales trends, this guide provides actionable insights and proven methods for adapting to change and capitalizing on opportunities. Whether you're a seasoned business leader or new to the field, The Future of Sales is your playbook for navigating and succeeding in the new age of sales. Key Features: Future-Focused: Discusses the latest trends, technologies, and tactics transforming the sales industry. Practical Strategies: Provides actionable strategies to enhance sales performance and drive business growth. Industry Insights: Offers insights from renowned sales expert John Asher, backed by extensive research. Adaptation: Gives advice on adapting to change and capitalizing on opportunities in the sales industry. For All Sales Professionals: Suitable for both seasoned sales veterans and those new to the field.

Download or read book Stop Selling Stuff and Start Selling Business Outcomes A Comprehensive B2B Sales Guide written by Rick Spair and published by Rick Spair. This book was released on with total page 426 pages. Available in PDF, EPUB and Kindle. Book excerpt: Welcome to the comprehensive B2B sales guide titled "Stop Selling Stuff and Start Selling Business Outcomes." In today's competitive business landscape, simply selling products or services is no longer enough to meet customer demands and drive success. B2B buyers are increasingly focused on achieving specific business outcomes and measurable results. This guide is designed to help B2B sales professionals make a shift in their approach by placing a strong emphasis on delivering tangible business outcomes to customers. Instead of merely selling features and functionalities, the guide will provide you with the strategies, tips, and recommendations to understand, align, and communicate the value of your offerings in terms of the outcomes they can enable for your customers. Throughout this comprehensive guide, we will explore a wide range of topics and chapters, delving into the various aspects of business outcome selling. We will start by understanding the principles and benefits of adopting this approach and how it compares to traditional product-based selling. From there, we will dive into identifying your target market, conducting market research, and segmenting your audience based on desired outcomes. You will learn how to gather valuable information about your prospects' industries, competitors, and challenges using online resources, social media, and industry reports. We will also explore the significance of leveraging existing customer relationships to gain insights and refine your approach. As we move forward, we will discuss the art of building relationships and trust, developing consultative sales approaches, and building rapport with prospects. We will delve into mapping business outcomes to customer needs, customizing your sales pitch, and crafting compelling value propositions that resonate with your prospects. Furthermore, we will explore strategies to overcome objections, address risks, and negotiate for successful outcomes. You will gain insights into building business cases, managing stakeholder buy-in, and presenting business outcomes effectively to secure buy-in from decision-makers. Throughout the guide, we will emphasize the importance of nurturing long-term customer relationships, incorporating customer testimonials and case studies, and continuously improving your sales approach based on customer feedback and market dynamics. We will discuss the significance of leveraging technology, data, and analytics to gain insights, streamline processes, and adapt to evolving customer needs. In addition, we will explore the importance of managing change, fostering a culture of continuous learning, and building strategic partnerships to enhance your business outcome selling efforts. We will provide recommendations for staying ahead in an ever-changing landscape and share insights into the future of B2B sales. Whether you are a seasoned sales professional or new to the field, this guide aims to equip you with the knowledge and tools to transform your sales approach and achieve success by focusing on delivering tangible business outcomes. The strategies, tips, and recommendations provided in this guide are based on industry best practices and real-life experiences, enabling you to adapt and apply them to your specific industry and target market. So, let's embark on this journey together and learn how to stop selling stuff and start selling business outcomes. By embracing this approach, you can differentiate yourself in the market, build stronger customer relationships, and drive meaningful results for your customers and your business.

Download or read book Professional Selling written by Thomas N. Ingram and published by South Western Educational Publishing. This book was released on 2006 with total page 466 pages. Available in PDF, EPUB and Kindle. Book excerpt: PROFESSIONAL SELLING provides comprehensive coverage of contemporary professional selling by integrating recent sales research with leading personal selling practices. Professional Selling's chapters can be mixed and matched with sales management chapters from Ingram's SALES MANAGEMENT, SIXTH EDITION to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.

Download or read book World Class Selling written by Brian W . Lambert and published by Association for Talent Development. This book was released on 2009-06-01 with total page 353 pages. Available in PDF, EPUB and Kindle. Book excerpt: World-Class Selling delivers the latest research-based criteria for sales teams interested in selling more effectively against an ever-changing business environment. Sales leaders can use this title as a foundation to build or reorganize sales processes and sales people. Professionals (employees or consultants) working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization will find this book an invaluable resource. Included in the text is the data-driven documentation needed to properly and confidently position sales resources and operations to achieve greater results.

Download or read book Introduction to Business written by Lawrence J. Gitman and published by . This book was released on 2023-05-19 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Enablement Mastery written by Elay Cohen and published by Greenleaf Book Group. This book was released on 2019-01-08 with total page 169 pages. Available in PDF, EPUB and Kindle. Book excerpt: Multiply Your Revenue. Enable Organizational Excellence. When sales enablement is embraced as a company-wide initiative and is sponsored by leadership all the way up to the CEO, organizational magic happens. Teams align. Business results accelerate. Culture transforms. ​In Enablement Mastery, author Elay Cohen gives you his proven, straightforward, and effective method for aligning people, processes, and priorities with relevant learning, coaching, and communications. This book will show you how to build organizational value and multiply revenue outcomes by enabling your employees and partners to be the best they can be. Geared toward sales enablement professionals, this book teaches leadership teams how to deploy the Enablement Process Map to align go-to-market teams, create a learning culture, and make communications relevant. Cohen will help you elevate customer engagement and achieve hyper-growth business outcomes.

Download or read book The New Professional Salesman written by Walter Vieira and published by SAGE Publications. This book was released on 2008-11-11 with total page 166 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ways and means of selling are fast evolving, as new paradigms of doing business engender new forms of relationships between sellers and buyers. The new breed of professional salespersons must respond to this rapidly shifting environment in the context of globalization, technological change and changing concepts of loyalty in the 21st century. The New Professional Salesman: Meeting Challenges in the 21st Century, written in Walter Vieira’s inimitable style with simplicity, humour and clarity, will appeal to sales professionals who are not inclined to read heavy tomes on the subject. The book meets the need of companies with both large field forces (pharmaceutical, FMCG, consumer durables, engineering) and a small number of salespersons. Such companies can now buy a copy for each salesperson and effectively provide a full training program for the cost of a ‘day’s travel allowance’. Covering the entire spectrum of the selling process, the book features: - A systematic organisation of material on the theory of selling—in the context of 21st century requirements. - Use of case studies to elucidate strategies. - Questions to reflect on and action points at the end of every chapter—to stimulate thinking, self-analysis and self-improvement. - A focus on the use of technology to improve selling effectiveness. - A simple style of writing to make learning a pleasure. This book is a must read for all salespersons and entrepreneurs, whether they sell products or services. Trainers will also find the book immensely helpful in conducting sales training workshops.

Download or read book Selling Professional and Financial Services Handbook written by Scott Paczosa and published by John Wiley & Sons. This book was released on 2013-11-11 with total page 174 pages. Available in PDF, EPUB and Kindle. Book excerpt: An effective strategic framework for successful face-to-face selling for financial services industry professionals Times are very tough for people who sell professional services and Selling Professional and Financial Services Handbook offers a new solution proven in practice. The book describes methods the authors have used and taught since the 1990s, most recently at a major consulting firm, where they led a Global Business Development team to revenue gains of 500% over six years — in a period that included the recession of 2008-10. The solution is not any new twist on face-to-face selling techniques or the art of persuasion. It’s a strategic approach built around a simple fact: the markets are tight but far from static. Even with lean budgets, client companies must respond to urgent changes and emerging threats in their industries. Thus they will buy services from the sellers who can help them detect, understand, and cope with what’s coming their way. This handbook outlines a systematic way of becoming such a valued resource. Readers learn to scan the horizon for early signs of “rock-ripple events.” Major changes in the business world often spring from new developments that are little noted or heeded, at first, by the client companies soon to be affected by them. But like a rock dropped in a pond, these events set off ripples that sweep through entire industry sectors, creating must-have service needs. The book is written for everyone who sells, or is responsible for selling, professional services. This includes but is not limited to: law firms, consulting firms, finance industry, public relations, engineering, and architectural services. Readers who can benefit from the dynamic approach hold a variety of positions. They include: Attorneys, consultants and other practitioners who must sell their services as well as execute. CEOs, equity partners, practice-area leaders, functional and divisional leaders Private Equity or Venture Capital executives Sales or business-development professionals, from entry level to senior level Sales and marketing managers But the book is for sellers in every category who need a new and better approach to selling. Many, even the most skilled, simply have not adjusted to the new normal of today’s economy. They persist with old strategies that cannot be as productive as they once were, such as pursuing one-off opportunities (which are too few and too hard to win in lean times) or old-style “relationship selling” (which gains little if any traction). Selling Professional and Financial Services Handbook gives all such readers a new strategic framework within which to apply their face-to-face selling skills. It is an approach that puts them in position to win — so they can sell from ahead of the game, instead of struggling to keep up with it.

Download or read book The Future of the Sales Profession written by Graham Hawkins and published by . This book was released on 2017-03-24 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: B2B sales is harder than ever before. Product lifecycles are getting shorter, sales cycles are getting longer, there are more competitors entering the market, and buyers are doing most of their research online before they even call you. When you finally get the meeting, buyers only want your best price.Despite all of this, your manager keeps asking for more - more calls, more meetings, more pipeline, faster, faster, faster!You're stuck between a rock and a hard place - a more challenging sales environment than ever before on one side, and ever-increasing quotas and expectations on the other.How will you respond? Wait and see how it all unfolds? Or fight for your career and your livelihood? In The Future of the Sales Profession, sales leader Graham Hawkins shares the cold, hard truths about the new realities facing the sales profession, and how you can protect and enhance your career."The Future of the Sales Profession is a fascinating, sobering and enlightening book. If, as Graham suggests, over 20% of sales people will lose their jobs by 2020, then this book is the best survival guide you could ever hope for." - Cian McLoughlin, CEO of Trinity Perspectives"This book is a compelling and comprehensive insight into the changing nature of business in the 21st century. Sales people will all have to adapt, and Graham has articulate exactly how." - John Merakovsky, CEO SEEK Learning."Graham Hawkins has nailed the future of selling in this must-read for every sales person seeking to prosper in the age of automation and customer empowerment." - Tony J. Hughes MD of RSVPsellingGraham Hawkins is an author, speaker and the Founder of SalesTribe, the world's first career transition management company designed forB2B sales people. Businesses need access to modern sales best practices, and sales people need new opportunities. SalesTribe makes those connections.

Download or read book Winning the Professional Services Sale written by Michael W. McLaughlin and published by John Wiley & Sons. This book was released on 2009-08-06 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.

Download or read book Sales Management written by Thomas N. Ingram and published by Routledge. This book was released on 2015-03-27 with total page 403 pages. Available in PDF, EPUB and Kindle. Book excerpt: The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes current coverage of the trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include: Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices An expanded discussion on trust building and trust-based selling as foundations for effective sales management All new chapter-opening vignettes about well-known companies that introduce each chapter and illustrate key topics from that chapter New or updated comments from sales managers in "Sales Management in the 21st Century" boxes An online instructor's manual with test questions and PowerPoints is available to adopters.

Download or read book Sales Management written by Thomas N. Ingram and published by Routledge. This book was released on 2019-10-16 with total page 607 pages. Available in PDF, EPUB and Kindle. Book excerpt: This tenth edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations. The authors teach sales management courses, and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different customer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes coverage of the current trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include: Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices; Revised end-of-chapter cases; Revised ethical dilemma boxes; All new chapter opening vignettes about well-known companies that illustrate key topics from that chapter; and New or updated comments from sales managers in "Sales Management in the 21st Century" boxes. An online instructor's manual with test questions and PowerPoints is available to adopters.

Download or read book The Defining Skill in Selling written by M. Tim Welch and published by Dorrance Publishing. This book was released on 2019-04-03 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Defining Skill in Selling By: M. Tim Welch Discover how a new model will catapult you towards your potential in selling.