Download or read book Evolved Selling written by Tom Pisello and published by . This book was released on 2019-05-27 with total page 269 pages. Available in PDF, EPUB and Kindle. Book excerpt: Today's B2B buyer is challenged with a more complex buying journey, with more stakeholders, lengthening decision cycles, and no decisions. In order to help buyers navigate this journey, sellers and marketers are evolving from pitch to purpose, providing the right content, tools and intelligence to better communicate and quantify business value outcomes and drive faster purchase decisions. However, the evolution is not without survival challenges. What if you had a roadmap to guide you on this difficult journey? This book on Evolved Selling is designed to help you navigate from pitch to purpose, highlighting the best path, and illuminating the dangers so you can survive the process, stronger and better. With this guide you will be able to reshape your content marketing and sales conversations to inspire buying cycles, drive quicker decisions, improve win rates and deal size. You'll have the opportunity to learn directly from leading analysts and the success and pitfalls of those who have already completed the passage including: ADP, Splunk, and Workday. The definitive guide on how to use your unique value, content and customer intelligence to engage and sell better.
Download or read book A Critical Examination of the Recent Evolution of B2B Sales written by Cohn, Joel G. and published by IGI Global. This book was released on 2024-02-27 with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt: The seismic shifts in B2B selling brought about by the recent global pandemic have left scholars grappling with the fundamental question of permanence. As the traditional face-to-face dynamics of B2B sales stand challenged, academic minds seek answers: Are these changes enduring, or will we revert to the familiar norms of in-person interactions? A Critical Examination of the Recent Evolution of B2B Salesis a groundbreaking exploration designed for academic scholars seeking clarity in these uncertain times. In the pursuit for understanding, scholars encounter a myriad of questions. What truly transpired in sales activities during the pandemic? Does the surge in virtual selling signify a lasting transformation, or is it merely a temporary adaptation? Critical thinking becomes paramount, necessitating a deep dive into published ideas to discern the strength of conclusions drawn. The academic community grapples with the challenge of scrutinizing the landscape to determine if the changes are indeed permanent and if so, how B2B sales forces can effectively adapt.
Download or read book Designed to Sell written by Alessandra Wood and published by Routledge. This book was released on 2020-02-28 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: Designed to Sell presents an engaging account of mid-twentieth-century department store design and display in America from the 1930s to the 1960s. It traces the development of postwar philosophies of retail design that embodied aesthetics and function and new modes of merchandise display, resulting in the emergence of a new type of industrial designer. The evolution of aesthetics in department stores during this period reflected larger cultural shifts in consumer behaviour and lifestyle. Designed to Sell explores these changes using five key case studies and original archival sources to reveal the link between designers and consumption beyond the design of individual objects. It argues that design is not simply connected to retail consumption, but that it is capable of controlling how and where customers shop and what they are drawn to purchase. This book contextualises this discussion and brings it up to date for students and scholars interested in design, retail, and interior history.
Download or read book Achieving Peak Sales Performance for Optimal Business Value and Sustainability written by Brown, Carlton and published by IGI Global. This book was released on 2019-10-25 with total page 446 pages. Available in PDF, EPUB and Kindle. Book excerpt: Businesses today face many obstacles, but one major hurdle is optimizing sales performance and achieving peak levels of execution. In recent years, there has been a significant decline in sales performance among businesses internationally. Many professionals attribute this disparity to the lack of attention towards certain business techniques including “Sales Peak Performance” and “Business to Business.” Strategies like this lack empirical validity and further investigation on the implementation of these approaches could significantly impact the business world. Achieving Peak Sales Performance for Optimal Business Value and Sustainability is a collection of innovative research on the methods and applications of various elements that influence sales peak performance including personal, organizational, and symbiotic determinants. While highlighting topics including emotional intelligence, personal branding, and customer relationship management, this book is ideally designed for sales professionals, directors, advertisers, managers, researchers, students, and academicians seeking current research on insights and advancements of business sustainability and sales peak performance.
Download or read book Duct Tape Selling written by John Jantsch and published by Penguin. This book was released on 2014-05-15 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Many of the areas that salespeople struggle with these days have long been the domain of marketers, according to bestselling author John Jantsch. The traditional business model dictates that marketers own the message while sellers own the relationships. But now, Jantsch flips the usual sales approach on its head. It’s no longer enough to view a salesperson’s job as closing. Today’s superstars must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise. In Duct Tape Selling, Jantsch shows how to tackle a changing sales environment, whether you’re an individual or charged with leading a sales team. You will learn to think like a marketer as you: Create an expert platform Become an authority in your field Mine networks to create critical relationships within your company and among your clients Build and utilize your Sales Hourglass Finish the sale and stay connected Make referrals an automatic part of your process As Jantsch writes: “Most people already know that the days of knocking on doors and hard-selling are over. But as I travel around the world speaking to groups of business owners, marketers, and sales professionals, the number one question I’m asked is, ‘What do we do now?’ “I’ve written this book specifically to answer that question. At the heart of it, marketing and sales have become activities that no longer simply support each other so much as feed off of each other’s activity. Sales professionals must think and act like marketers in order to completely reframe their role in the mind of the customer.”
Download or read book A Research Agenda for Sales written by Fernando Jaramillo and published by Edward Elgar Publishing. This book was released on 2021-01-29 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Research Agenda for Sales presents a roadmap of the future of sales. Eight recognized sales scholars discuss ideas that scholars are exploring and that firms can use for success in hypercompetitive markets with demanding customers. Featuring original research and current developments in the field, the chapters focus on critical topics and provide answers to important questions by company leaders and sales scholars.
Download or read book Sales Management written by Bill Donaldson and published by Bloomsbury Publishing. This book was released on 2017-09-16 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a core textbook that provides a practical and comprehensive introduction to selling and sales management. Packed full of insightful real-world case studies, the fourth edition of this highly successful text has been fully updated and revised throughout to provide a truly contemporary overview of the discipline. This textbook offers a unique blend of academic rigour and practical focus based on the authors' invaluable combination of industry experience, expertise in sales consultancy and years of teaching and research in sales. Accessibly divided into three parts-'Strategy', 'Process' and 'Practice'-it presents a wide range of topics such as ethical issues in sales, key account management, international sales, recruitment, and compensation and rewards. Sales Management is the definitive text for undergraduate, postgraduate and MBA students of selling and sales management. New to this Edition: - New chapters on Defining and Implementing Sales Strategies and Key Account Management - New case studies, vignettes, questions for reflection and statistics added throughout the text - An increased emphasis on the practical approaches to professional selling - Insightful interviews with sales professionals sharing their experience and insights at the end of some chapters
Download or read book Sales Management written by Robert E. Hinson and published by IAP. This book was released on 2018-09-01 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a fast-moving era of increased international competition, frontier markets must devise innovative ways to meet demanding sales targets and maintain profitability. These efforts will only succeed when local businesses abandon the concept of sales as a checklist of persuasive arguments that lead a customer to make a purchase and accept that building enduring customer relationships is the key to achieving sales goals. To understand what it means to sell successfully, sales representatives must develop a solid foundation in selling skills and an understanding of the critical elements needed to achieve sales goals. By delving into the foundational concepts related to leveraging sales as a tool for organisational profit, the authors give readers important insights into the critical elements of the sales process, including consultative selling, sales force management, qualities of effective leadership in sales, and the use of technological tools such as Customer Relationship Management (CRM) and Sales Force Automation (SFA) systems. This book includes insightful contributions from leading sales and marketing practitioners across the continent of Africa on characteristics of successful salespeople and how to recruit them, the crucial role of sales leadership, sales team training methods and strategies for developing customer relationship management programs. Case studies tie theory to practice and short quizzes help readers test their understanding of the material. Written in an accessible and reader-friendly format, this book is primarily aimed at undergraduate students with a secondary audience comprised of postgraduate students and business practitioners. ENDORSEMENTS: "Successful corporate marketing strategies are formulated around the delivery of value to consumers while maintaining a competitive advantage. Sales Management: A Primer for Emerging Markets offers innovative ways to locate, nurture, and develop long-term win-win relationships with key stakeholders. Readers will be rewarded with achievable concepts that will lay the foundation for developing a pattern of profitable sales. Highly recommended for undergraduate and graduate students as a well-crafted textbook drawing on real-world experience, for academicians as a reliable teaching tool, and for practitioners in the world of business seeking tested guidelines for marketing success." ~ Amon Chizema, Professor of Corporate Governance & Strategy; Birmingham Business School; University of Birmingham, UK "Sales Management: A Primer for Frontier Markets is a “must read” for future and current managers seeking innovative strategies for ensuring long-term repeat business with customers and consumers while maintaining a sustainable competitive advantage. Discussions on consultative selling, the role of ethics in sales, and the stages of the personal selling process have been specifically detailed and grounded in peer-reviewed case-study findings. A highly recommended read for undergraduate and graduate students, academicians, and business managers pursuing up-to-date insights into selling, customer service, marketing management, small business management, and retailing." ~ Patrick Awotwi, Commercial Director; The Coca-Cola Bottling Company of Ghana and Author of “Consider it Sold: A Seller’s Point of View”
Download or read book Hard Sell written by Jamie Reidy and published by Andrews McMeel Publishing. This book was released on 2010-09-14 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Jamie Reidy is the guy who's been there, done that, and walked away with the insider stories. Inside Hard Sell: Now a Major Motion Picture LOVE and OTHER DRUGS, you'll find yourself rooting for Reidy and shocked by the realities of the world that paid his salary. This comedic expose traces Reidy's experiences from Pfizer training to life as the "V-Man," when Reidy became Pfizer's number-one drug rep during the Viagra craze. With equal parts self-confidence and self-mockery, Reidy takes the reader on a hilarious romp through pharma-culture while revealing the controversial side of the drug industry. From viewing a circumcision to gaining a doctor's rapport to providing insight on why doctors choose to prescribe Drug X over Drug Y, and from how to bargain "sigs" and "scripts" to why the Viagra pill is shaped as a diamond, Reidy discloses everything. A witty, behind-the-scenes look at an industry that touches everyone in America with a prescription, Hard Sell uncovers truths about the pharmaceutical industry you'd rather not know and practices you'd like to believe weren't employed. Hard Sell has been adapted into a major motion picture starring Jake Gyllenhaal and Anne Hathaway.
Download or read book Sales Management written by Earl D. Honeycutt and published by Psychology Press. This book was released on 2003 with total page 334 pages. Available in PDF, EPUB and Kindle. Book excerpt: Designed to prepare upper-level undergraduate and graduate business students for work in the exciting field of global sales management, this text focuses upon the managerial and cross-cultural aspects necessary for leading the global sales force.
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 Sales Enablement written by Byron Matthews and published by John Wiley & Sons. This book was released on 2018-04-06 with total page 190 pages. Available in PDF, EPUB and Kindle. Book excerpt: Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can do for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.
Download or read book Ecommerce Evolved written by Tanner Larsson and published by Createspace Independent Publishing Platform. This book was released on 2016 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction -- The 12 core principles of ecommerce -- pt. I: Evolved strategy : Funnel-based ecommerce ; Recurring income core -- Think before you sell ; Conversion tricks, sales boosts, and profit maximizers -- pt. II: Evolved intelligence : Your target market ; Your competition ; Exploit your data -- pt. III: Evolved marketing : Advertising channels ; Front-end marketing ; Back-end marketing-- Final thoughts.
Download or read book Sales Force Management written by Gregory Rich and published by SAGE Publications. This book was released on 2023-12-13 with total page 501 pages. Available in PDF, EPUB and Kindle. Book excerpt: Formerly published by Chicago Business Press, now published by Sage Written in an engaging and student-friendly manner, Sales Force Management provides a blend of cutting-edge research and practical strategies. Author Gregory A. Rich delves into the challenges faced by today′s sales managers, covering topics such as technology, globalization, and social selling, keeping your students up-to-date with the latest developments in the field.
Download or read book Birth of a Salesman written by Walter A. FRIEDMAN and published by Harvard University Press. This book was released on 2009-06-30 with total page 367 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this entertaining and informative book, Walter Friedman chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and canvassers to one driven by professional salesmen and executives. From book agents flogging Ulysses S. Grant's memoirs to John H. Patterson's famous pyramid strategy at National Cash Register to the determined efforts by Ford and Chevrolet to craft surefire sales pitches for their dealers, selling evolved from an art to a science. "Salesmanship" as a term and a concept arose around the turn of the century, paralleling the new science of mass production. Managers assembled professional forces of neat responsible salesmen who were presented as hardworking pillars of society, no longer the butt of endless "traveling salesmen" jokes. People became prospects; their homes became territories. As an NCR representative said, the modern salesman "let the light of reason into dark places." The study of selling itself became an industry, producing academic disciplines devoted to marketing, consumer behavior, and industrial psychology. At Carnegie Mellon's Bureau of Salesmanship Research, Walter Dill Scott studied the characteristics of successful salesmen and ways to motivate consumers to buy. Full of engaging portraits and illuminating insights, Birth of a Salesman is a singular contribution that offers a clear understanding of the transformation of salesmanship in modern America. Reviews of this book: The history Friedman weaves is engrossing and the book hits stride with entertaining chapters on Mark Twain's marketing of the memoirs of Ulysses S. Grant (apparently Twain was as talented a businessman as a writer) and on the shift from the drummer--the middleman between wholesalers and regional shopkeepers--to the department store...In Birth of a Salesman, Friedman has crafted a history of an 'inherently unlikable process' with depth, affection and intelligent analysis. --Carlo Wolff, Boston Globe I very much enjoyed reading this book. It is well written, well argued, and thoroughly researched. Salesmen, Friedman argues, helped distribute the products of America's increasingly bountiful manufacturing industries, invented new forms of managerial hierarchies, investigated the psychology of desire, and were in the vanguard of America's transformation from a producer to a consumer society. He powerfully shows that the rise of modern business practices and the emergence of a particularly American culture of consumption can only be fully understood if we examine the history of selling. --Sven Beckert, author of The Monied Metropolis Walter Friedman's Birth of a Salesman: The Transformation of Selling in America is an important book. The modern industrial economy, created in the United States and Europe between the 1880s and the 1930s, required the integration of large-scale production and marketing. The evolution of mass production is a well-known story, but Friedman is the first to fill in the crucial marketing side of that industrial revolution. --Alfred D. Chandler, Jr., author of The Visible Hand and Scale and Scope With wit and verve, Walter Friedman gives us a cast of memorable characters who turned salesmanship from ballyhoo to behaviorism, from silliness to science. Informed by prodigious research, Birth of a Salesman also clarifies the birth of modern marketing--from an angle that humanizes its subject through wry, ironic, but serious analysis. This is a pioneering work on a subject crucial to American social, cultural, and business history. --Thomas K. McCraw, author of Creating Modern Capitalism
Download or read book Selling and Sales Management written by David Jobber and published by Pearson UK. This book was released on 2019 with total page 703 pages. Available in PDF, EPUB and Kindle. Book excerpt: This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. It also contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.
Download or read book Sales Technology written by Nikolaos Panagopoulos and published by Business Expert Press. This book was released on 2010-07-20 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contemporary sales organizations are spending billions of dollars or euros on sales technologies with the objective of streamlining the sales process, enhancing sales force productivity, and improving customer relationships. A variety of sales technologies exist such as customer relationship management (CRM) software, mobile sales force automation (SFA) applications, contact management software, and territory planning applications, to name just a few. In spite of the amount being invested in such technologies, however, few firms can claim to be enjoying performance improvements. In fact, the majority of companies are struggling to gain salesperson buy-ins and are failing to realize the intended return on investment (ROI). In addition, the introduction of such technological applications may cause stress to the sales force or disturb customer relationships. Against this backdrop, this textbook is concerned with how executives can effectively manage a complex and costly sales technology initiative in order to get the most out of it. In particular, the textbook begins by providing the reader with a detailed discussion on the various technologies that are being used by sales organizations. It then provides an exhaustive review of the factors that might lead to effective sales technology implementation and presents a managerially relevant conceptual framework, which illuminates the mediating pathways from using the system to salesperson productivity. Moreover, the textbook offers a wide array of key performance indicators (KPIs) that can be readily employed in order to monitor the progress and success of the implementation effort. Next, it offers a comprehensive method that executives can use to calculate the return on sales technology investment (ROSTI) in order to substantiate the business case for the technology. Finally, the textbook provides executives with a detailed three-stage process of sales technology implementation and discusses what essential work should be conducted in each stage.
