Download or read book Get in the Sales Game The Playbook for Winning in Sales When the Game Has Changed written by Sweet Sue Kouchis and published by eBooks2go, Inc.. This book was released on 2021-09-13 with total page 54 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get in the Sales Game is a groundbreaking one-of-a-kind sales book that can help you close more business. It talks about tips and tricks in selling in the new sales environment. March 2020 was a pivotal moment of new change in the world of sales. With so many countries and states shut down by stay-at-home orders, our normal way of sales-life was rocked to its very core. Sales professionals who used face-to-face, handshake, ground game, and give-a-hug styles of selling had to power pivot to stay in the game.
Download or read book Game Plan Selling written by Marc Wayshak and published by Marc Wayshak Communications LLC. This book was released on 2014-01 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's technology-saturated world, information is cheap. The Internet has changed everything for prospects--not to mention for the salespeople who hope to win their business. Prospects no longer need that big sales pitch touting all the features and benefits of a product. What's more, they have come to resent old-school selling techniques. As Marc explains in Game Plan Selling, winning the business of well-informed prospects is very similar to winning in sports. Consistent success--both in sales and on the field--requires a distinct strategy, a repeatable process and a clear plan to execute with commitment and passion. In this highly practical book, you will learn how to: *Separate yourself from the competition; *Use a simple system to close sales more quickly and with greater frequency; and *Create a personal selling plan to virtually guarantee success.
Download or read book The Sales Playbook written by David I Hill and published by . This book was released on 2016-04-07 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Changing the Game written by Graham Christie and published by John Wiley & Sons. This book was released on 2021-06-25 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Complete and Comprehensive Guide to Business Transformation As digital technologies and consumer expectations continue to disrupt almost every industry sector, companies are placing greater emphasis on developing and implementing transformation programs. Changing the Game offers the practical knowledge required to create a dramatic step-change in company performance. Designed for executives and managers responsible for a transformation in any type of company and situation, this comprehensive real-world playbook covers the change process from start to finish — from assessing the situation and determining strategic priorities, to developing a roadmap, establishing the governance structure, managing initiative delivery, and evaluating the impact of the transformation. Adopting a robust and pragmatic approach to every stage of business transformation, this authoritative volume explains where to start, identifies key areas of focus, and describes the strategies, decisions, and actions necessary for achieving results. Throughout the text, case studies of leading organizations highlight essential tools and approaches, examine key challenges, and evaluate their impact. A wealth of practical tools help readers build a foundation for change in their organization, define a clear path forward, mobilize teams, assign responsibilities, execute initiatives, track progress, sustain momentum, and more. Provides detailed guidance on envisioning, designing, managing, and delivering a successful company, function or team transformation Enables readers to create a dramatic change in company performance with a results-focused approach based on leading management practices Contains more than 20 in-depth sections representing the entire transformation journey Includes numerous ready-to-use tools and templates, including 50 exhibits, that can be adopted in any organization to accelerate results Features tips and advice from top-level executives at leading companies and government organizations Changing the Game: The Playbook for Leading Business Transformation is an invaluable step-by-step blueprint for executives, managers, teams, and consultants involved in devising and executing transformation programs.
Download or read book Changing the Playbook written by Howard P Chudacoff and published by University of Illinois Press. This book was released on 2015-12-15 with total page 217 pages. Available in PDF, EPUB and Kindle. Book excerpt: "In Changing the Playbook, Howard P. Chudacoff delves into the background and what-ifs surrounding seven defining moments that redefined college sports. These changes involved fundamental issues--race and gender, profit and power--that reflected societal tensions and, in many cases, remain pertinent today: the failed 1950 effort to pass a Sanity Code regulating payments to football players; the thorny racial integration of university sports programs; the boom in television money; the 1984 Supreme Court decision that settled who could control skyrocketing media revenues; Title IX's transformation of women's athletics; the cheating, eligibility, and recruitment scandals that tarnished college sports in the 1980s and 1990s; the ongoing controversy over paying student athletes a share of the enormous moneys harvested by schools and athletic departments. A thought-provoking journey into the whos and whys of college sports history, Changing the Playbook reveals how the turning points of yesterday and today will impact tomorrow."
Download or read book The Performance Management Systems Playbook written by H. James Harrington and published by CRC Press. This book was released on 2023-12-22 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: The objective of the ISO 56002 standard is to provide a framework on how to build an innovation ecosystem that can be sustained over time. Similar to the quality management system that ISO established decades ago, this standard provides instructions related to best practices on how to establish an Innovative Management System within an organization. However, it does not provide guidance on how to implement and/or use the standard. The ISO Standard 56004 Innovation Management Assessment was designed to define the maturity level of an organization's Innovation Management System. The primary purpose of most Innovative Management Systems is to process a continuous flow of new and highly creative outputs that will meet external customers’ needs and expectations. The users of ISO 56002 and 56004 know that they are "what to do" documents. This book, however, shows you how to do it! Both ISO Standard 56002 and 56004 are focused on improving the organization's innovative management system. This book focuses on how to train employees on how to use the system to add value to the organization’s stakeholders. There are no books out on the subject – this book greatly assists managers, business leaders, entrepreneurs, and consultants seeking help in using the innovation management system effectively and efficiently. Essentially, this book presents an effective marriage between the innovative management system and how it will operate when it becomes part of the operating procedures.
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 The Ultimate Sales Manager Playbook written by Bill Zipp and published by Morgan James Publishing. This book was released on 2020-10-13 with total page 116 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Ultimate Sales Manager Playbook provides proven principles and practices for becoming a successful sales leader. From motivation—connecting with salespeople in a way that lights a fire in their soul—to mobilization—coaching salespeople to execute sales processes at the highest levels of excellence—it’s all in The Ultimate Sales Manager Playbook. Sales managers learn how to establish trust, provide praise, build a winning sales culture, conduct effective one-on-one’s, and make their meetings matter again, or perhaps, matter for the very first time. Then they learn how to take all that and multiply it in others through hiring well and promoting wisely. The information in The Ultimate Sales Manager Playbook has been forged in the fires of decades of sales leadership. Throughout its pages, there is real, actionable content that will change sales managers, their salespeople, and both of their careers forever.
Download or read book Sales Is a Team Sport written by John Fuggles and published by Business Expert Press. This book was released on 2022-09-20 with total page 238 pages. Available in PDF, EPUB and Kindle. Book excerpt: We see teamwork in every sphere of business, so why should sales be any different? Sales is a critical part of any business, whether it’s for survival or to grow and scale. Often salespeople are seen as independent hunters and farmers working to serve their company, but that would be wrong. Salespeople may be the tip of the spear when it comes to winning business, but great sales success is built on teamwork. This book sets out to identify the key components and helps the reader understand what it takes to build the best team from people, skills, processes, technology, and systems. Broken down into chapters that cover everything from the sales process and managing opportunities, to the important role played by marketing, and why CRM is not just a piece of software. Sales is a team sport. Like all team sports there are those that play on the field and those that work to help the team perform. In any organization everyone plays a part. In the field of sales, understanding how this all comes together will not only help any company, but also anyone that reads the book and wants to get more out of their role, or move their business forward and achieve greater sales success as a team. The book is filled with personal anecdotes and real-life examples from the author’s career in sales.
Download or read book Selling Your Way IN written by Kristie K. Jones and published by Morgan James Publishing. This book was released on 2024-08-20 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling Your Way IN empowers those who want to go from a job with a set income to a sales career where they set their own income and own their lives. Author Kristie Jones goes deep into the often neglected, but hugely impactful practices embraced by sales “rockstars,” those elite professionals at the top ten percent of the earnings ladder. Applying the principles in Selling Your Way IN will ensure readers reach their professional and financial goals by understanding their sales superpower, their secret weapons, how to pick the right sales role, and how to leverage mental memory, much like athletes rely on muscle memory, so that they can outperform and outearn their peers. Selling Your Way IN provides readers a comprehensive understanding that there are jobs with a set income and jobs where one sets their own income, preparing them to pursue the latter.
Download or read book Sales Management Success written by Warren Kurzrock and published by John Wiley & Sons. This book was released on 2019-10-22 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results. While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book: Contains the most up-to-date strategies for sales executives Offers compelling real-world examples Includes the ideas and tools that can be put into action immediately Draws on the experience of the CEO of Porter Henry & Co. Reinforces the immediate application and learning with assessments, exercises, professional toolbox Sales Management Success: Optimizing Performance to Build a Powerful Sales Team offers a well-organized, real-world process for today's sales leader to meet the challenge of a most challenging, chaotic job.
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Download or read book Winning in Sales The Essential Sales Playbook written by Richard Rovai and published by Lulu.com. This book was released on 2014-01-21 with total page 158 pages. Available in PDF, EPUB and Kindle. Book excerpt: Traditionally sales training has focused on selling skills. This book is unlike most of its kind because it places its greatest emphasis on strategies and having a winning mindset. Effective strategies and a winning mindset go hand in hand with traditional selling skills. The strategies presented in this book seek to take a lot of the activities that salespeople already do and make them much more effective. This is also a tool for sales managers to support their sales teams.
Download or read book The Qualified Sales Leader written by John McMahon and published by John McMahon. This book was released on 2021-04-22 with total page 235 pages. Available in PDF, EPUB and Kindle. Book excerpt: The learnings in The Qualified Sales Leader will help you and your sales team sell more, make more money and grow your career in enterprise sales. Luca Lazzaron-CRO Sprinklr Almost monthly someone asks me, “When are you going to write a book”. When I ask, “Why?”, people tell me, “Because no one has written a sales leadership book with practical, solutions to real life issues in enterprise SaaS sales forces”, Why: 62% of sales reps fail, not because they couldn’t sell but because they were assigned the wrong accounts. Sales leaders don’t align skillsets to account complexity. Sales rep attrition at most SaaS companies is over 20% Sales leaders can’t recruit A players Sales Leaders don’t coach their reps on deal advancement issues Most sales leaders are “glorified scorekeepers” Most sales leader don’t motivate their sales team They’re focused on deals, not rep competency Sales forecasts are inaccurate because most reps game the CRM system. Sales team leaders lack qualification of sales stage exit criteria Many salesforces only win 50% of their proof of concepts They can’t frame a winning POC Criteria 8 of 10 executive buyers say the sales meetings they take are a waste of time. Sales reps lack the ability to sell business value. 42% of reps in enterprise sales say one of the top 3 biggest challenges is to establish urgency. Reps don’t quantify critical business pain to create a buying influence. Reps can’t find high-level business champions, only low-level coaches They can’t find pain above the noise. Many reps find pain but can’t attract a champion They’re selfishly focused on closing a sale instead of earning trust. Most reps say they feel out of control during the sales process. Reps can’t find a champion to help them control the process. 50% of reps say they can’t overcome price objections while companies struggle to increase the average deal size. Most sales reps are vending, not selling. Their reps aren’t immersed in the customer conversation. The reps are “thinking”, not “knowing” the key elements of the customer use case Top sales leaders will find the answers to these issues and more in The Qualified Sales Leader
Download or read book Consumer Evolution written by Charles Grantham and published by John Wiley & Sons. This book was released on 2002-10-15 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Consumer Evolution explores the effects of the Internet on the minds of customers and of employees and how it effectively changed the rules of business. It provides business executives with an understanding of the changing social psychology of customers, prospects, employees and markets brought about by the pervasiveness of the Internet. Consumer Evolution examines the new psychology that must be factored into the development of successful business strategies. Using specific examples and case studies, Consumer Evolution offers nine effective business strategies that take these psychological changes into account. It presents vital insight into the constantly changing buying patterns of consumers and lays the foundation for a competitive strategy in an environment in which customer relationship management has become a driving business force. Managers will find expert advice for developing branding and advertising programs that connect them more closely to their customers while also discovering fresh business strategies for maintaining market position, exploiting the business cycle, competing globally, and defining customer need.
Download or read book Copywriting Demystified The Foolproof Guide to Writing Copy That Sells written by Shu Chen Hou and published by KOKOSHUNGSAN®. This book was released on with total page 155 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you struggle to write copy that converts? Do you find yourself spending hours trying to craft the perfect message, only to see lackluster results? If so, you're not alone. Writing copy that sells is one of the most challenging aspects of marketing. But with the right guidance, anyone can learn to write copy that engages their audience and drives conversions. Introducing "Copywriting Demystified: The Foolproof Guide to Writing Copy That Sells". This comprehensive guide is the ultimate resource for anyone looking to master the art of copywriting. Whether you're a business owner, marketer, or freelance writer, this guide will teach you everything you need to know to write copy that converts. Written by a team of seasoned copywriters and marketers, "Copywriting Demystified" is packed with practical tips, real-world examples, and actionable advice. You'll learn how to identify your target audience and craft messaging that resonates with them. You'll discover the secrets of writing headlines and subheadings that grab attention and keep readers engaged. You'll learn how to use storytelling techniques to build trust and establish credibility with your audience. But "Copywriting Demystified" isn't just about the basics. This guide goes beyond the fundamentals of copywriting to cover advanced techniques for optimizing your copy. You'll learn how to write effective calls-to-action that drive conversions and boost sales. You'll discover how to optimize your copy for search engines and increase your online visibility. What sets "Copywriting Demystified" apart from other copywriting guides is its focus on practicality. This guide doesn't just tell you what to do, it shows you how to do it. You'll find plenty of real-world examples and case studies to illustrate key concepts and help you apply them to your own writing. But don't take our word for it. Here's what some of our readers have to say: "This guide is a game-changer. I've been struggling to write effective copy for years, but "Copywriting Demystified" has given me the tools and confidence to take my writing to the next level." - John, small business owner "I've read plenty of copywriting guides, but this one stands out. It's comprehensive, practical, and easy to follow. I've already started seeing better results from my writing." - Sarah, marketing professional So what are you waiting for? If you're ready to take your copywriting skills to the next level, "Copywriting Demystified" is the guide you've been looking for. Order your copy today and start writing copy that sells.
Download or read book From Irrelevant to Indispensable written by Rao Garuda and published by Archway Publishing. This book was released on 2019-02-13 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: Many financial advisers feel challenged by the changing terms of engagement regarding their approach to acquiring new clients and serving existing clients. We offer readers three key resources: First, a sales process that is client-centric and delivers value that cannot easily be accessed elsewhere by the prospect. Second, a software system that enables advisers to offer objective choices to clients that eliminate conflicts of interest and support best interest standards. Third, a network of like-thinking financial service professionals, educated and trained in the ways of the future by a faculty that is among the last of a storied generation in our industry.
