Download or read book Innovative Team Selling written by Eric Baron and published by John Wiley & Sons. This book was released on 2013-05-08 with total page 277 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales teams have the potential to do great work. Most sales teams do not devote enough energy to meeting dynamics and process awareness. The skills related to this are critical components of effective teamwork, collaboration and innovation, both internally and externally. Innovative Team Selling places the focus squarely on what will actually make team selling work within organizations large and small. It outlines how to help your teams master new skills in five specific categories: interpersonal, communication, presentation, problem solving, and facilitation. Author Eric Baron also explores the challenging issue of leveraging resources to develop innovative solutions for clients in order to compete effectively in a globalized economy. Offers actionable strategies and techniques to improve collaboration, innovation and team processes Demonstrates how to put the right members on the sales call, and how to leverage their expertise before, during and after the call Explores in depth how teams can work effectively on a day-day-day basis to outperform their competition Author Eric Baron is founder of The Baron Group and is a highly acclaimed public speaker and has spoken to hundreds of organizations, trade associations and industry groups throughout his career; he is also an adjunct professor at Columbia Business School where he teaches his very popular course, Entrepreneurial Selling Skills to second year MBAs Innovative Team Selling shows you how to lead and participate in teams that work together effectively; strategize prior to the client meetings; make successful team sales calls; and debrief honestly to determine how to learn and grow from the experience.
Download or read book Sales 2 0 written by Anneke Seley and published by John Wiley & Sons. This book was released on 2008-12-23 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0 is the marriage of Web 2.0 technologies with innovative sales processes. The book shows readers how to redeploy their sales teams for greater bottom-line results and reveals all the differences between Sales 2.0 and traditional selling. Through real world case studies, readers will learn how industry leaders achieved phenomenal results and a competitive advantage. Applicable to sales teams in any industry, Sales 2.0 presents the future of sales today.
Download or read book The Innovative Team written by Chris Grivas and published by John Wiley & Sons. This book was released on 2011-11-02 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: New tools for tapping the creativity of teams and achieving breakthrough results The Innovative Team is an engaging business fable that reveals the impact our underlying work style preferences have on our teams and their results. The authors present a breakthrough thinking process for developing successful teams. They introduce a uniquely effective set of tools built on FourSight, a measure of problem-solving preferences field-tested by top consultants, which can help anyone from professionals to novices solve problems and achieve performance breakthroughs. FourSight enables teams to understand their patterns of thinking and manage themselves more deliberately toward accomplishing a goal. Written as a business fable that recounts the story of a team's journey from dysfunctional to high functioning Outlines a new and effective set of tools for enhanced team performance Details the four stages of a dynamic breakthrough thinking process The Innovative Team offers a great resource for management and leadership development professionals, team leaders, and anyone interested in kick-starting innovation in their workplaces and lives.
Download or read book The Team Selling Solution written by Steve Waterhouse and published by McGraw Hill Professional. This book was released on 2004 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publisher Description
Download or read book The Innovative Sale written by Mark Donnolo and published by AMACOM. This book was released on 2014-02-20 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: A left-brained salesperson uses logic and process to analyze their way to success. A right-brained salesperson flies by the seat of their parents to stumble upon exciting, innovative ways to bring in new business. Which is the better way to find success? Yes!When the left-brained learns how to integrate the right-brain aptitude for creativity, and the right-brained discovers how to draw on the left-brain affinity for operating analytically, a hybrid sales genius results who has learned how to address all their customers’ needs and can land more sales than they ever imagined possible. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to:• Define the sales challenge• Question assumptions and look for ways to reframe the problem• Mine unrelated situations for fresh solutions• Get comfortable with feeling lost as you explore new directions• Break some rules and learn to “grow with the flow”Drawing on the work of pioneering geniuses in design, architecture, and the arts, the tools and tips of this game-changing book will help any salesperson--left- or right-brained--unleash their own unique powers of intuition and innovation.
Download or read book Selling is a Team Sport written by Eric Baron and published by Prima Lifestyles. This book was released on 2000 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The sales consultant to AT&T, American Express, and Citicorp shows how to effectively use every asset in a company--from executives to engineers--to build a sales team second to none.
Download or read book Innovative Selling written by Eden White and published by Business Expert Press. This book was released on 2020-05-19 with total page 187 pages. Available in PDF, EPUB and Kindle. Book excerpt: Innovative Selling is a unique book for corporate sales professionals and their sales leaders about how to prepare, manage, cope, and succeed at corporate global sales. Recent research has discovered concerning underlying discontent with professional sales people who represent global sales organizations. This book assists the sales professionals with navigating the dilemmas and pitfalls that confront today’s corporate sellers so they emerge at the other end mentally healthy, skilled, and sane. The book also tackles and simplifies the basic steps of the overall sales process, territory planning, and product training, so as to ultimately improve your sales results. Many sales people today are looking for a simple and concise book to guide them through the corporate sales process–this is the book for you.
Download or read book Selling in a New Market Space Getting Customers to Buy Your Innovative and Disruptive Products written by Brian Burns and published by McGraw Hill Professional. This book was released on 2009-12-18 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your new product has changed the rules of the market. Now, you have to change the rules for selling it . . . Providing a truly innovative product or service is the difference between life and death for companies today. But once you’ve produced it, you have to answer the next big question: How do I sell this unique offering to customers who don’t even know they have a need for it? Brian C. Burns and Tom U. Snyder compared 27 highly successful emerging-growth and start-up corporations with 78 less successful companies in similar fields. The difference, they learned, lies neither with the product nor with marketing but with the sales strategy. In short, the losers relied on conventional sales methods; the winners deployed a unique sales strategy that focused on how organizations make decisions. Selling in a New Market Space helps you develop a sales strategy to approach potential buyers the right way—the first time around—using what the authors call the “Maverick Method.” This game-changing guide explains: What Maverick sellers do differently and why they hold the key to your success Where to find salespeople with the skills for selling to a new market How to create early market segments and marginalize competitors When to transition them away from Maverick selling Don’t be a victim of your own success. What good is the product you put all that money into if you can’t sell it? If you want to get the most out of your innovative offering, you need to create a new class of salesperson. With Selling in a New Market Space, you have the tool for driving your new product to the limits of its potential.
Download or read book Social sustainability at work A key to sustainable development in business written by Francoise Contreras and published by Frontiers Media SA. This book was released on 2023-03-17 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Dealstorming written by Tim Sanders and published by Penguin. This book was released on 2016-02-23 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales genius is a team sport. As a B2B sales leader, you know that by Murphy’s Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones—the last thing you need when millions of dollars are on the line. "Dealstorming" is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it “a Swiss Army knife for today’s toughest sales challenges.” It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at companies such as LinkedIn, Altera and Novell. The strategies laid out in Dealstorming have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make dealstorming work for you.
Download or read book Naked Sales written by Ashley Welch and published by . This book was released on 2017-09-26 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: You've worked hard to make your sales operation a success, and you've achieved results. But in an age of ever-changing technologies and increasing customer demands, if you're selling like you always have, you're leaving deals on the table-and reducing potential. You can reinvigorate your sales organization, create new opportunities, and build competition-proof customer relationships when you start thinking like a designer. Design Thinking is a customer-centric innovation process that transforms the way one sells, whether it's an inside sales team or a group of field reps with multimillion-dollar portfolios. Welch and Jones's proven Sell by Design methodology will reduce the time it takes to get a first call, build pipeline, and increase deal size. And it reestablishes a deeper human connection in an era of automated response. Naked Sales will show you how firms like Salesforce, Hyland Software, and Ellie Mae are using this approach to stay customer-centric and increase revenue. Learn more at www.somersaultinnovation.com.
Download or read book EBOOK Marketing The Core written by KERIN and published by McGraw Hill. This book was released on 2017-01-26 with total page 608 pages. Available in PDF, EPUB and Kindle. Book excerpt: EBOOK: Marketing: The Core
Download or read book Selling is Dead written by Marc Miller and published by John Wiley & Sons. This book was released on 2012-06-29 with total page 215 pages. Available in PDF, EPUB and Kindle. Book excerpt: A manifesto for reinventing the sales function Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.
Download or read book Mastering Selling Skills written by Hassan El-Zein and published by Hassan El-Zein. This book was released on 2021-01-21 with total page 47 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction Selling is a process that proceeds from devising into prospecting, encountering, and then closing. Questions that are related to these four stages must be catered to: · What technological tools must the salespeople be empowered with? · Should a salesperson interact more with existing customers or new customers? · What are the right questions that salespeople should use in addressing prospects? · What are the tactics or strategies to close the sale? After understanding all the critical elements in the selling process, one should have a deeper insight into the essentials of service, communication, and negotiation, without overlooking the importance of cultural and emotional intelligence. Service is all about consistency and catering to the needs of the customers. One of the major needs of the customer is the competitive price. What are the other major needs? What additional needs must be fulfilled for each service or business one is in? Tenacity is a major skill needed by both salespeople and customer service personnel. What are the other necessary skills? What is customer relationship management? Surely, we will answer all of this in a highly concise communicative style! Communication is all about listening, body language, proper usage, and skills of both e-mail and telephone operations, as well as presentation skills such as PowerPoint. This book has a section called “Helicopter View” that will concisely explain CRM sales and service as well as major useful shortcuts in PowerPoint. Communication must also be clear, concise, and complete. Based on this, this eBook is built! Negotiation is all about planning and anticipating. One must be well prepared to overcome impasses, know his or her reservation prices, master the major negotiation tactics, and counter them meticulously. This is not all! What happens if you have to sell something abroad? Do you have the necessary cultural intelligence? How much knowledge do you have of various cultures? What is your level of adaptation? And is that motivating enough to you? In addition to the cultural quotient, we will also cover the criticality of the emotional and adversity quotients. As you can see, selling requires a lot of skills. Yet if you attain them all as this eBook will guide you, it is guaranteed you can sell any good product or service!
Download or read book Communicating Ideas written by Heath Row and published by Independently Published. This book was released on 2021-04-30 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: Communication hasn't changed that much since the days of Aristotle-believe it or not. Even with the Internet, social media, mobile phones, and augmented reality, how we communicate ideas has largely stayed the same. Discover long-lost and oft-forgotten, time-tested communication secrets-and improve your work, family, community, and personal life. In just five days, learn how to get your point across like a pro. In this book, Communicating Ideas, longtime Google Researcher and business journalist Heath Row takes the guesswork out of selling innovation and new ideas at work, at home, and in your community. Heath Row has worked as a business and technology journalist, marketer, and educator for more than three decades. Now you don't have to attend a leading private university or work in Big Tech to benefit from his advice, experience, and ideas. There has been one element common and consistent to the best work Heath has ever done, or encountered. That common and consistent element is the idea. Whether it's the article or story idea that inspires a writer, reporter, or editor-and in the end, a reader; the new technology, tool, or software that catalyzes the creative efforts of a new development team or business entity; the business idea that energizes the entrepreneur, startup team, or venture capitalist; the theme or topic that brings a gleam to the eye of a student; or the innovative concept or approach that captures the enthusiasm of the salesperson, marketer, or buyer; it is the idea that makes the world go 'round. How we approach identifying and developing new ideas is important. Even more important, however, is how we let other people know about those ideas-how we communicate our ideas. Inside Communicating Ideas, you'll find: ●An original Foreword by Tim Sanders, New York Times bestselling author of Love Is the Killer App: How to Win Business and Influence Friends ●Sanders's recommended reading plan-just five days to being able to successfully sell your own innovations ●The most important components of any communications plan or strategy ●The 11 steps Heath recommends you take-in order-regardless of whether you're communicating your ideas to coworkers, family, friends, community members, or other important and influential people in your life ●Four case studies exploring the ups and downs, and the ins and outs of various ideas Heath has communicated over the course of his career-including one abysmal failure ●Advice and commentary from a wide range of business leaders and activists ●Inspiring and provocative quotations from innovators, leaders, and visionaries ●Open-ended workbook prompts and note sections designed to help you determine, document, and develop a dedicated approach to communicating your own idea-no matter what it is!
Download or read book Smarter Selling written by David Lambert and published by Financial Times/Prentice Hall. This book was released on 2011 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn what works and what doesn't work in selling today. The authors illustrate how to meet buyer's needs and increase sales numbers.
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-05-05 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.
