Download or read book Handbook of Marketing Scales written by William O. Bearden and published by SAGE. This book was released on 1999-11-12 with total page 568 pages. Available in PDF, EPUB and Kindle. Book excerpt: A total of 192 multi-item scales, each presented in a consistent format, on topics such as individual behaviour, consumer psychology, values and attitudes are provided in this 2nd edition. A comprehensive index is included.

Download or read book Scale written by Jeff Hoffman and published by Penguin. This book was released on 2014-08-14 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your concrete road map to rapidly grow your business and get your life back! Have you ever wanted to grow your business but held back because of fear that it would take over your life? As an owner, it’s all too common to feel you have to choose between your personal life and the success of your business. But the surprising truth is that the only way to truly scale and grow your company is to reduce its reliance on you. This means that, done right, scaling ensures that you can grow your business without sacrificing your life. Jeff Hoffman, a serial entrepreneur and former CEO in the Priceline (Priceline Yardsale) family of companies, and David Finkel, CEO of Maui Mastermind, a business coaching company with thousands of clients worldwide, offer a concrete road map for rapidly growing your business while also gaining more personal freedom. You’ll not only learn the best strategies to generate growth, but you’ll also get proven insider tips to sustain that growth through sound systems, empowered teams, and intelligent internal controls. Hoffman and Finkel will also show you how to overcome predictable obstacles in any pillar of your business—including sales, operations, and finance—with insight for building better lead-generation systems, managing cash flow, and retaining talent. You’ll learn how to: • Escape the Self-Employment Trap and build a business, not a job. • Systematize your business to reduce costs and increase capacity. • Ensure your company survives the “Hit by a Bus” test. • Uncover your company’s top leverage points (and execution strategies to implement what you discover). • Fund your growth with the seven cash flow commandments. • And much more. Scale offers a game plan to work less and get your business to produce more. Written by two worldclass entrepreneurs who have started, scaled, and successfully exited from multiple businesses, which collectively have generated tens of billions of dollars in sales, it gives you their bottom-line best ideas to effectively grow your company. If you have ever felt stuck in your business, not knowing the best way forward, this book is your mustread guide.

Download or read book Heels to Deals How Women are Dominating in Business to Business Sales written by Heidi Solomon-Orlick and published by Bmchawk Talks. This book was released on 2022-03-08 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: Heels to Deals: How Women are Dominating in Business-to-Business Sales documents how dozens of diverse women around the globe shattered the glass ceiling to become leaders in the field of professional sales-proving all the naysayers wrong. Their stories are reminders for young women that they can not only work in sales but also be front-runners. These women took a chance on themselves, and in this Heels to Deals anthology, they motivate young women everywhere to do the same-take a chance-because they already have within them precisely what it takes to achieve their goals, reach their marks, and dominate the B2B sales world. FOREWORD by Jill Konrath FOREWORD by Lori Richardson LETTER TO THE READER by Samantha McKenna LETTER TO THE READER by Farnoosh Brock INTRODUCTION: "Becoming" is the Journey by Heidi Solomon-Orlick CHAPTERS: Set New Standards of Performance by ALICE KEMPER Convert Conversations into Currency by PRECIOUS WILLIAMS Try to Genuinely Help Others by STELLA IKHNANA FEAR-Face Everything and Rise by SHAWANDA ROBERTS Be Your Authentic Self by CAITLYN GILL A Life of Service is One You will Never Regret by LORI DUNN Don't Take the Quota as Your Target by SHRUTI KAPOOR Start with a Verb by TONI PORTMANN Work Smart to Control Your Destiny by ANNIE ROCHE (MEWBORN) Ask and Solve by BRYNNE TILLMAN Defy Stereotypes to Make It Happen by KATHERINE McCONNELL Enter for the Money but Stay for the Relationships by SANDY ZHEN You Don't Have to Do It Alone by VICKI GURNEY You Determine Your Path by JEN FERGUSON Thrive on Making it Happen by AMELIA TAYLOR Rejection is Evident but Quitting is Optional by NATASHA D'SOUZA Become a Beacon of Knowledge by JENNIFER IVES Earn the Right to Ask for the Business by JENNY ANDERSON-FRASIER Great Sellers Follow a Process by LIZ HEIMAN Turn Impossible into I'mPossible by MESHELL BAKER Discover What Makes You Exceptional by WESLEYNE GREER B2B is Human-to-Human by ANITA NIELSEN Don't Shy Away from This Profession by CHANTEL GEORGE Prepare to Go from Zero to Hero by JANICE B GORDON Stand Up and Make Noise by MEGAN KILLION Don't Get Mad. Get Curious. by CHRISTINA BRADY Find New Hopes and Dreams and Forge a New Path by GINNETTE BAKER Take a Chance on Yourself Now by LESLIE VENETZ

Download or read book Scale or Fail written by Allison Maslan and published by John Wiley & Sons. This book was released on 2018-10-16 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: Scaling a business is not for the faint of heart. It’s a mind-bending journey that causes millions of business owners around the globe to either throw in the towel—or avoid risk entirely and suffer from smallness and mediocrity. Most of these businesses fail because they are ill prepared to face the real challenges involved in scaling. Either they don’t have the bandwidth to keep up with the sales demand or production, miss out on major opportunities due to fear, or keep making the same mistakes over and over because systems and processes aren’t in sync with the rate of growth. To truly scale, you must upsize your strategic practices, implement new marketing strategies, find new ways to build your team, and expand your mindset to break through whatever is keeping you stuck at the same level. Then you must be willing to take the leap into the giant unknown – to make your impossible possible. In Scale or Fail, author Allison Maslan—who has successfully scaled ten companies from scratch and has guided thousands of small businesses to do the same—shares her revolutionary SCALEit Method ® for successfully growing, replicating, and expanding your business. She also shares pivotal mindset strategies she’s used to break the fear barrier as a trapeze artist so you can move past any obstacle, take strategic Big Picture risks, and fulfill your dreams of business expansion and skyrocketing profit. Featuring a wealth of real-life success stories, visual tools, and exercises that are prescriptive and inspirational, Scale or Fail offers proven scaling strategies and a proactive approach to: Create your Big Picture Vision and build a plan to achieve it Produce an ever-flowing stream of cash flow with consistent profits Establish a powerhouse team that functions well without you Become a true leader and feel like you deserve your success Improve systems and processes that facilitate scaling Get past the mental and strategic pitfalls that cause revenue bottlenecks Scale or Fail is adaptable to any type of business—manufacturing, consumer goods, a brick and mortar, a digital service, a wholesaler, a consulting service, and everything in between. Whether you’re six figures and scaling to seven. . . or in the seven figures and scaling to eight or even nine, Scale or Fail provides the roadmap to multiply your business growth—and empower you to soar in the air with the greatest of ease.

Download or read book From Single to Scale written by Michael Killen and published by Apress. This book was released on 2018-09-07 with total page 221 pages. Available in PDF, EPUB and Kindle. Book excerpt: Scale your single-person business to profitability. Increase your audience, create multiple products, and generate more profit. This book takes you through the entire process of building a scalable business from the seemingly impossible place of "being just one person." Most single-person businesses are stuck in a pattern of exchanging time for money. Through this book, you will learn how to beat that feast or famine cycle of work. Ask yourself the following questions: Do I have to do the work or can I outsource it to someone else? Can I receive 1,000 orders tomorrow and handle it? Is the process/delivery repeatable so anyone can do it? What You'll LearnDevelop a profitable, scalable business from what you’re doing now Create content and attract an audience to that content Outsource your scalable process Scale your profit and money management Optimize your growth and prioritize meeting and exceeding your goals Who This Book Is ForConsultants, freelancers, owners of small to medium-sized businesses, developers, and entrepreneurs

Download or read book Scale at Speed written by Felix Velarde and published by Robinson. This book was released on 2021-06-10 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: Scale at Speed gets your business over the hump of doing fine to triple revenue in two years. Unlike other business growth books, this is a how-to guide, matching theory with easily actionable steps. Scale at Speed has helped founders, entrepreneurs and business leaders: - Chart a clear route to business transformation - Build enthusiastic and talented support for your vision - Uncover your unique value proposition - Introduce processes and KPIs - Untangle yourself from the day-to-day - Become a market leader while reducing marketing costs - Achieve the best exit price Written in a clear, honest and engaging style by Felix Velarde, founder of the 2Y3X growth accelerator, which has been helping businesses scale since 2016. Velarde founded one of the world's first web design consultancies, before spending a twenty-year career creating, growing and selling digital marketing's highest-profile businesses.

Download or read book Sales Engagement written by Manny Medina and published by John Wiley & Sons. This book was released on 2019-03-12 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Engage in sales—the modern way Sales Engagement is how you engage and interact with your potential buyer to create connection, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies. This book explores why a Sales Engagement strategy is so important, and walks you through the modern sales process to ensure you’re effectively connecting with customers every step of the way. • Find common factors holding your sales back—and reverse them through channel optimization • Humanize sales with personas and relevant information at every turn • Understand why A/B testing is so incredibly critical to success, and how to do it right • Take your sales process to the next level with a rock solid, modern Sales Engagement strategy This book is essential reading for anyone interested in up-leveling their game and doing more than they ever thought possible.

Download or read book Selling the Cloud written by Paul Melchiorre and published by . This book was released on 2020-10-14 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: Mark Petruzzi, an innovator in enterprise and cloud software product and services sales, channel/alliances strategy, and M&A deal advisory, and Paul Melchiorre, a vanguard leader in enterprise software product sales, pioneered the innovative strategies that have made enterprise-level cloud software sales a holy grail of B2B selling.In Selling the Cloud, the pair share the key methods they developed, refined, and applied for the past twenty-five years to become enterprise cloud software sales leaders. These concepts are designed for enterprise cloud software sales leaders and reps, but they are a solid reference for anyone involved in any type of B2B sales.Mark and Paul both came from modest means, attended college as first-generation college graduates, and went on to forge unique paths in software sales leadership. Over 25 years later, the two have been on every side of enterprise software sales and have learned the fundamental principles that set top performers apart.In Selling the Cloud, Mark and Paul share practical lessons and key characteristics needed to succeed in the sales climate of tomorrow: passion, velocity, grit, empathy, authenticity, creativity, resilience, trust, strategic thinking, and technology leverage. Throughout the book you will hear not only from Mark and Paul, but also from well-known titans of software sales from companies like Salesforce, Oracle, Cisco, Microsoft, IBM, Zoom, SAP, and DocuSign. The book brims with strategies individuals and organizations can apply to boost sales performance, help customers succeed, and grow careers and businesses.The fusion of enterprise software service sales, product sales, and executive leadership expertise in this book delivers a unique distillation of proven strategies to thrive in not only software sales but in sales at large.

Download or read book Continuous Discovery Habits written by Teresa Torres and published by Product Talk LLC. This book was released on 2021-05-19 with total page 201 pages. Available in PDF, EPUB and Kindle. Book excerpt: "If you haven't had the good fortune to be coached by a strong leader or product coach, this book can help fill that gap and set you on the path to success." - Marty Cagan How do you know that you are making a product or service that your customers want? How do you ensure that you are improving it over time? How do you guarantee that your team is creating value for your customers in a way that creates value for your business? In this book, you'll learn a structured and sustainable approach to continuous discovery that will help you answer each of these questions, giving you the confidence to act while also preparing you to be wrong. You'll learn to balance action with doubt so that you can get started without being blindsided by what you don't get right. If you want to discover products that customers love-that also deliver business results-this book is for you.

Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Download or read book SNAP Selling written by Jill Konrath and published by Penguin. This book was released on 2010-05-27 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.

Download or read book The Seven Figure Agency Roadmap written by Josh Nelson and published by Josh Nelson. This book was released on 2019-10-29 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Seven Figure Agency Roadmap is the must-have resource for digital marketing agency owners. Increase your income, work when and how you want, get your clients get incredible results...... and live your desired lifestyle. The Seven Figure Agency is designed to solve these issues you may be experiencing such as: * Too many agencies hit an income ceiling, and never make the kind of money (or the kind of impact) that they are capable of. They get stuck at one of the 3 plateaus: Startup, Struggle or even Success * Most agencies blame themselves, and try to work on their MINDSET -- But nothing changes because it's not your mindset that's the problem. It's the MODEL that needs to change. * The model that you bought into when you started your agency business is completely unscalable (Manual prospecting to get a few leads, chasing prospects down rather than getting them to come to you... and living off of project revenue so there's never consistent income or time for you). * For the last 5 years, the author has been working with a select group of agencies, taking them from Struggle to Success, Scale and Significance. Josh Nelson has a very new approach and he shares the very best of what is working in his business & for the agencies he works with to build million dollar agencies. This book is essential reading for agencies of all types and experience-levels and is of particular value for anyone looking to start a digital marketing agency to short cut growing pains and accelerate their growth to Seven Figures & Beyond.Forget the old concept of a general, digital marketing agency that takes years to establish - there's no need to wait when you have The Seven Figure Agency Roadmap. Whether your dream is to control your schedule or earn six figures in a month, The Seven Figure Agency Roadmap is your manual.This set of turn-by-turn directions to building a digital agency teaches: * How Josh went from virtually bankrupt to running a hypergrowth agency that made the Inc 5000 list of fastest growing companies in the Untied States 4 years in a row * How to build the team that will manage the day-to-day operations * How top agency owners grow to seven figures within a year * How to add $5,000 in monthly recurring revenue to your agency every single month * How to rapidly establish authority in any niche, so clients ask to work with you When you purchase the book you get access to a workbook that help you put the ideas into action: * Multiple case studies & long form interviews with members of Seven Figure Agency Coaching who have grown their revenue to seven figures, hired teams to replace themselves, or sold their agencies for a nice profit * Josh's templates you can copy for setting goals, designing your marketing, and tracking performance * How the Seven Figure Agency principles create a life shaped to your goals

Download or read book SPIN Selling written by Neil Rackham and published by Routledge. This book was released on 2020-04-28 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Download or read book Scale for Success written by Jan Cavelle and published by Bloomsbury Publishing. This book was released on 2021-02-04 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'Both inspires and exposes the challenge of making it big.' – Financial Times All it takes to start a business is a great idea and initial funding. But when it comes to growing and scaling a business – turning it into an enduring success – it becomes much more difficult to manage and sustain the various elements that are involved. You need to set out a clear plan, sustain funding, optimise marketing opportunities and develop an effective team. There are many opportunities to fail but, with Scale for Success, readers will gain valuable insights and practical advice from a global array of entrepreneurs and business leaders who have paved the way to their own versions of commercial success. Scale for Success features 30 entrepreneurs and CEOs, including Dame Shellie Hunt, Jeremy Harbour, David Meerman Scott and Paris Cutler. These inspiring figures share their stories of successful growth and scaling and, most importantly, the practical and adaptable advice and guidance that led to their businesses moving effectively on to the next stage of growth. With insights from world-renowned figures in industries such as tech, real estate, marketing and fashion, this book provides an eclectic array of original ideas and approaches that have been proven to be effective. Narrated and curated by writer and former entrepreneur Jan Cavelle, this book provides an engaging and enlightening pathway to scaling success.

Download or read book Sweat Scale Sell written by Pavlo Phitidis and published by Pan MacMillan. This book was released on 2019-10 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: "An astonishing 94.6% of businesses fail to sell, closing at an enormous cost to the owner, their family, their staff and the economy. It’s a shocking realisation to many business owners that after all the courage it took to start, the creativity and care it took to build, every business faces only two possible ends: a sale or closure. So you’ve got to build to $ell. Sweat, Scale, $ell shares real business-building stories about how ordinary business owners changed their fate using the Asset of ValueTM method, a practical approach to building a winning business. With Pavlo Phitidis, they Sweated to reshape their business to be relevant to a changing world; they built a solid foundation for Scale; and then they pressed hard on the accelerator to ramp up growth in preparation for $ale to create a business any buyer would want. Phitidis draws on 25 years of direct experience in conceptualising and building businesses across four continents. He has developed and brought to market business assets in excess of US$300 million through a combination of business start-ups, turnarounds, sales and acquisitions. Phitidis started, built and sold 12 businesses in nine years and took the lessons from the two failures, two IPOs and eight sales to build a business that builds businesses. As a co-founder of Aurik he has worked with over 1 500 established businesses across most sectors in the economy, including family businesses, partnerships and lone business owners."--Back cover.

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

Download or read book The Sales Acceleration Formula written by Mark Roberge and published by John Wiley & Sons. This book was released on 2015-02-24 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt: Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.