Download or read book Sales Insanity written by Cannon Thomas and published by . This book was released on 2017 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales Insanity is unlike any other sales improvement book ever written. Rather than celebrating best practices, it describes 20 WORST practices as seen through the eyes of a veteran sales consultant. In these 20 short vignettes, you will be both entertained and educated, as you learn the secrets of what NOT to do in a sales force. Ever.
Download or read book Sales Insanity written by Jason Jordan and published by . This book was released on 2017 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: Thousands of books have been written about the right things to do in sales. Sales Insanity is the EXACT OPPOSITE of those books. Rather than extolling the virtues of good behavior, Sales Insanity helps you avoid the disastrous outcomes of bad sales behavior. It reveals the things you should NEVER do under any circumstance, because these actions always cause you to lose sales. So what are these deadly Worst Practices in sales? What unintentionally insane things do you do every day that cost you money? Jason Jordan has the answers, because he's witnessed the sales Worst Practices first-hand. With keen insight and excellent storytelling, Jason shares 20 entertaining stories that prove a point: While it's good to know what to do, it's even better to know what not to do. Read this book, laugh out loud, end your bad behaviors, and sell more! Note that this book is unlike Jason's best-selling book Cracking the Sales Management Code. Sales Insanity is meant to be both education and FUN! The tone is lighthearted, and the chapters short and digestible. Of course, with insights and learnings along the way.
Download or read book The Science of Selling written by David Hoffeld and published by Penguin. This book was released on 2022-02-08 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot
Download or read book Cracking the Sales Management Code The Secrets to Measuring and Managing Sales Performance written by Jason Jordan and published by McGraw Hill Professional. This book was released on 2011-10-14 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
Download or read book Selling Is a Mind Game written by Warren Schoening and published by AuthorHouse. This book was released on 2012-02 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling Is a Mind Game is a comprehensive guide for individuals entering the sales profession or for the veteran to reexamine basic sales fundamentals for successful selling. This book provides a straightforward presentation by addressing which skill sets are necessary to achieve success. An expansive approach provides each reader with the opportunity to apply individual product and industry knowledge for personal skill development. DECISION-MAKING IS A MENTAL PROCESS A favorable setting and relaxed atmosphere is desirable; however, buying decisions are not made on the golf course, in restaurants, or in offices, but instead in the buyer's mind. Sales conversations and presentation material must parallel how buyers mentally process information. DISCOVER THE DECISION-MAKING PROCESS Selling Is a Mind Game focuses on the buyer's decision-making process. This unique perspective provides an understanding of how buying decisions are made and demonstrates how to take advantage of that process via sales disciplines and techniques. IDENTIFY SELLING DISCIPLINES / TECHNIQUES THAT PARALLEL THE DECISION-MAKING PROCESS PLACING BUYER AND SELLER ON CORRESPONDING PATHS Each selling discipline/technique has a specific objective and is aligned with the buyer's mental process, which guides the sales conversation, and a proposal toward a positive buying decision. ADDITIONAL TOPICS THIS BOOK EXPLAINS AND TEACHES: THE ART OF PERSUASION Ability to influence others RULE OF "80" FUD FACTOR Fear-Uncertainty-Doubt SELLING LANDSCAPE Understand how the "game" is played FEATURES & BENEFITS Features Tell-Benefits Sell TAKING THE SALES STAGE Superstar vs. Average BUYING SIGNALS Know when to close WHY BUYERS PRESENT OBJECTIONS Learn why the no-sale sign goes up
Download or read book Selling to Zebras written by Jeff Koser and published by Greenleaf Book Group. This book was released on 2008-10 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that salespeople spend time with prospects who, 85 percent of the time, aren't going to buy. Wouldn't those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executive level? Readers who are ready for exceptional results for themselves and their companies need "Selling to Zebras". The Zebra way can help salespeople identify the perfect prospects for their companies--their Zebras--and develop a sales process that will help them close deals 90 percent of the time. The Zebra method of selling will: Increase close rates; Shorten sales cycles; Increase average deal size; Reduce discounting and increase margins; Make better use of scarce resources; Make customers happy, creating a stable of great references. Jeff and Chad Koser don't just offer theories and concepts. They give readers specific tools, models, and spreadsheets they can customise to make the Zebra way the best way for their companies to do business.
Download or read book The Southwestern Reporter written by and published by . This book was released on 1921 with total page 1134 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book 54321 the Journey to a Sale written by William Munn and published by 54321 Sales Training. This book was released on 2007 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a book that addresses counterproductive behaviors in sales and the means by which to identify them and overcome them. It details a five step process that will increase the probability of realizing a sale based on the customer's real needs.
Download or read book The American and English Encyclopaedia of Law written by David Shephard Garland and published by . This book was released on 1900 with total page 1296 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The American and English Encyclop dia of Law written by David Shephard Garland and published by . This book was released on 1900 with total page 1294 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Future of the Sales Profession written by Graham Hawkins and published by . This book was released on 2017-03-24 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: B2B sales is harder than ever before. Product lifecycles are getting shorter, sales cycles are getting longer, there are more competitors entering the market, and buyers are doing most of their research online before they even call you. When you finally get the meeting, buyers only want your best price.Despite all of this, your manager keeps asking for more - more calls, more meetings, more pipeline, faster, faster, faster!You're stuck between a rock and a hard place - a more challenging sales environment than ever before on one side, and ever-increasing quotas and expectations on the other.How will you respond? Wait and see how it all unfolds? Or fight for your career and your livelihood? In The Future of the Sales Profession, sales leader Graham Hawkins shares the cold, hard truths about the new realities facing the sales profession, and how you can protect and enhance your career."The Future of the Sales Profession is a fascinating, sobering and enlightening book. If, as Graham suggests, over 20% of sales people will lose their jobs by 2020, then this book is the best survival guide you could ever hope for." - Cian McLoughlin, CEO of Trinity Perspectives"This book is a compelling and comprehensive insight into the changing nature of business in the 21st century. Sales people will all have to adapt, and Graham has articulate exactly how." - John Merakovsky, CEO SEEK Learning."Graham Hawkins has nailed the future of selling in this must-read for every sales person seeking to prosper in the age of automation and customer empowerment." - Tony J. Hughes MD of RSVPsellingGraham Hawkins is an author, speaker and the Founder of SalesTribe, the world's first career transition management company designed forB2B sales people. Businesses need access to modern sales best practices, and sales people need new opportunities. SalesTribe makes those connections.
Download or read book The South Western Reporter written by and published by . This book was released on 1907 with total page 1356 pages. Available in PDF, EPUB and Kindle. Book excerpt: Includes the decisions of the Supreme Courts of Missouri, Arkansas, Tennessee, and Texas, and Court of Appeals of Kentucky; Aug./Dec. 1886-May/Aug. 1892, Court of Appeals of Texas; Aug. 1892/Feb. 1893-Jan./Feb. 1928, Courts of Civil and Criminal Appeals of Texas; Apr./June 1896-Aug./Nov. 1907, Court of Appeals of Indian Territory; May/June 1927-Jan./Feb. 1928, Courts of Appeals of Missouri and Commission of Appeals of Texas.
Download or read book Market Insanity written by Michael Taillard and published by Academic Press. This book was released on 2018-03-06 with total page 138 pages. Available in PDF, EPUB and Kindle. Book excerpt: Market Insanity: A Brief Guide to Diagnosing the Madness in the Stock Market is an engaging and accessible primer which applies modern behavioral finance to equity markets. It helps readers understand how logical investment decisions can be betrayed by what Taillard calls "the insanity," all those behavioral quirks which cause us to achieve less than optimal utility. The book describes how limited information, habit, the rules of the game, asymmetric information and ego blend together in potentially toxic ways in market environments, thus creating bubbles, stock runs, and more prosaically, even ‘normal’ equity prices. In addition, the book discusses the implications of these behaviors in-depth. In so doing, it helps the reader to not only predict the madness within equity markets, but also helps them develop solutions that address and mitigate outcomes. Provides detailed and accurate descriptions of the most relevant behavioral anomalies for finance Entertainingly written by a veteran consultant with 15+ years experience helping companies explain anomalous finance behavior in non-economic language Shows how educated finance professionals can use behavioral insights to help build finance solutions Addresses the implications for equity markets in deviations from rationality paradigms Draws on a vast range of literature in explaining anomalous behavior, including economic psychology, economic psychology, evolutionary psychology, anthropology and animal behavior
Download or read book Descriptive word Index to Decennial and All Key number Digests written by and published by . This book was released on 1912 with total page 2022 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Encyclopaedia of Pleading and Practice written by and published by . This book was released on 1898 with total page 1090 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Measurement Madness written by Dina Gray and published by John Wiley & Sons. This book was released on 2015-01-27 with total page 238 pages. Available in PDF, EPUB and Kindle. Book excerpt: A clearer, more accurate performance management strategy Over the past two decades, performance measurement has profoundly changed societies, organizations and the way we live and work. We can now access incredible quantities of data, display, review and report complex information in real time, and monitor employees and processes in detail. But have all these investments in collecting, analysing and reporting data helped companies, governments and people perform better? Measurement Madness is an engaging read, full of anecdotes so peculiar you'll hardly believe them. Each one highlights a performance measurement initiative that went wrong, explains why and – most importantly – shows you how to avoid making the same mistake yourself. The dangers of poorly designed performance measurement are numerous, and even the best how-to guides don't explain how to avoid them. Measurement Madness fills in the gap, showing how to ensure you’re measuring the right things, rewarding the behaviours that deserve rewarding, and interpreting results in a way that will improve things rather than complicate them. This book will help you to recognize, correct and even avoid common performance measurement problems, including: Measuring for the sake of measuring Assuming that measurement is an instant fix for performance issues Comparing sets of data that have nothing in common and hoping to learn something Using targets and rewards to promote certain behaviours, and achieving exactly the opposite ones. Reading Measurement Madness will enable you to design a simple, effective performance measurement system, which will have the intended result of creating value in your organization.
Download or read book The Encyclopedic Digest of Texas Reports civil Cases written by Thomas Johnson Michie and published by . This book was released on 1912 with total page 1150 pages. Available in PDF, EPUB and Kindle. Book excerpt:
