Download or read book Telesales Tips from the Trenches written by Joe Catal and published by Business By Phone Inc. This book was released on 2002 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Telesales Coaching written by Jim Domanski and published by Trafford Publishing. This book was released on 2012-10-08 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you absolutely satisfied with the sales results of your telesales team? Do you think that your sales could be or should be better? If youre serious about getting the absolute best from your inside sales team and improving their sales results then this book is for you. Written for B2B telephone sales managers, owners and executives, Telesales Coaching is a practical, no-nonsense guide on how to help your sales reps sell smarter, sell better and sell more. There are two fundamental reasons why your telephone sales reps dont sell as much as they could or should. The first reason is that many reps are not very good at selling despite formal (and ongoing) training. Over time, telephone reps dilute the fundamentals, cut corners, get complacent, forget techniques or fail to master the skill sets that will lead to increased sales. The second reason is that the majority of telesales reps do not get the coaching and support that they need to excel at sales. Most telephone sales managers have been taught how to be managers, not coaches. Consequently, telesales reps do not get the proper constructive feedback and encouragement they need to change their selling behavior and improve. Until now. Telesales Coaching provides you with a proven and practical four-step process on how to coach your telephone reps and help them increase their sales. Its extremely effective because it focuses on precisely how to get reps to overcome their natural resistance to change and to modify their behavior on a consistent basis. Easy to learn and easy to apply, the coaching techniques offered are based on common sense principles of learning and development. Here is some of what youll learn: ?? Why most companies dont coach ?? The six things coaching definitely is not ?? Why you cant coach without clearly defined standards ?? Understanding that telesales is not a numbers game, its a results game ?? How often you should monitor your reps (the answer may surprise you) ?? Where, when, and how to monitor your reps ?? How to use an analyzing algorithm to avoid petty feedback ?? Who not to coach ?? Why the sandwich feedback technique is a waste of time and effort ?? Why numeric rating systems are destructive ?? The Socratic feedback model the absolute best way to provide feedback ?? Other methods to enhance the coaching process Based on twenty-plus years of helping companies throughout North America implement successful telephone selling programs, this book gives you everything you need to turn your ordinary telesales reps into extraordinary telesales reps.
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 Telesales Secrets written by Claes Simonsen and published by . This book was released on 2014-02 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: Telemarketing is one of the fastest-growing industries in the world. It is also one of the industries with the greatest salary differences. While the majority of telemarketers make around the national average wage, the top phone sellers today make more than $1 million per year - some much more. This book explains what it takes to join the top of the phone seller elite. It will teach you not to call to talk, but to call to sell. It explains in-depth what generates a sale and it deals with call technique step by step, from cold call openers to asking for credit cards on the phone. Follow the advice of one of the world's leading sales coaches and an expert in phone selling techniques to take your career to the next level. The no-nonsense approach will provide all the tools you need to turn cold calls and leads into deals. Learn how to deal with common phone sales obstacles and how to properly handle gatekeepers, voice mail, difficult clients and customer complaints. Use these simple techniques to turn customer objections into stepping-stones for your close. This book will make your pitch stronger and commissions higher. Give yourself the edge and join the phone seller elite.
Download or read book The Sales Compensation Handbook written by Stockton B. Colt and published by Amacom Books. This book was released on 1998 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: Updated and expanded, THE SALES COMPENSATION HANDBOOK contains information and tools necessary to design and implement top-notch sales compensation programs. Experts at the consulting firm of Towers Perrin provide guidance on all aspects of compensating salespeople, including designing base salary, bonus, and commission scales; team selling roles and implications; linking compensation to company culture; cash and non-cash incentives; and more.
Download or read book Telephone Sales For Dummies written by Dirk Zeller and published by John Wiley & Sons. This book was released on 2011-02-09 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: Nearly 100 million Americans (one out of three) purchase goods and services over the phone each year. Telephone Sales For Dummies shows both new and seasoned sales reps, from realtors, insurance agents to telemarketers, how to create pre-call plans and effectively prospect via the phone. Packed with techniques, scripts, and dialogues, this hands-on, interactive guide assists readers with making cold calls, warm calls, and referral calls, helping them plan and execute openings to create interesting dialogue; ask key questions; develop persuasive presentation techniques; work within the No Call Law parameters; leave effective and enticing voicemails that get results; get past screeners and get quality referrals; find hot leads; and create callback scripts that close the sale.
Download or read book Marketing Communications written by PR Smith and published by Kogan Page Publishers. This book was released on 2024-03-03 with total page 761 pages. Available in PDF, EPUB and Kindle. Book excerpt: Full marketing integration is vital in establishing effective marketing initiatives. This newly updated, clear and accessible textbook provides students and practitioners with the skills they need to deliver successful campaigns for the modern consumer. The 8th edition of Marketing Communications continues to be a core resource covering all aspects of marketing from the planning stages and implementation to measuring data and campaign performance. Explore how to navigate buyer behaviour, social selling, PR campaigns, big data, marketing automation and more with this complete textbook. Learn through current, real-world case studies from global companies such as TikTok and Spotify and explore what it takes to build a truly integrated, successful marketing plan. Incorporating branding, customer journey, advertising and more, Marketing Communications also provides in depth content on the legal requirements you need to develop your strategy including all you need to know about new GDPR rules and 3rd party data. New to this edition, it includes information on the ongoing impact of AI in all aspects of marketing communications ensuring that you have all the tools necessary to reach the modern consumer while utilizing the latest industry technologies. This book will give readers the confidence to work in an environment of constant technological transformation and build the core skills they need as marketers to create fully integrated strategies and successful campaigns.
Download or read book Sense and Respond written by S. Parry and published by Springer. This book was released on 2005-05-31 with total page 215 pages. Available in PDF, EPUB and Kindle. Book excerpt: The authors argue that lean production should be driven by the desire to achieve optimal customer service by sensing and responding to the customer. The customer is at the centre of the process and the organisation needs to respond in a holistic way so that the customer can impact on the design and delivery of products and processes. The book is based upon substantial research and practice by leading practitioners and heralds a paradigm shift in thinking on these issues.
Download or read book The Hard Sell written by John Bone and published by Routledge. This book was released on 2017-03-02 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this work John Bone provides a lively and engaging insight into the social world of direct selling organizations. He investigates these under-researched organizations via a detailed ethnography of two home improvement companies selling products such as fitted kitchens, double glazing and conservatories, as well as developing wider sociological debates on trust and interaction. These organizations tend to be loosely ordered and internally competitive collectives whose sole aim is to maximize short term profits through sales strategies that routinely employ the calculative exploitation of consumer norms and expectations. John Bone uses his findings to argue that amid the wave of increasing deregulation and liberalization that has supplanted the planned and regulated form of capitalism that predominated until the 1970s, such conditions are now becoming prevalent in mainstream contemporary organizations, threatening to unleash a latent disorder that underlies the rationality of 'modern' business.
Download or read book Call Centres and Human Resource Management written by S. Deery and published by Springer. This book was released on 2003-12-09 with total page 302 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book looks at human resource management in call centres from an international perspective and uses research from leading academics in the field. The characteristics and features of working in a call centre are examined, followed by the effects that this type of work has on employees and their responses to it. It also looks at implications for employers and policy makers.
Download or read book Business to Business Marketing Management written by Alan Zimmerman and published by Routledge. This book was released on 2013-04-12 with total page 683 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business to business markets are considerably more challenging than consumer markets and demand specific skills from marketers. Buyers, with a responsibility to their company and specialist product knowledge, are more demanding than the average consumer. The products themselves may be highly complex, often requiring a sophisticated buyer to understand them. Increasingly, B2B relationships are conducted in a global context. However all textbooks are region-specific—except this one. This textbook takes a global viewpoint, with an international author team and cases from across the globe. Other unique features of this excellent textbook include: placement of B2B in a strategic marketing setting; full discussion of strategy in a global setting including hypercompetition; full chapter on ethics early in the text; detailed review of global B2B services marketing, trade shows and market research; This new edition has been completely rewritten, and features expanded sections on globalisation and purchasing, plus brand new sections on social media marketing and intellectual property. More selective, shorter, and easier to read than other B2B textbooks, this is ideal for introduction to B2B and shorter courses. At the same time, it's comprehensive enough to cover all the aspects of B2B marketing any marketer needs, be they students or practitioners looking to improve their knowledge.
Download or read book Stop Selling Start Partnering written by Larry Wilson and published by John Wiley & Sons. This book was released on 1996-01-19 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: "There's only one Larry Wilson . . . number one when it comes tothe art of selling." --Warren Bennis, University Professor andDistinguished Professor of Business Administration University ofSouthern California "Stop Selling, Start Partnering will help you take a fresh look atyour selling activities whether you are in the boardroom, face toface with customers, or anywhere in between."--Harvey Mackay,Author of Swim with the Sharks "Regardless of your position within the company, your task in thesecond half of these unforgiving '90s will be to help your companylearn how to get, how to treat, and how to keep customers. ReadLarry's new book and you will be much better prepared to accomplishthis mission."--Lou Pritchett, Former VP of Sales and CustomerDevelopment, Procter & Gamble Stop Selling, Start Partnering outlines a fresh approach to findingand keeping customers through powerful, long-lasting partnerships.Drawing on his extensive experience with companies such as Kodak,US West, Saturn, and Baxter Healthcare, Larry Wilson showsmanagers, executives, and salespeople how to design and nurture"customer-keeping" organizations. Filled with smart advice andpractical customer partnering guidelines, Stop Selling, StartPartnering redefines the new success factors for every organizationthat faces the daily challenge of finding and keeping customers.
Download or read book Stephan Schiffman s Sales Essentials written by Stephan Schiffman and published by Simon and Schuster. This book was released on 2007-12-01 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: Having trouble closing your deals? Hitting a frustrating plateau with your sales numbers? Feel that upselling is a lost cause? Let sales guru Stephan Schiffman drive your sales pitches up a notch with his tried-and-true techniques - and get results immediately! Stephan Schiffman's Sales Essentials includes time-tested tips on: Mastering the cold call Using email as a selling tool Raising the stakes to "up" your next buy Closing the deal - every time! Plus, you'll also find 50 surefire questions to ask to make deal after deal, year after year. Packed with insider information you need to beat the competition, you can't afford not to read Stephan Schiffman's Sales Essentials!
Download or read book The Channel Advantage written by Tim Furey and published by Routledge. This book was released on 2012-05-23 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: Channel innovation is separating market winners from market losers, and not just in leading-edge technology industries. In a business world where industry players are selling practically the same products at essentially the same prices at about the same cost, the only real source of sustainable competitive advantage is the sales channel: how you sell, not what you sell. Selling becomes a question of how to connect products with customers via the best mix of sales channels: the sales force, value-added partners, distributors, retail stores, telemarketing, and the Internet. In short, how companies sell has become as important as what they sell. 'The Channel Advantage' explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage. Timothy R. Furey is chairman, CEO and co-founder of Oxford Associates, a privately held consulting firm specializing in sales and market strategy, e-commerce channel integration and market research, based in Bethesda, Maryland. Oxford has achieved an annual growth of more than forty percent since its creation in 1991 and was named one of America's 500 fastest growing private companies by Inc. Magazine in 1997. Furey, a pioneer in the use of hybrid sales and marketing strategies for blue chip companies, works extensively with senior management leadership teams to develop and implement go-to-market growth strategies. His clients include IBM, American Express, Marriott, Xerox, Fidelity Investments, Bristol-Myers Squibb, and Johnson & Johnson. Under his leadership, Oxford Associates has developed leading-edge strategies, business processes and systems for deploying and integrating multi-channel sales and marketing systems. They work to align products with the right customers via an appropriate mix of the Internet, telesales, distributors, value-added partners, and traditional sales force channels. Mr. Furey is the co-author of THE CHANNEL ADVANTAGE (Butterworth-Heinemann, August 31, 1999), which is endorsed by the CEOs of America Online, Lotus Development, Ocean Spray, and Xerox. Mr. Furey also serves on the Board of Directors of Alpha Industries (Nasdaq:AHAA), a leading semiconductor manufacturer for wireless telephone applications. Previously, Mr. Furey worked with Boston Consulting Group, Strategic Planning Associates, Kaiser Associates and the Marketing Science Institute. He earned a BA in Economics, cum laude, from Harvard University and an MBA from the Harvard Business School. Lawrence G. Friedman is an internationally recognized channel strategy consultant whose clients have included companies such as Lotus, AT&T, Canon, Compaq Digital Equipment, Microsoft and Bell Atlantic. He also held executive level positions at Andersen Consulting and Huthwaite, Inc., the sales research firm that developed the SPIN Selling Model. In 1996, Friedman, with Neil Rackham and Richard Ruff, co-authored the best-seller, GETTING PARTNERING RIGHT (McGraw-Hill). He is on the review board of the Journal of Selling and Major Account Management, which published his article, Multiple Channel Sales Strategy, in the April, 1999 issue. His firm, The Sales Strategy Institute, works with clients to identify and evaluate new go-to-market opportunities and conducts in-depth channel strategy workshops and seminars. Mr. Friedman is a frequent guest speaker and lecturer on sales and channel strategy throughout the United States, Europe and Asia. Mr. Friedman earned an MA from the University of Chicago.
Download or read book Fifteen Secrets to Successful Timeshare Management written by Charles D. Patton and published by Xlibris Corporation. This book was released on 2009-05-08 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: “I like what you’ve done. Very Professional,” Perry Snyderman. “Timesharing is a complex business model and for someone that has little or no experience and wants to better understand the fundamentals, this book works well to fi ll many of the information gaps,” Bob Miller According to the American Resort Development Association (ARDA), the timeshare industry is a $10 billion per year business in the U.S. alone and supports 565,300 jobs. By my estimation, more than 50,000 of these jobs are people working directly in the industry. Until now, no book has been written for this group of people that explains the functioning of the timeshare business. This book is written for those who want to fully understand the timeshare business from the inside out or who are in the business and want to be promoted to management positions or are already managers and want to become better. This book begins with how strategies are developed by senior management, continues with many important operating practices and metrics and ends with a series of bonus secrets to help a timeshare company reach its optimum performance. This book explains many of the common terms used in the industry as well as providing high level models to help timeshare management put all the components of this complex business into proper perspective.
Download or read book Top Telemarketing Techniques written by Ellen Bendremer and published by Red Wheel/Weiser. This book was released on 2003-05-19 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Top Telemarketing Techniques is an information-packed resource for all sales professionals. It offers expert insight and proven strategies for using the telephone as a powerful and effective sales tool. This book offers valuable information needed to develop, improve upon, and fully utilize your telephone sales skills, allowing you to close more sales over the telephone. Telemarketing is a highly cost-effective and timesaving alternative to most other forms of sales and marketing for any organization. Top Telemarketing Techniques offers solutions for utilizing the telephone to close more sales and generate higher revenues. If you're a salesperson, manager, entrepreneur, or business leader, this is the one sales training book you need to begin maximizing your use of the telephone in order to vastly improve sales and customer relations.
Download or read book The Channel Advantage written by Lawrence G. Friedman and published by Routledge. This book was released on 1999 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Channel Advantage' explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage.
