Download or read book The Maverick Selling Method written by Brian Burns and published by Brian Burns. This book was released on 2009 with total page 129 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Maverick Method is a powerful and unique selling method that provides the complete picture of how complex sales work. The Method has been researched, developed and practiced over a twenty-year period. We have studied and modeled over one hundred of the most successful salespeople. Unlike other selling methods the Maverick Method has been proven by salespeople on the front lines of the most difficult selling environments imaginable. The Mavericks that we have modeled have been able to create new markets, dominate their market segments and marginalize their competitors. What you will learn from the Maverick Selling Method: How a complex sale really works How to control the buying process How to customize your selling process for your unique product How to set and change the rules that will justify the buying decision How to marginalize any competitor How to close the deal in a predictable manner before your competitor even knows they have lost What Mavericks do differently How you can become a Maverick

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 The Challenger Customer written by Brent Adamson and published by Portfolio. This book was released on 2015-09-08 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

Download or read book Why They Kill written by Richard Rhodes and published by Vintage. This book was released on 2000-10-10 with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt: Richard Rhodes, Pulitzer Prize-winning author of The Making of the Atomic Bomb, brings his inimitable vision, exhaustive research, and mesmerizing prose to this timely book that dissects violence and offers new solutions to the age old problem of why people kill. Lonnie Athens was raised by a brutally domineering father. Defying all odds, Athens became a groundbreaking criminologist who turned his scholar's eye to the problem of why people become violent. After a decade of interviewing several hundred violent convicts--men and women of varied background and ethnicity, he discovered "violentization," the four-stage process by which almost any human being can evolve into someone who will assault, rape, or murder another human being. Why They Kill is a riveting biography of Athens and a judicious critique of his seminal work, as well as an unflinching investigation into the history of violence.

Download or read book Inspired Marketing written by Joe Vitale and published by John Wiley & Sons. This book was released on 2008-04-30 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt: Inspired Marketing! presents the inside secrets of today?s most successful marketers. If you sell anything, this handy, practical, rainmaking guide reveals a new way to sell without resorting to hype, scare tactics, or manipulation using an amazing step-based model anyone can apply. If you?re a salesperson or marketer who knows that the old tactics no longer work and that long-term success requires fresh ideas, this is the perfect guide for you.

Download or read book Changing the Rules written by Muriel Siebert and published by Simon and Schuster. This book was released on 2002 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first woman to own a seat on the New York Stock Exchange reveals how she forged her phenomenal success in the chaotic and cutthroat world of Wall Street.

Download or read book Rebels on the Backlot written by Sharon Waxman and published by Harper Collins. This book was released on 2013-02-19 with total page 450 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Admirably reported . . . Waxman unearths juicy anecdotes that’ll keep film fans cackling and turning the pages.” — Salon.com “Riveting tales of Hollywood hubris . . . a fun read.” — Entertainment Weekly “Vivid . . . fascinating . . . delightful . . . [Waxman’s] background as a hard news reporter serves her well.” — New York Times Book Review “A behind-the-cameras fireball of wicked insider revelations . . . Love it!” — Liz Smith, syndicated columnist “[Waxman’s] thorough reporting results in a compulsively readable chronicle of the decade’s auteurs and their work.” — Premiere “Enjoyably dishy.” — Variety “Addictively readable . . . fascinating” — Miami Herald “A lively book with gossipy and readable stories about some obsessive guys who are as much rascals as rebels.” — Los Angeles Times Book Review “Terrific . . . wildly informative and readable about the plight of the biggest young talents in modern movies” — Buffalo News “[Rebels on the Backlot] makes a case for creating a new film canon of this late ‘90s renaissance.” — Pittsburgh Tribune “Waxman perceptively depicts the vocabulary of the new Hollywood . . . well-written . . . recommended.” — Library Journal “Hums along on detail and gossip, adding up to a template for making it in contemporary Hollywood.” — men.style.com “Up-close, often gossipy” — The Hollywood Reporter “Fascinatingly candid” — Minneapolis Star Tribune

Download or read book Be a Success Maverick written by Paul Finck and published by The Maverick Millionaire Publishing . This book was released on 2017-12-01 with total page 117 pages. Available in PDF, EPUB and Kindle. Book excerpt: Several powerhouse authors sharing their inspirational "Success Maverick" stories concerning their individual success and what they have done different through their lives to create the results they have achieved. An absolute must read for anyone who wants to be successful in life.

Download or read book The New Power Base Selling written by Jim Holden and published by John Wiley & Sons. This book was released on 2012-04-18 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.

Download or read book Maverick written by Ricardo Semler and published by Random House. This book was released on 2001 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: Semco is one of Latin America's fastest-growing companies, acknowledged to be the best in Brazil to work for, and with a waiting list of thousands of applicants waiting to join it. Here, the author shares his secrets, and tells how he tore up the rule books.

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 242 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 Mavericks at Work written by William C. Taylor and published by Harper Collins. This book was released on 2009-03-17 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first book to document this change, Mavericks at Work is business "edutainment" for a smart, ambitious readership, profiling some of the most exciting—and often eccentric—CEOs in the United States, while detailing their remarkable strategies for success. Who’s going to write the next chapter in the saga of American business? Who’s going to chronicle the best way to compete, the new way to win? That’s the mission of Mavericks at Work, a book that profiles a network of rebels who are creating a new business model that makes use of fresh principles and captures what it means to be a state-of-the-art organization. Including such pioneering companies as ING Direct, Southwest Airlines, Pixar, HBO, Anthropologie, Craigslist, Netflix, and Commerce Bank, this book is nothing short of a lively new intellectual agenda for business.

Download or read book Summary Maverick written by BusinessNews Publishing, and published by Primento. This book was released on 2014-09-29 with total page 41 pages. Available in PDF, EPUB and Kindle. Book excerpt: The must-read summary of Ricardo Semler's book “Maverick: The Success Story Behind the World’s Most Unusual Workplace”. This complete summary of the ideas from Ricardo Semler's book "Maverick" explores the reasons behind the amazing success of the company Semco. Founded in Brazil in 1952, its revenues had risen by 600% in 1993, despite the fact that Brazil was in recession. The various facets of Semco's philosophy, as analysed by Semler, are explained here: business aims, management of the workforce, encouragement of initiatives... This summary explains how two apparently conflicting goals, namely making money and improving the workers' lives, are actually entwined. Added-value of this summary: • Save time • Understand the keys of entrepreneurship • Expand your knowledge of personnel management To learn more, read "Maverick" by Ricardo Semler and discover how your company can follow the same road towards both human and economic success!

Download or read book Built to Sell written by John Warrillow and published by Penguin. This book was released on 2012-12-24 with total page 177 pages. Available in PDF, EPUB and Kindle. Book excerpt: Run your company. Don’t let it run you. Most business owners started their company because they wanted more freedom—to work on their own schedules, make the kind of money they deserve, and eventually retire on the fruits of their labor. Unfortunately, according to John Warrillow, most owners find that stepping out of the picture is extremely difficult because their business relies too heavily on their personal involvement. Without them, their company—no matter how big or profitable—is essentially worthless. But the good news is that entrepreneurs can take specific steps—no matter what stage a business is in—to create a valuable, sellable company. Warrillow shows exactly what it takes to create a solid business that can thrive long into the future.

Download or read book Emerging Real Estate Markets written by David Lindahl and published by John Wiley & Sons. This book was released on 2011-01-11 with total page 247 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Emerging Real Estate Markets "In this book, you'll discover how to snatch real estate opportunities at low prices, before their value becomes common knowledge. Buy all the copies on the bookshelf before your competitor does!" —Frank McKinney, "The Maverick Daredevil Real Estate Entrepreneur" and author of Frank McKinney's Maverick Approach to Real Estate Success "I've never seen another real estate book even come close to laying out a profit road map the way this one does. If your local economy is too hot or too cold, Lindahl's guide will show you how to invest in the up-and-coming markets with the greatest profit potential." —Stacy Kellams, President, www.RealEstateCourseReviews.com "Lindahl shows you how to look into the future and see where the next hot real estate markets will be. It's the closest thing I've found to a real estate crystal ball." —Jeff Adams, President, www.FreeRealEstateMentoring.com "The brilliant thing about this book is Lindahl's approach to investing by 'remote control.' He has a real-world system for living in one place and making money from investments in another." —William Bronchick, attorney and coauthor of Flipping Properties "In the crowded field of real estate gurus, Lindahl stands head-and-shoulders above the rest. This book is must reading for any serious investor—beginner or veteran." —Justin Ford, author of Seeds of Wealth and Main Street Millionaire

Download or read book Antkind written by Charlie Kaufman and published by Random House Trade Paperbacks. This book was released on 2021-07-06 with total page 721 pages. Available in PDF, EPUB and Kindle. Book excerpt: The bold and boundlessly original debut novel from the Oscar®-winning screenwriter of Being John Malkovich, Adaptation, Eternal Sunshine of the Spotless Mind, and Synecdoche, New York. LONGLISTED FOR THE CENTER FOR FICTION FIRST NOVEL PRIZE • “A dyspeptic satire that owes much to Kurt Vonnegut and Thomas Pynchon . . . propelled by Kaufman’s deep imagination, considerable writing ability and bull’s-eye wit."—The Washington Post “An astonishing creation . . . riotously funny . . . an exceptionally good [book].”—The New York Times Book Review • “Kaufman is a master of language . . . a sight to behold.”—NPR NAMED ONE OF THE BEST BOOKS OF THE YEAR BY NPR AND MEN’S HEALTH B. Rosenberger Rosenberg, neurotic and underappreciated film critic (failed academic, filmmaker, paramour, shoe salesman who sleeps in a sock drawer), stumbles upon a hitherto unseen film made by an enigmatic outsider—a film he’s convinced will change his career trajectory and rock the world of cinema to its core. His hands on what is possibly the greatest movie ever made—a three-month-long stop-motion masterpiece that took its reclusive auteur ninety years to complete—B. knows that it is his mission to show it to the rest of humanity. The only problem: The film is destroyed, leaving him the sole witness to its inadvertently ephemeral genius. All that’s left of this work of art is a single frame from which B. must somehow attempt to recall the film that just might be the last great hope of civilization. Thus begins a mind-boggling journey through the hilarious nightmarescape of a psyche as lushly Kafkaesque as it is atrophied by the relentless spew of Twitter. Desperate to impose order on an increasingly nonsensical existence, trapped in a self-imposed prison of aspirational victimhood and degeneratively inclusive language, B. scrambles to re-create the lost masterwork while attempting to keep pace with an ever-fracturing culture of “likes” and arbitrary denunciations that are simultaneously his bête noire and his raison d’être. A searing indictment of the modern world, Antkind is a richly layered meditation on art, time, memory, identity, comedy, and the very nature of existence itself—the grain of truth at the heart of every joke.

Download or read book Tested Advertising Methods written by John Caples and published by . This book was released on 2024-08-19 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: A legend in advertising for more than 60 years, John Caples's classic work has been updated to retain all of the candid analysis and invaluable award-winning ideas from the original while bringing it up to date on the many changes in the field.