Download or read book The New Selling IQ Combining the Power of Buyer Seller Intelligence to Optimize Results written by Kim D. Ward and published by Lulu.com. This book was released on 2016-07-27 with total page 307 pages. Available in PDF, EPUB and Kindle. Book excerpt: If we are to produce our greatest levels of selling success, then we must accept the inevitable evolution of selling as a combined effort of buyer and seller cooperation! The Cooperation SellingTM methodology and applications creates an evolutionary convergence of buyer and seller intelligence establishing a seamless collaboration for creating and sustaining optimal selling results. Over the last twenty-five years, I have had the good fortune to educate, coach and observe over 70,000 of the best B2B sellers and sales leaders in the world. I've learned a tremendous amount from both them and their clients. The Cooperation SellingTM method is a natural extension of those experiences. Whether doing business with an individual decision maker or a more complex Decision Influence Group, you will find that the methodology, strategies and proven real world applications this book has to offer will elevate you to the pinnacle of your selling profession.
Download or read book Professional Selling written by Dawn Deeter-Schmelz and published by SAGE Publications. This book was released on 2020-01-15 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Formerly published by Chicago Business Press, now published by Sage Professional Selling covers key sales concepts and strategies through the approach of highlighting detailed aspects of each step in the sales process, from lead generation to closing. Coauthored by faculty from some of most successful sales programs in higher education, this insightful text also offers unique chapters on digital sales, customer business development strategies, and role-play.
Download or read book 21st Century Sales Intelligence written by Richard John Pfautz and published by Createspace Independent Publishing Platform. This book was released on 2016-11-17 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt: Using the "SEAL and the Scientist" mindsets and methods for Business Situational Awareness and the Sales IQ TEST to convey influential data and drive buying emotions, discover how "elite" Sales Leaders achieve quota-busting, sustained Sales success. What Business Leaders are saying about 21st Century Sales Intelligence... "At last! A systems approach to data-driven, not drama-ridden, B2B Sales is here. It's a win-win for Seller and Buyer alike. Salesmanship and Leadership combined. This is the future of Strategic Sales." - Ellen Chang, CEO of LightspeedIC. "B2B selling is finally explained from the C-Level buyer's point of view. The methodologies Rick discusses will help drive sales at all levels within the customer organization. A "Must Read"! - Sid Fuchs, CEO of MacAulay-Brown "Finally, a data-driven approach that focuses on the business value of the proposed solution. You should hope that your competitors aren't reading this." - David Kriegman, author of Zero to a Billion, and former COO of SRA International Win more B2B business by applying what leaders from diverse fields like Gen. Stanley McChrystal (US Special Forces Commander), Adam Grant (Wharton MBA and Best-Selling Author), Jeff Bezos (founder of Amazon and owner of the Washington Post) and Simon Sinek (best-selling author and speaker) advise. You will learn the insights, street-smarts and proven methods from Sales Leaders and Business Builders who all use the techniques and methods to influence and win including how to: 1. Defeat competition with winning 21st century sales strategies and tactics 2. Build the foundation of 21st Century B2B sustained Sales success - the TIP (Trust, Integrity & Purpose) 3. Use the Top 6 Business Value Creation Question Sets to capture ideas, build buyer enthusiasm and co-create Value 4. Quickly earn credibility and establish enduring trust - fast! 5. Keep on track with sales progress metrics and milestones while reducing "admin" 6. Motivate buyers with influential business data to align your solutions to their problems 7. Use logic AND emotion - at the right time and with the right buyers 8. Eliminate the No-Decision - Decision 9. Gain C-Level (CXO...) access and influence faster than ever 10. Integrate Social Media Marketing into your Sales activities. Leverage your consultative B2B solution selling skills to become a Sales Leader with the new, iValueSales(TM) System for the 21st Century and era of the IoT. Combine finely tuned business building behaviors with the new, systematic, results-oriented Sales process to aligns the seller's solutions with the prospect's problems. Systematically qualify, quantify and accelerates Sales with the iValueSales System. Use innovative, easy-to-learn new tools and step-by-step processes with Checklists, Templates, Quizzes and Tools to excite prospects faster and defeat the competition. Win more! Win consistently! Crush your quota! Be a President's Club regular! Written by Sales people for Sales people based on the the latest research (Wharton, Harvard, Stanford, MIT, etc.), this ground-breaking System is destined to be the new "go-to" solution in the world of 21st Century Sales. Includes access to website with downloadable tools and templates. (No charge to purchasers of the "21st Century Sales Intelligence" book. Crush your Quota - Fast!
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-05-05 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Download or read book Stop Acting Like a Seller and Start Thinking Like a Buyer written by Jerry Acuff and published by Wiley. This book was released on 2007-06-22 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica
Download or read book Bulletin of the Atomic Scientists written by and published by . This book was released on 1970-06 with total page 116 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Bulletin of the Atomic Scientists is the premier public resource on scientific and technological developments that impact global security. Founded by Manhattan Project Scientists, the Bulletin's iconic "Doomsday Clock" stimulates solutions for a safer world.
Download or read book Change Intelligence written by Barbara A. Trautlein and published by Greenleaf Book Group. This book was released on 2013 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the world of business, the ability to handle constant change makes the difference between success and failure. Today, executives, supervisors, and project managers have plenty of methodologies for managing change, yet the failure rate of major organizational change is still an abysmal 70 percent. In this innovative guide, Barbara Trautlein argues that this is because our current approaches are inadequate when not used in tandem with a deep understanding of change intelligence, or CQ the skill set required to lead a team or company through vital transformations. Inside, she gives readers access to a proprietary, interactive CQ assessment that s based on substantial research and experience in working with hundreds of top organizations. And after readers learn their own change leader style, they go on to discover practical strategies for leveraging their strengths and shoring up their weak spots. Trautlein, a leading authority on change leadership, keeps the theory light and delves into insightful case studies drawn from her decades of experience. Her example-based approach allows readers to plainly see how they can start driving real transformation not by adopting yet another new tool but by bolstering their own capacity for change leadership. "
Download or read book Los Angeles Magazine written by and published by . This book was released on 2003-11 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: Los Angeles magazine is a regional magazine of national stature. Our combination of award-winning feature writing, investigative reporting, service journalism, and design covers the people, lifestyle, culture, entertainment, fashion, art and architecture, and news that define Southern California. Started in the spring of 1961, Los Angeles magazine has been addressing the needs and interests of our region for 48 years. The magazine continues to be the definitive resource for an affluent population that is intensely interested in a lifestyle that is uniquely Southern Californian.
Download or read book Tech Powered Sales written by Justin Michael and published by HarperCollins Leadership. This book was released on 2021-06-29 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Conventional ways of selling are becoming outdated. Learn what it takes to go from the traditional sales mindset to a tech-enabled sales superhero. In tough markets and with more people working remotely, creating a quality sales pipeline in traditional ways is more challenging than ever. As sales technologies continue to evolve and advance, developing technical quotient (TQ) is an essential element of sales success. Record-setting sales expert Justin Michael and bestselling sales leadership author Tony Hughes combine to provide practical guidance on how professional sellers can maximize results with an effective sales tech-stack to increase sales effectiveness for outstanding results. In Tech-Powered Sales, Michael and Hughes share helpful advice that:? Reveal the techniques that enable you to break through with difficult to reach buyers Teach you how sales technologies can be employed for maximum benefit by raising your TQ Enable you to make the jump from being a beginner to a superuser within your sales team Show you how to thrive in the fourth industrial revolution to leverage technology rather than be at risk of being replaced by it Tech-Powered Sales delivers evidence-based strategies salespeople can use to create more opportunities than ever before. If you want to learn how to maximize your abilities to develop new business, this is the book for you!
Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Download or read book Global Trends 2040 written by National Intelligence Council and published by Cosimo Reports. This book was released on 2021-03 with total page 158 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The ongoing COVID-19 pandemic marks the most significant, singular global disruption since World War II, with health, economic, political, and security implications that will ripple for years to come." -Global Trends 2040 (2021) Global Trends 2040-A More Contested World (2021), released by the US National Intelligence Council, is the latest report in its series of reports starting in 1997 about megatrends and the world's future. This report, strongly influenced by the COVID-19 pandemic, paints a bleak picture of the future and describes a contested, fragmented and turbulent world. It specifically discusses the four main trends that will shape tomorrow's world: - Demographics-by 2040, 1.4 billion people will be added mostly in Africa and South Asia. - Economics-increased government debt and concentrated economic power will escalate problems for the poor and middleclass. - Climate-a hotter world will increase water, food, and health insecurity. - Technology-the emergence of new technologies could both solve and cause problems for human life. Students of trends, policymakers, entrepreneurs, academics, journalists and anyone eager for a glimpse into the next decades, will find this report, with colored graphs, essential reading.
Download or read book Combo Prospecting written by Tony Hughes and published by AMACOM. This book was released on 2018-01-11 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? By learning how to combine time-tested sales processes with cutting-edge social media strategies. Sales expert and author Tony J. Hughes details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. In Combo Prospecting, you will learn how to: Locate leverage points that matter Secure decision-maker meetings Build a knockout online brand that distinguishes you from the pack Build a constantly growing list of profitable referrals And much more! Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. However, new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.
Download or read book Decisions Without Mistakes written by Kim Ward and published by iUniverse. This book was released on 2003-01-06 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: I've been in management, leadership, supervision, and directorship whatever everyone is calling it this week, all of my adult life. As I'm sure, so have many of you. Whether we were appointed, anointed or the last person standing makes no difference, the responsibilities of the job are the same: we're expected to be successful with our team. Our life, as soon as we receive the responsibility, can become a barrage of meetings, telephone calls, e-mails, paperwork, reports, customer complaints, issues, concerns, and downright problems. Isn't management/ leadership supposed to be a promotion and honor? Wow! This book is a very small distillation of some common sense principles, attitudes, strategies, and techniques that thousands have worked with me to develop during my career as a trainer and consultant. I've witnessed, researched, and experienced the ever-changing work environment, and the outcome is a management/leadership process that is proven to work in today's interesting and challenging business setting. This book is a part of that process. The content in these pages can help any manager/ leader develop better business relationships, build more powerful teams, achieve higher goals, reduce stress in themselves and others, but most importantly make Decisions Without Mistakes!
Download or read book Positive Intelligence written by Shirzad Chamine and published by Greenleaf Book Group. This book was released on 2012 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: Chamine exposes how your mind is sabotaging you and keeping your from achieving your true potential. He shows you how to take concrete steps to unleash the vast, untapped powers of your mind.
Download or read book The AI Powered Enterprise written by Seth Earley and published by LifeTree Media. This book was released on 2020-04-28 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn how to develop and employ an ontology, the secret weapon for successfully using artificial intelligence to create a powerful competitive advantage in your business. The AI-Powered Enterprise examines two fundamental questions: First, how will the future be different as a result of artificial intelligence? And second, what must companies do to stake their claim on that future? When the Web came along in the mid-90s, it transformed the behavior of customers and remade whole industries. Now, as part of its promise to bring revolutionary change in untold ways to human activity, artificial intelligence—AI—is about to create another complete transformation in how companies create and deliver value to customers. But despite the billions spent so far on bots and other tools, AI continues to stumble. Why can't it magically use all the data organizations generate to make them run faster and better? Because something is missing. AI works only when it understands the soul of the business. An ontology is a holistic digital model of every piece of information that matters to the business, from processes to products to people, and it's what makes the difference between the promise of AI and delivering on that promise. Business leaders who want to catch the AI wave—rather than be crushed by it—need to read The AI-Powered Enterprise. The book is the first to combine a sophisticated explanation of how AI works with a practical approach to applying AI to the problems of business, from customer experience to business operations to product development.
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 Intelligence and the Brain written by Dennis Garlick and published by AESOP Press. This book was released on 2010 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book turns the corner and finally provides a convincing explanation of IQ and human intelligence. It begins by rejecting some of the most basic assumptions that psychologists make about intelligence, including that intelligence should be defined by behavior. Instead, it argues that intelligence is about the ability to understand. It then uses recent scientific findings about the brain to show how changes in the brain lead to understanding. Readers will find that this book contains many revelations that will profoundly change their perception of how their own brain works. This book will also explore the startling implication of a sensitive period for developing intelligence, arguing that children can learn differently than adults. Anyone who is interested in how the brain works, why people differ in intelligence, and how a child can be a genius will want to read this book.
