Download or read book Velocity Selling written by Bob Urichuck and published by Morgan James Publishing. This book was released on 2014-02-01 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Bottom Line Sales are the lifeline to your bottom line. To succeed in sales, you need to do the opposite of selling. Most organizations today realize the economy has brought on a shift from selling during the boom times to attracting, engaging, and empowering the new economy of buyers to buy. One absolute fact is that traditional and consultative sales methods no longer work. Businesses are experiencing slower sales, sales cycles are too long, sales professionals lose control of the sales process, and businesses’ bottom lines are behind projections. Velocity Selling will help you learn a non-traditional “buyer-focused” sales system that will boost your sales volume while contributing to your bottom line. As opposed to teaching selling skills, it teaches you how to facilitate the buying process by putting your focus on the buyer and how to attract, engage, and empower them to buy. As simple as A, B, C, D, it starts with building a solid foundation: Attitude: belief in yourself, your organization, and the buyer Behavior: effective habits toward yourself, your organization, and the buyer Competencies: a systematic approach to engaging and empowering buyers to buy, if they are qualified Disciplines: practices that need to be maintained for continuous success Yes, you can increase your bottom line while shortening your sales cycle; you can be in control of the sales process while building and maintaining relationships that will become your secondary sales force. Without buyers there are no sales, no revenue, no organization, no jobs. But buyers are everywhere. What are you doing to help them buy? Sales Velocity ~ Your Bottom Line ~ Our Passion
Download or read book The High Velocity Sales Organization written by Marc Wayshak and published by Marc Wayshak Communications LLC. This book was released on 2018-08-14 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: The data shows that senior executives today face a stark reality: Sales talent is increasingly difficult to find. Traditional selling strategies no longer work. And salespeople today are more distracted and aimless than ever before. To give their organizations true staying power in this tumultuous new market, company leaders must fundamentally change the way they look at sales-or else succumb to the competition. What today's senior leaders need is a high-velocity sales organization: an organization with the right performers, strategy, and infrastructure in place, allowing it to dramatically increase sales by converting more opportunities at higher prices to more prospects. Drawing on hard data, comprehensive research, and the latest science behind selling, Marc Wayshak has developed a system for building these fully sales-driven organizations. The High-Velocity Sales Organization brings together Wayshak's cutting-edge insights as a leading sales consultant with the latest data to create a step-by-step formula for accelerating a sales-driven company culture-from the top down. This guide for senior executives lays out the exact processes company leaders must implement to achieve the three pillars of a high-velocity sales organization: Performers-Learn to identify, recruit, and retain top performers for a consistent flow of A-player salespeople-and far fewer costly mis-hires Strategy-Develop and implement a self-improving, highly adaptive sales strategy that sets your salespeople apart from the competition Infrastructure-Establish a clear system for building out the right sales processes, with the most effective technology, to hold sales teams accountable
Download or read book Creating Sales Velocity written by Matthew Ferry and published by . This book was released on 2015-09-23 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Apply spiritual techniques to the selling process to create a massive increase in results. Happy, peaceful and joyous sales people make more sales then driving, forcing, and frustrated sales people. This powerful little book packs a powerful life changing punch as you give up any resistance you have to the sales process. Get ready to have your sales business become easy, effortless and enjoyable.
Download or read book Hacking Sales written by Max Altschuler and published by John Wiley & Sons. This book was released on 2016-05-31 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.
Download or read book Velocity written by Dale Pollak and published by New Year Publishing. This book was released on 2008 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: Retail automotive expert Dale Pollak reveals how dealers in today's pre-owned automotive marketplace can shift out of low gear toward accelerated profits.
Download or read book Velocity written by Ajaz Ahmed and published by Random House. This book was released on 2012-05-03 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: How can you win when the only certainty is change? Highly accessible, lively and inspiring, Velocity draws upon the authors’ unique perspectives and experiences to present seven timeless new laws for businesses and individuals in a world that is dominated by rapid change and digital technology. Written as a fascinating and enjoyable conversation between the authors – Stefan Olander, Vice President of Digital Sport from Nike and Ajaz Ahmed founder and Chairman AKQA – Velocity's up-to-date examples illustrate key lessons, together with insights, ideas and inspiration that individuals and businesses should adopt to thrive in the digital age. Velocity shares the vision and values required to succeed with the untold backstories to influential and iconic innovation. Fast paced, useful, provocative and highly motivating, Velocity is a management book that will arm you with actionable ideas to define your future. Features: - 4 Velocity principles: Speed, Direction, Acceleration, Discipline. - 7 Laws, including 'A Smith & Wesson beats four aces', 'It’s easier done than said', 'Convenient is the enemy of right' and 'No good joke survives a committee of six'.
Download or read book Velocity written by Dee Jacob and published by Simon and Schuster. This book was released on 2009-12-29 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: Millions of readers remember The Goal, the landmark business novel that sets forth by way of story the essential principles of Eliyahu Goldratt's innovative methods of production. Now, from the AGI-Goldratt Institute and Jeff Cox, the same creative writer who co-authored The Goal, comes VELOCITY, the book that reveals how to achieve outstanding bottom-line results by integrating the world's three most powerful continuous improvement disciplines: Lean, Six Sigma, and Goldratt's Theory of Constraints. Used by the United States Navy and United States Marine Corps to dramatically improve some of the most complex, logistically vast supply chains in the world, the VELOCITY APPROACH draws on the strengths of all three disciplines to deliver breakthrough performance gains. In physics, speed with direction is velocity; in business, the application of VELOCITY means your organization can achieve operational speed with strategic direction to outmaneuver competitors, gain loyalty with customers, and rapidly build sustainable earnings growth -- in as little as one or two business quarters. Dee Jacob and Suzan Bergland, two princi-pals of AGI, have been teaching the concepts, techniques, and tools of VELOCITY to major corporations, including Procter & Gamble, ITT, and Northrop Grumman, for years. Now they unlock the door for you to see how to apply their insights and methods to your organization -- be it business, not-for-profit, manufacturing, or service based -- in order to shorten lead times, slash inventories, reduce production variability, and increase sales. Writer Jeff Cox returns with the vivid, realistic style that made The Goal so readable yet so edifying. Thrust into the presidency of the subsidiary company where she has managed sales and marketing, Amy Cieolara is mandated by her corporate superiors to implement Lean Six Sigma (LSS) in order to appease a key customer. Assigned to help her is LSS Master Black Belt Wayne Reese, installed as her operations manager. But as time goes on and corporate pressure mounts, Amy finds she has to start thinking for herself -- and learning from everyone around her -- and she arrives at the series of steps that form the core of the VELOCITY APPROACH. VELOCITY offers keen insight into the human and organizational factors that so often derail growth while teaching you proven, practical techniques for restarting and revving up the internal engines of your company to reach new levels of success. Colorful characters, believable situations, and everything from dice games to AGI's "reality tree" techniques make this business novel a vital resource for everyone seeking to deliver business improvement in these challenging economic times -- and far into the future.
Download or read book Sell on Amazon written by Steve Weber and published by Stephen Weber. This book was released on 2008-08 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you are in business to sell consumer goods - or you want to be - you should be on Amazon.com. More than 90 million customers shop at Amazon. As its global business booms, Amazon is inviting all sorts of independent sellers - large and small businesses, individuals, and mom-and-pop shops - to sell their merchandise right on Amazon. Whether you're just starting or already in business, you can boost your sales and profits by showing your wares on Amazon, the world's biggest store. Everything you need to start converting your items into cash is in this book by Steve Weber, one of the most successful and highly rated sellers in Amazon history: - How to set up shop on Amazon and generate worldwide sales volume with no up-front cost, risk or advertising. - Run your Amazon store from home, a warehouse or a walk-in store-or outsource everything to Amazon's fulfillment center. - Find bargain inventory; target niche markets for big profits. - Get tax deductions and write-offs for business use of your home. - Use Amazon as a stand-alone business or a lead generator for an existing business. - Pay lower sales commissions on Amazon. - Sell your inventions, crafts or intellectual property on Amazon. - Guard against scammers and rip-off artists. - Automate your business with easy-to-use tools.
Download or read book Selling and Negotiation Skills written by Prashant Chaudhary and published by Taylor & Francis. This book was released on 2024-10-17 with total page 339 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is a complete guide to learning the critical selling and negotiation skills to gain a competitive edge in a challenging business environment. The volume covers various negotiation approaches, strategies, tactics and styles that are adaptable and compatible with emerging business models and technologies. Businesses worldwide are adapting to changing consumer behaviour and focusing on more sustainable and future-ready selling and negotiation strategies. Richly illustrated with examples from diverse domains and real-life situations for an easy understanding of the subject, this book looks at strategies, tactics and styles for negotiation and the tools or technologies used for effectively selling; business cases and scenarios that illustrate the direct application of concepts, making the book practical, accessible and relevant and customer-centric selling and negotiation strategies, processes and approaches. A valuable companion for students, teachers, research scholars and professionals working in sales, business and management, this revised edition will also be of interest to those working in the areas of global business and trade, international affairs, marketing and economics.
Download or read book Strategic Management and Online Selling written by Susanne Royer and published by Routledge. This book was released on 2013-04-15 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book focuses on Business to Customer business on the internet in order to consider how firms with similar specific characteristics are able to realise competitive advantages. The book presents a new perspective on strategic management theory.
Download or read book The High Velocity Edge How Market Leaders Leverage Operational Excellence to Beat the Competition written by Steven J. Spear and published by McGraw Hill Professional. This book was released on 2010-05-07 with total page 432 pages. Available in PDF, EPUB and Kindle. Book excerpt: Generate faster, better results—using less capital and fewer resources! Toyota, Alcoa, Pratt & Whitney, and the U.S. Navy's Nuclear Power Program operate in vastly different worlds, but they have one thing in common. Each of these organizations generates constant, almost automatic operational self-improvements at rates faster, durations longer, and breadths wider than any of its competitors. Excellence in operational management is the single element separating industry leaders from all others. The High-Velocity Edge is a blueprint for fueling innovation and improvement at both the management and process level in your own company. It’s not magic, it’s not luck. It’s something that that can be taught, cultivated, practiced, and effectively applied to an organization. Spears explains how to: Build a system of “dynamic discovery” that reveals operational problems and weaknesses Attack and solve problems at the time and in the place where they occur, converting weaknesses into strengths Disseminate knowledge gained from solving local problems throughout the company as a whole Create managers invested in the process of continual innovation Apply the lessons of The High-Velocity Edge, and you will enjoy profitability, quality, efficiency, reliability, and agility unmatched by any of your rivals.
Download or read book Game Plan Selling written by Marc Wayshak and published by Marc Wayshak Communications LLC. This book was released on 2012-05 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's technology-saturated world, information is cheap. The Internet has changed everything for prospects-not to mention for the salespeople who hope to win their business. Prospects no longer need that big sales pitch touting all the features and benefits of a product. What's more, they have come to resent old-school selling techniques. As Marc explains in Game Plan Selling, winning the business of well-informed prospects is very similar to winning in sports. Consistent success-both in sales and on the field-requires a distinct strategy, a repeatable process and a clear plan to execute with commitment and passion. In this highly practical book, you will learn how to: Separate yourself from the competition; Use a simple system to close sales more quickly and with greater frequency; and Create a personal selling plan to virtually guarantee success."
Download or read book Value based Marketing Strategy written by Santiago Lopez and published by Vernon Press. This book was released on 2020-10-06 with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book offers novel methods for developing Value-based marketing strategies aimed at increasing revenue and profits. The Value concept relates all the benefits offered by a product with its price and the effort required to obtain it. Global competition requires managing Value rather than individual products or brands. This fosters customer loyalty, and provides a solid basis for relationship marketing. The book takes a practical, step-by-step approach to explain: • How the forces of supply and demand interact with customer Value; • The relationships between benefits, quantities, prices and costs; • How to develop effective competitive strategies; • How to manage inventory and product mix efficiently; • How to apply the Value model to increase profitability, and solve major marketing problems. The book sets forth several new approaches for marketing and pricing decision-making: • The concept of Value integrates marketing, finance, economics and accounting, in order to link Value-based pricing with relationship marketing. • The law of supply and demand is restated with quantity as a function of Value instead of price; this makes it a more realistic and practical tool for understanding today´s highly competitive business environment. • The confrontation and complementation concepts provide useful tools for guiding marketers into new segments, and pricing products accordingly. They play a key role for devising win-win strategies, not only with customers, but also with competitors. • The Value Matrix is a practical tool for understanding the product´s positioning, analyzing its competition, setting prices and developing strategy. It aims at achieving an optimal balance between customer loyalty and product mix profitability. • The Value Life Cycle illustrates how Value acts as a force that constantly changes revenue, providing insight for developing strategies in each phase of the product´s life cycle. • Analogies with physics illustrate how policy constraints create resistance to sales velocity, thereby determining the rate at which a firm advances towards its financial and marketing goals. • The strategy for pricing business services applies Value to balance supply with demand; this leads to increased revenue. • The marketing approach set forth unifies product portfolio and inventory management with Value-based pricing for maximizing income. Clear explanations and accessible language make this book ideal for marketing professionals and non-specialists. Advanced readers may refer to the appendices, where the subjects are analyzed further and the mathematical foundations are laid out; numerous solved problems of pricing and costs are included.
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.
Download or read book Nuts and Bolts of Sales Management written by John Treace and published by Greenleaf Book Group. This book was released on 2011-09 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sometimes managing a sales team feels like trying to manage chaos, and in a way it is-there are so many unpredictable influences at work in sales. In Nuts and Bolts of Sales Management, John Treace, mining decades of executive sales experience gained from successful business turnarounds, provides managers with proven strategies to build a high-performing sales team that will consistently produce desired results.The tools and tactics included in Nuts and Bolts of Sales Management help sales managers identify and solve the problems that cause companies to stumble and fail. Leaders will learn how they can take their sales force to the next level by developing effective sales processes and by promoting high morale and team work. This book will provide a deeper understanding and practical answers for the problems all sales managers and officers face each day. Here is a sample of some: - How to ensure predictable sales performance- Effective forecasting & managing the quarter- What to do when sales plans are missed- How to design highly effective meetings and award programs- Making effective presentations to management- Minimize the need for hiring and firing- How to balance morale, execution & teamwork- How to develop a powerful sales culture- Developing effective metrics- How to Leveraging expenses while managing the budget- Effective use of consultants- How to sleep well at night nearing the end of any sales quarter This practical handbook was written for current sales VPs or managers, salespeople who desire to move into management, and CEOs, COOs, CFOs and others wishing to have a better understanding of the principles and systems that drive high-velocity sales organizations.
Download or read book The Velocity Mindset written by Ron Karr and published by Amplify Publishing. This book was released on 2021-05-11 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the author of Lead, Sell, or Get Out of the Way comes a game-changing guide to help aspiring leaders transform their mindsets, increase performance, and become irreplaceable. Everyone knows what qualities define a good leader, but how many of us know what steps to take to become that great leader? The secret formula is what sales and leadership coach Ron Karr calls the Velocity Mindset(R) a perfect balance of speed and direction, both of which must remain in alignment for personal and professional success. Utilizing anecdotes and Karr's thirty-plus years of experience, The Velocity Mindset (R) demonstrates how taking time to PAUSE and visualize a desired outcome can propel you forward with purpose and beyond personal obstacles, positively influencing those around you. Whether you are in the entry-level stage of a career, a seasoned manager, or just looking to make a personal change, The Velocity Mindset (R) provides you with the tools you need to: - Leverage the psychology of influence, - Successfully engage the skills and passion of employees, teams, and customers, - Remove barriers, - Position products and services more powerfully, and - Achieve bigger results. Compelling and full of cross-industry wisdom, The Velocity Mindset (R) offers innovative and practical strategies to differentiate yourself from the competition, increase your profits, and get to the next level of success, faster.
Download or read book A Mind for Sales written by Mark Hunter, CSP and published by HarperCollins Leadership. This book was released on 2020-03-31 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.
