Download or read book Emotional Intelligence for Sales Success written by Colleen Stanley and published by AMACOM Div American Mgmt Assn. This book was released on 2013 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why do salespeople frequently fail to execute-even when they know what they should do?
Download or read book Integrity Selling for the 21st Century written by Ron Willingham and published by Currency. This book was released on 2003-06-17 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: “I have observed several hundred salespeople who were taught to use deceptive practices like ‘bait and switch’ and encouraged to play negotiation games with customers... In the same industry, I have observed countless people who had been taught to sell with high integrity. Ironically, their customer satisfaction, profit margins, and salesperson retention were significantly higher.” — Ron Willingham If you’ve tried manipulative, self-focused selling techniques that demean you and your customer, if you’ve ever wondered if selling could be more than just talking people into buying, then Integrity Selling for the 21st Century is the book for you. Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. And only then, when you bring more value to your customers than you receive in payment, will you begin to reap the rewards of high sales. Since the publication of Ron Willingham’s enormously successful first book, Integrity Selling, his sales program has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times. In his new book, Integrity Selling for the 21st Century, Willingham explains how his selling system relates to today’s business climate — when the need for integrity is greater than ever before. Integrity Selling for the 21st Century teaches a process of self-evaluation to help you become a stellar salesperson in any business climate. Once you’ve established your own goals and personality traits, you’ll be able to evaluate them in your customers and adapt your styles to create a more trusting, productive relationship. Drawing upon Willingham’s years of experience and success stories from sales forces of the more than 2,000 companies that have adopted the Integrity Selling system, Ron Willingham has created a blueprint for achieving success in sales while staying true to your values.
Download or read book Take the Cold Out of Cold Calling written by Sam Richter and published by SBR Worldwide, LLC. This book was released on 2008 with total page 313 pages. Available in PDF, EPUB and Kindle. Book excerpt: Presents advice on using Internet searching to perform successful telephone sales.
Download or read book Emotional Intelligence for Sales Leadership written by Colleen Stanley and published by HarperCollins Leadership. This book was released on 2020-06-16 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: The best way to get ahead in sales is by developing the critical soft skills that will enable you not just survive but thrive. Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Sales leadership expert Colleen Stanley shows how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads. In Emotional Intelligence for Sales Leadership, Colleen provides sales secrets that: Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team. Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills. Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams. Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors. The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales.
Download or read book Answer Intelligence written by Brian Glibkowski and published by Emerald Group Publishing. This book was released on 2021-04-14 with total page 171 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a business world and society focused upon questions, there has been an underappreciation of answers in capturing our attention, imagination and critical examination. In a complex and fast-moving world, Answer Intelligence (AQ) is our ability to provide elevated answers to emotionally connect, explain and predict, and achieve results.
Download or read book Twenty first Century Intelligence written by Wesley K. Wark and published by Psychology Press. This book was released on 2005 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: The essays contained in this volume examine the role of intelligence in the global war on terror, and in new doctrines of global pre-emption of threats.
Download or read book Artificial Intelligence in the 21st Century written by Stephen Lucci and published by Mercury Learning and Information. This book was released on 2015-12-10 with total page 1168 pages. Available in PDF, EPUB and Kindle. Book excerpt: This new edition provides a comprehensive, colorful, up-to-date, and accessible presentation of AI without sacrificing theoretical foundations. It includes numerous examples, applications, full color images, and human interest boxes to enhance student interest. New chapters on robotics and machine learning are now included. Advanced topics cover neural nets, genetic algorithms, natural language processing, planning, and complex board games. A companion DVD is provided with resources, applications, and figures from the book. Numerous instructors’ resources are available upon adoption. eBook Customers: Companion files are available for downloading with order number/proof of purchase by writing to the publisher at [email protected]. FEATURES: • Includes new chapters on robotics and machine learning and new sections on speech understanding and metaphor in NLP • Provides a comprehensive, colorful, up to date, and accessible presentation of AI without sacrificing theoretical foundations • Uses numerous examples, applications, full color images, and human interest boxes to enhance student interest • Introduces important AI concepts e.g., robotics, use in video games, neural nets, machine learning, and more thorough practical applications • Features over 300 figures and color images with worked problems detailing AI methods and solutions to selected exercises • Includes DVD with resources, simulations, and figures from the book • Provides numerous instructors’ resources, including: solutions to exercises, Microsoft PP slides, etc.
Download or read book Understanding Intelligence in the Twenty First Century written by Peter Jackson and published by Routledge. This book was released on 2004-07-01 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: Intelligence has never been more important in world politics than it is now at the opening of the twenty-first century. The terrorist attacks on the United States on September 11, 2001, along with the politics and diplomacy of the Second Gulf War, have brought intelligence issues to the forefront of both official and popular discourse on security and international affairs. The need for better understanding of both the nature of the intelligence process and its importance to national and international security has never been more apparent. The aim of this collection is to enhance our understanding of the subject by drawing on a range of perspectives, from academic experts to journalists to former members of the British and American intelligence communities.
Download or read book The Future of Intelligence written by Isabelle Duyvesteyn and published by Routledge. This book was released on 2014-04-11 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume discusses the challenges the future holds for different aspects of the intelligence process and for organisations working in the field. The main focus of Western intelligence services is no longer on the intentions and capabilities of the Soviet Union and its allies. Instead, at present, there is a plethora of threats and problems that deserve attention. Some of these problems are short-term and potentially acute, such as terrorism. Others, such as the exhaustion of natural resources, are longer-term and by nature often more difficult to foresee in their implications. This book analyses the different activities that make up the intelligence process, or the ‘intelligence cycle’, with a focus on changes brought about by external developments in the international arena, such as technology and security threats. Drawing together a range of key thinkers in the field, The Future of Intelligence examines possible scenarios for future developments, including estimations about their plausibility, and the possible consequences for the functioning of intelligence and security services. This book will be of much interest to students of intelligence studies, strategic studies, foreign policy, security studies and IR in general.
Download or read book 21st Century Prospecting written by John Rosso and published by . This book was released on 2021-10 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Cultural Intelligence in the 21st Century written by Stephan M. Branch and published by Simon and Schuster. This book was released on 2023-11-21 with total page 218 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover how leadership, cultural intelligence, and inclusion coalesce to create preeminent global leaders and organizations while driving revenue, inclusion, and ESG. If you are a CEO, global leader, or part of a global organization, you can revolutionize every part of your business by raising your cultural intelligence. Cultural Intelligence in the 21st Century explores nine crucial cultural competencies that will transform every part of your business, including: how you drive inclusion, revenue, and ESG how you lead global teams for better results how you increase sales and operational performance how you communicate across cultures how you build relationships and trust in other countries In recent years, organizations have become fixated on raising Environmental, Social, and Governance (ESG) because they recognize that the Millennial and Z generations are largely focused on investing in companies that better align with their personal philosophies. Global 2000 companies know this and are redirecting much of their focus to ESG in order to make their organizations more attractive to employees and investors. The “S” in ESG isn’t only about social equity; it’s about understanding the importance of how other countries conduct business. Did you know you can solve both at the same time while having a transformative financial impact on your organization? How can you build a globally inclusive culture in an organization where everyone feels seen, heard, and respected if you don’t understand how cultures communicate, build relationships and trust, and show respect differently? You can learn the cultural competencies to do business in other countries in order to create a more inclusive environment within a global organization, which qualifies as a metric within the ESG rating. Cultural Intelligence in the 21st Century gives you the competencies you need to do this.
Download or read book Intelligence Oversight in the Twenty First Century written by Ian Leigh and published by Routledge. This book was released on 2018-08-15 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines how key developments in international relations in recent years have affected intelligence agencies and their oversight. Since the turn of the millennium, intelligence agencies have been operating in a tense and rapidly changing security environment. This book addresses the impact of three factors on intelligence oversight: the growth of more complex terror threats, such as those caused by the rise of Islamic State; the colder East-West climate following Russia’s intervention in Ukraine and annexation of Crimea; and new challenges relating to the large-scale intelligence collection and intrusive surveillance practices revealed by Edward Snowden. This volume evaluates the impact these factors have had on security and intelligence services in a range of countries, together with the challenges that they present for intelligence oversight bodies to adapt in response. With chapters surveying developments in Norway, Romania, the UK, Belgium, France, the USA, Canada and Germany, the coverage is varied, wide and up-to-date. This book will be of much interest to students of intelligence studies, security studies and International Relations.
Download or read book Competitive Intelligence and the Sales Force written by Joel Le Bon and published by Business Expert Press. This book was released on 2013-11-14 with total page 147 pages. Available in PDF, EPUB and Kindle. Book excerpt: Because of their daily presence in the field and favored relationships with their customers, salespeople are the eyes and ears of their companies. In the new economic war, managers cannot take the chance of not being fully aware of the way they could be threatened by the competition. Yet, organizations face great difficulties to stimulate salespeople's collection and dissemination of competitive intelligence, and to manage market-based intelligence efficiently. This book aims to assist sales and marketing managers in facing such challenges while providing them with action-oriented answers to the following key questions: What kind of information salespeople should collect from the field and how to transform such information into intelligence? How to improve salespeople's competitive intelligence collection and exploitation skills? How to enhance the sales force's commitment to competitive intelligence activities? How to manage and distill market-based intelligence throughout the organization and maintain market leadership? And, how to approach the ethical aspects of competitive intelligence and remain protected against competitors' competitive intelligence activities? By leveraging the latest research, practitioners' interviews, companies' best practices, along with practical tools and guidelines, this book help organizations achieve their market-orientation strategy and maintain a sustainable competitive edge.
Download or read book New Technologies Artificial Intelligence and Shipping Law in the 21st Century written by Professor Barış Soyer and published by Taylor & Francis. This book was released on 2019-08-05 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: New Technologies, Artificial Intelligence and Shipping Law in the 21st Century consists of edited versions of the papers delivered at the Institute of International Shipping and Trade Law’s 14th International Colloquium at Swansea Law School in September 2018. Written by a combination of top academics and highly experienced legal practitioners, these papers have been carefully co-ordinated to give the reader a first-class insight into the issues surrounding new technology and shipping. The book is set out in three parts: Part I offers a detailed and critical analysis of issues that are emerging, and those that are likely to emerge, from the use of advanced computer technology, particularly at the contracting process and in the context of issuing trading documents. Part 2 focusses on artificial intelligence and discusses the contemporary issues that will emerge once autonomous ships and similar crafts are put to use in the world’s oceans. As well as this, the legal impact of ports utilising artificial intelligence and computer technology will also be considered. Part 3 analyses how the increasing use of legal technology is changing insurance underwriting and shipping litigation. An invaluable guide to the recent technological advances in shipping, this book is vital reading for both professional and academic readers.
Download or read book IC21 Intelligence Community in the 21st Century written by United States. Congress. House. Permanent Select Committee on Intelligence and published by . This book was released on 1996 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Revenue Operations written by Stephen G. Diorio and published by John Wiley & Sons. This book was released on 2022-04-19 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: Crush siloes by connecting teams, data, and technologies with a new systems-based approach to growth. Growing a business in the 21st Century has become a capital intensive and data-driven team sport. In Revenue Operations: A New Way to Align Sales and Marketing, Monetize Data, and Ignite Growth, an accomplished team of practitioners, academics, and experts provide a proven system for aligning revenue teams and unlocking growth. The book shows everyone how to connect the dots across an increasingly complex technology ecosystem to simplify selling and accelerate revenue expansion. With Revenue Operations, you’ll understand what it takes to successfully transition to the new system of growth without killing your existing business. This practical and executable approach can be used by virtually any business - large or small, regardless of history or industry - that wants to generate more growth and value. By reading this book you will find: Real-world case studies and personal experiences from executives across an array of high technology, commercial, industrial, services, consumer, and cloud-based businesses. The six core elements of a system for managing your commercial operations, digital selling infrastructure, and customer data assets. Nine building-blocks that connect the dots across your sales and marketing technology ecosystem to generate more consistent growth and a better customer experience at lower costs. The skills and tools that next generation growth leaders will need to chart the roadmap for a successful career in any growth discipline for the next 25 years. An indispensable resource for anyone who wants to get more from their business – board members, CEOs, business unit leaders, strategists, thought leaders, analysts, operations professionals, partners, and front-line doers in sales, marketing, and service - Revenue Operations is based on over one thousand surveys of and interviews with business professionals conducted during 2020 and 2021. It also includes a comprehensive analysis of the sales and marketing technology landscape. As a perfectly balanced combination of academic insight and data-driven application, this book belongs on the bookshelves of anyone responsible for driving revenue and growth.
Download or read book SPIN Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
