Download or read book Selling 180 A Different Approach to New Business Development written by Thomas Batchelder and published by Dog Ear Publishing. This book was released on 2018-11-29 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book challenges your ideas about selling and provides a fresh approach to prospecting, qualifying and closing new business. You'll get practical tips on how to: > Create prospecting emails that can get a 50% response rate > Get a reply from an unresponsive prospect in 30 minutes or less > Create a more compelling value proposition (without buzzwords) to attract ideal clients > Use five key questions for prospects that ensure you waste less time > Shift the traditional buyer-selling dynamic—where YOU are in control > Build a team culture that can recruit, retain and develop top talent "Since being introduced to Tom's principles, my sales are up 35% and my funnel of qualified prospects has more than doubled. I now have a focused process to prospect, qualify and earn longtime clients. Tom's approach is more conversational, more open and honest, and definitely more effective. The resulting sales are larger, margins are higher, and the sales cycle is shorter." — Scott Whitney, Sales Representative "This approach gave my team a different way to think about sales, a new language that is much more human, and a systematic process that allows us to be in control with prospects and clients." — Roseanne Luth, CEO

Download or read book The 180 Rule for Integrated Social Selling written by Rich Lucia and published by . This book was released on 2014-05-22 with total page 42 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is no doubt the world has changed. Buyers have changed how they receive and process information has also changed. Sales methodology there must also change. There is a need, in business development today, greater than ever before to, understand, focus and get closer to our buyers. Random selling techniques, social media and unfocused initiatives will only help to sabotage the best of intentions. There must be a well thought out and executed plan. A plan where each component is integrated and uses a holistic approach to business development. A process that insures you are selling to the best possible prospects and all your actions work together to make these prospects long lasting, profitable customers. That process is Integrated Social Selling and one of the best ways to add clarity to its value is to read Using The 180 rule for Social Selling.

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 High Profit Selling written by Mark HUNTER and published by AMACOM Div American Mgmt Assn. This book was released on 2012-02-14 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating marginsùshort-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher priceàand that success comes only to those focused on ôprofitable sales.ö This eye-opening book shows readers how to: Avoid negotiating ò Actively listen to customers ò Match the benefits of their product or service with the customer's needs and pains ò Confidently communicate value ò Successfully execute a price increase with existing customers ò Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.

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 Barking Up a Dead Horse written by Tom Batchelder and published by Dog Ear Publishing. This book was released on 2007-12 with total page 269 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Barking Up a Dead Horse" aims to: Challenge mental assumptions and build a radically honest, yet common language for engaging new prospects and existing clients. The end result being... -Finding more of the right prospects & making them clients faster. -Creating a fundamental, radical shift in the traditional buyer-seller dynamic. -Increasing retention & maximizing the human potential of your people. Tom Batchelder specializes in coaching progressive business leaders in the areas of sales excellence and life success. He has over 17 years experience in sales, management, entrepreneurship, and coaching. Working with Fortune 500(R) organizations and emerging small businesses, tom helps clients control their sales process, shorten selling cycles and effectively increase profit margins.

Download or read book Sell Different written by Lee B. Salz and published by HarperCollins Leadership. This book was released on 2021-09-14 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Game-changing new strategies to outsmart, outmaneuver, and outsell your competition! Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. How do you stand out from the pack and not just land the account, but win deals at the prices you want? Lee B. Salz’s previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones. The practical, proven strategies presented in Sell Different! include: How to defeat your toughest competitor (hint: it’s not who you think it is) An actionable 16-phase plan to reach and engage elusive prospects Finding more of your best clients (it’s easier than you think) Acquiring more referrals than you ever dreamed possible Virtual selling and how to harness its potential Neutralizing the fear of change that paralyzes buyers and kills deals Structuring pilot programs that advance your deals Identifying the critical person needed to win more deals at the prices you want Solving closing problems and fixing the real issue limiting your success Dissecting and resolving the most challenging sales objection — price! What 99.999% of salespeople don’t do, but should Expanding account relationships to explode revenue and lock out the competition How to address a major flaw when comparing salespeople with professional athletes And much, much more! If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you.

Download or read book Your Next Five Moves written by Patrick Bet-David and published by Simon and Schuster. This book was released on 2021-06 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the creator of Valuetainment, the #1 YouTube channel for entrepreneurs, and “one of the most exciting thinkers” (Ray Dalio, author of Principles) in business today, comes a practical and effective guide for thinking more clearly and achieving your most audacious professional goals. Both successful entrepreneurs and chess grandmasters have the vision to look at the pieces in front of them and anticipate their next five moves. In this book, Patrick Bet-David “helps entrepreneurs understand exactly what they need to do next” (Brian Tracy, author of Eat That Frog!) by translating this skill into a valuable methodology. Whether you feel like you’ve hit a wall, lost your fire, or are looking for innovative strategies to take your business to the next level, Your Next Five Moves has the answers. You will gain: CLARITY on what you want and who you want to be. STRATEGY to help you reason in the war room and the board room. GROWTH TACTICS for good times and bad. SKILLS for building the right team based on strong values. INSIGHT on power plays and the art of applying leverage. Combining these principles and revelations drawn from Patrick’s own rise to successful CEO, Your Next Five Moves is a must-read for any serious executive, strategist, or entrepreneur.

Download or read book The Wish written by Elinor Stutz and published by Smooth Sale. This book was released on 2016-07-16 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Wish: A 360 Business Development Process that Fuels Sales reveals essential communication and business development strategy for business owners of all sized companies. Everything Stutz learned from her professional sales career as a top producer to becoming a top1% influencer, according to Kred, is shared in this book. Subject Matter Includes: * Put sales on a higher plane * Develop a highly regarded personal brand * Power branding * Social media and communication strategy * Sales crash course * Convert the entire effort to sales Personal stories of difficult learning curves and how to overcome are included to as examples for readers to persevere. Some stories will bring a smile, too.By implementing all of the above, my secret wish came true! Instead of wasting most of the day in pursuit, social media coupled with the right communication strategy, allows us to attract our desired audience. You, too, may establish a global clientele by using the strategies revealed in this book. My next wish is for you to gain the information you need to move your business and sales effort forward. May you enjoy the Smooth Sale!

Download or read book Thinking in New Boxes written by Luc De Brabandere and published by Random House. This book was released on 2013-09-10 with total page 353 pages. Available in PDF, EPUB and Kindle. Book excerpt: When BIC, manufacturer of disposable ballpoint pens, wanted to grow, it looked for an idea beyond introducing new sizes and ink colors. Someone suggested lighters. LIGHTERS? With an idea that seemed crazy at first, that bright executive, instead of seeing BIC as a pen company—a business in the PEN “box”—figured out that there was growth to be found in the DISPOSABLE “box.” And he was right. Now there are disposable BIC lighters, razors, even phones. The company opened its door to a host of opportunities. IT INVENTED A NEW BOX. Your business can, too. And simply thinking “out of the box” is not the answer. True ingenuity needs structure, hard analysis, and bold brainstorming. It needs to start THINKING IN NEW BOXES —a revolutionary process for sustainable creativity from two strategic innovation experts from The Boston Consulting Group (BCG). To make sense of the world, we all rely on assumptions, on models—on what Luc de Brabandere and Alan Iny call “boxes.” If we are unaware of our boxes, they can blind us to risks and opportunities. This innovative book challenges everything you thought you knew about business creativity by breaking creativity down into five steps: • Doubt everything. Challenge your current perspectives. • Probe the possible. Explore options around you. • Diverge. Generate many new and exciting ideas, even if they seem absurd. • Converge. Evaluate and select the ideas that will drive breakthrough results. • Reevaluate. Relentlessly. No idea is a good idea forever. And did we mention Reevaluate? Relentlessly. Creativity is paramount if you are to thrive in a time of accelerating change. Replete with practical and potent creativity tools, and featuring fascinating case studies from BIC to Ford to Trader Joe’s, Thinking in New Boxes will help you and your company overcome missed opportunities and stay ahead of the curve. This book isn’t a simpleminded checklist. This is Thinking in New Boxes. And it will be fun. (We promise.) Praise for Thinking in New Boxes “Excellent . . . While focusing on business creativity, the principles in this book apply anywhere change is needed and will be of interest to anyone seeking to reinvent herself.”—Blogcritics “Thinking in New Boxes is a five-step guide that leverages the authors’ deep understanding of human nature to enable readers to overcome their limitations and both imagine and create their own futures. This book is a must-read for people living and working in today’s competitive environment.”—Ray O. Johnson, Ph.D., chief technology officer, Lockheed Martin “Thinking In New Boxes discusses what I believe to be one of the fundamental shifts all companies/brands need to be thinking about: how to think creatively, in order to innovate and differentiate our brands. We need to thrive and lead in a world of accelerating change and this book challenges us to even greater creativity in our thinking. One of the best business books I’ve read in a long time.”—Jennifer Fox, CEO, Fairmont Hotels & Resorts “As impressive as teaching new tricks to old dogs, Thinking in New Boxes is both inspirational and practical—a comprehensive, step-by-step guide to sharpening one’s wits in order to harness creativity in the workplace.”—Peter Gelb, general manager, Metropolitan Opera

Download or read book You Can Always Sell More written by Jim Pancero and published by John Wiley & Sons. This book was released on 2006-04-20 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: The sales manager's step-by-step guide to better team performance As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals. Jim Pancero (Eden Prairie, MN) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate sales-team members, association attendees, and graduate-level university students.

Download or read book Getting Everything You Can Out of All You ve Got written by Jay Abraham and published by Truman Talley Books. This book was released on 2000-02-21 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: A trusted advisor to America's top corporations and recognized as one of today's preeminent marketing experts, Jay Abraham has created a program of proven strategies to help you realize undreamed-of success! Unseen opportunities face each of us every day. Using clear examples from his own experience, Jay explains just how easy it can be to find and/or create new opportunities for wealth-building in any existing business, enterprise, or venture. And just how easy can it be? One entrepreneur took the concept of the ballpoint pen and refined it into a multimillion-dollar idea: roll-on deodorant. Fred Smith of Federal Express took the methods that banks use for clearing checks to develop an overnight delivery company that has revolutionized the way we do business. Now, what have you seen--or are going to see--that you could take and turn to your advantage? In Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition, the program focuses on helping you spot the hidden assets, overlooked opportunities, and untapped resources around you, and gives you, and gives you fresh eyes with which to see and capitalize on them. You'll also learn how to adapt and apply these tools to your unique circumstances to maximize your income, influence, power, and success.

Download or read book Strategies for Successfully Buying Or Selling a Business written by Russell L. Brown and published by Bookworld Services. This book was released on 1997 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text covers every aspect of buying and selling a business. It describes an easy five-step method to valuing any business, lays out the buyer's and seller's responsibilities, advises on the best time to sell a business, and gives the pros and cons of using business brokers. The text describes the all-important 3-step negotiation process, and essential franchise considerations.

Download or read book Getting Rich Your Own Way written by Brian Tracy and published by John Wiley & Sons. This book was released on 2004-10-08 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Save yourself ten years of hard work. Read Brian's powerful book and let him show you the shortcut to success. He'll show you the fastest way for you to get rich." -Robert Allen bestselling author, Multiple Streams of Income "Millions of people start with nothing and become wealthy as the result of doing certain things in a certain way, over and over again. This book by Brian Tracy shows you how you can achieve all your financial goals, starting from wherever you are today." -Jack Canfield coauthor, Chicken Soup for the Soul(r) series and The Success Principles "This is the only book you need to read to become wealthy! It is loaded with practical ideas and strategies to propel you onwards and upwards." -Nido Qubein Chairman, Great Harvest Bread Company, and founder, National Speakers Association Foundation "Another great book from Brian Tracy. Tangible, practical ideas that will make you money and make you rich!" -Bill Bachrach President, Bachrach & Associates, Inc. "Brian Tracy has put together a masterpiece of common sense for getting rich. If you wish a different life, commit now to different actions-read this book!" -H. J. (Jim) Graham President and CEO, Cyber Broadcast One, Inc. "Brian Tracy shows you how unlimited wealth starts in the mind, and how anyone can focus their time and energy to earn millions. It's the readable, riveting primer for countless new American fortunes." -Peter Montoya CEO, Peter Montoya Inc.

Download or read book Making the Compelling Business Case written by W. Messner and published by Springer. This book was released on 2013-11-26 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: Providing the necessary background information and hands-on tools to build compelling business cases, this book will increase the reader's capability to champion new business development ideas, take them to senior management, and facilitate the decision process by understanding the key theories and practices of finance and corporate investments.

Download or read book Think Again written by Jeffrey L. Nischwitz and published by American Bar Association. This book was released on 2007 with total page 364 pages. Available in PDF, EPUB and Kindle. Book excerpt: The author takes a fresh look at specific ways to create a client-centric law firm and deliver exceptional client service by differentiating a law firm from other firms, and the specific skills and strategies needed to build effective and productive relationships that result in successful business development. The book provides practical ideas and tactics for addressing the key areas of a law firm-- managing, leading, team building and compensation, client service, and new business development. Writing in an engaging and witty but no-nonsense style, the author speaks directly to the reader, cutting through the stereotypes and misconceived notions that haunt the legal profession and coaching the lawyer to reach beyond the norm.

Download or read book Business Model Generation written by Alexander Osterwalder and published by John Wiley & Sons. This book was released on 2013-02-01 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business Model Generation is a handbook for visionaries, game changers, and challengers striving to defy outmoded business models and design tomorrow's enterprises. If your organization needs to adapt to harsh new realities, but you don't yet have a strategy that will get you out in front of your competitors, you need Business Model Generation. Co-created by 470 "Business Model Canvas" practitioners from 45 countries, the book features a beautiful, highly visual, 4-color design that takes powerful strategic ideas and tools, and makes them easy to implement in your organization. It explains the most common Business Model patterns, based on concepts from leading business thinkers, and helps you reinterpret them for your own context. You will learn how to systematically understand, design, and implement a game-changing business model--or analyze and renovate an old one. Along the way, you'll understand at a much deeper level your customers, distribution channels, partners, revenue streams, costs, and your core value proposition. Business Model Generation features practical innovation techniques used today by leading consultants and companies worldwide, including 3M, Ericsson, Capgemini, Deloitte, and others. Designed for doers, it is for those ready to abandon outmoded thinking and embrace new models of value creation: for executives, consultants, entrepreneurs, and leaders of all organizations. If you're ready to change the rules, you belong to "the business model generation!"