Download or read book The Transparent Sales Leader written by Todd Caponi and published by Ideapress Publishing. This book was released on 2022-07-05 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Transparent Sales Leader challenges long-held sales leadership standards, providing a modern, cards-face-up, science-backed, easy-to implement framework for today's sales leaders. Todd Caponi, author of The Transparency Sale, brings the science of transparency and intrinsic inspiration to the pages of this book, in a simple-to-understand and- implement structure to help you get the job, plan, strategize and communicate to your team, your bosses, and even your board. Hitting a revenue target is not the job, it's the outcome. The inspiration of your team is only "coin operated" if you're doing it wrong. In the end, you'll see the holes before they form. You'll stop chasing, andstart growing.
Download or read book The Transparency Sale written by Todd Caponi and published by IdeaPress Publishing. This book was released on 2020-06-02 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The future of sales is radically transparent. Are you ready for it? Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency. What if the key to selling was to do exactly the opposite of what most sales courses tell you to do? It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.
Download or read book Sales Leadership written by Keith Rosen and published by John Wiley & Sons. This book was released on 2018-09-25 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Coaching is the universal language of learning, development, and change." Imagine a workplace without fear, stress, or worry. Instead, you're acknowledged as a valued, contributing team player who doesn't sacrifice priorities, values, happiness, or your life for your job. Sound ludicrous? Consider this is a reality in many thriving organizations. Most leadership books don't apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that's aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives. What if you can successfully coach anyone in 15, 5, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do others' work, create dependency, and nourish the seed of mediocrity. Great business leaders shift from doing people's jobs to developing them by learning the language of leadership coaching. In its powerful simplicity, Sales Leadership delivers a chronological path to develop a thriving coaching culture and coaching leaders who develop top performing teams and sales champions. Using Keith's intuitive LEADS Coaching Framework™, the coaching talk tracks for critical conversations, and his Enrollment strategy to create loyal, unified teams, you will inspire immediate change. Now, coaching is easily woven into your daily conversations and rhythm of business so that it becomes a natural, healthy habit. In his award-winning book, Coaching Salespeople Into Sales Champions, Keith was the first Master Certified Coach to share his personal coaching playbook that is now the standard for coaching excellence. Ten years later, and one million miles traveled, he reveals the evolution of sales leadership and coaching mastery through his experiences working with Fortune 5000 companies and small businesses worldwide. In the first book ever titled Sales Leadership, you'll master the ability to: Ask more questions, give less advice, and build trust and accountability to rely on people to do their job. Reduce your workload and save 20 hours a week on unproductive and wasteful activities. Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos. Achieve business objectives, boost sales faster, and retain more customers. Create buy-in around strategic change and improve daily performance metrics. Assess company readiness and ensure implementation of a successful and sustainable coaching initiative and create a healthy, happy workplace. "People create the mindset, mindset shapes behavior, behavior defines culture, and ultimately, culture determines success. That's why the primary business objective is: To Make Your People More Valuable."
Download or read book The Sales Leader s Problem Solver written by Suzanne Paling and published by Red Wheel/Weiser. This book was released on 2016-11-21 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the book every sales manager wishes they had—before they accepted the job. The advice within acts as a 24/7 coach for beleaguered sales leaders dealing with perplexing dilemmas. Sales leaders (managers, directors, and vice presidents) advocate for and often succeed in getting sales training for their reps, but when they request sales management training for themselves, the answer is often no. This lack of formal instruction lowers their chances of success. Drawn from the author’s experiences as a sales manager, sales management consultant, and coach, The Sales Leader’s Problem Solver offers guidance on solving common but difficult issues with the salesperson who: Sells inconsistently. Cheats on sales contests. Doesn’t enter data in the CRM. Calls only on the largest or easiest clients. Won’t prospect for new business. By providing a consistent format to follow, Suzanne Paling will help any sales leader level-headedly deal with any challenge by: Clarifying the issue. Creating a plan. Presenting a solution to executives. Discussing the issue with the rep(s) in question.The Sales Leader’s Problem Solver is a powerful tool that will help new and experienced sales managers lead their teams and develop their reputations as fair, effective, no-nonsense problem solvers.
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 Let s Get Real or Let s Not Play written by Mahan Khalsa and published by Penguin. This book was released on 2008-10-30 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: The new way to transform a sales culture with clarity, authenticity, and emotional intelligence Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. Elevate your career with this essential guide for sales professionals and entrepreneurs alike.
Download or read book The Hidden Leader written by Scott Edinger and published by AMACOM. This book was released on 2015-02-04 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book helps managers recognize hidden gems in the workplace and learn how to utilize them for their greatest impact. Think you can spot the leaders in your company? Don’t assume that you can identify them by their positions. What about those employees who consistently step up: the field agent who solves a previously intractable problem; the service rep who thinks outside the box and creates unshakeable customer loyalty. These are more than “good employees”, these are “hidden leaders” and they are critical to an organization’s long-term success. Managers today need to make the most of all their resources—and The Hidden Leader shows them how to identify and cultivate these talented but under utilized employees, who: Demonstrate integrity Lead through authentic relationships Focus on results Work from clear customer purpose Fulfill the value promise of the company Don’t settle for the traditional feedback that tells you these are “good employees” who deserve a pat on the back and a 3 percent increase at the end of the year. These hidden leaders will soon be pulled out by another organization giving them the opportunity they deserve. Supported by real-world examples of hidden leaders in action--and QR codes readers can scan for instant access to online assessments--The Hidden Leader helps managers discover these secret saviors and enable them to deliver even greater value to customers.
Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Download or read book Sales Management Simplified written by Mike Weinberg and published by AMACOM. This book was released on 2015-10-21 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!
Download or read book Sales Truth written by Mike Weinberg and published by HarperCollins Leadership. This book was released on 2019-06-11 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Become a better salesperson by learning to debunk the sales myths and focus your strategy on a proven approach that will drive the results you want. Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” post on LinkedIn and beginning to question their proclamation that everything in sales has changed? The one constant in the world of sales is the noise from self-titled experts and thought leaders informing you of the latest tools, tricks, and strategies that you should utilize. However, ironically, the more modern solutions you adopt, the harder it is to get results. Bestselling author and sales expert Mike Weinberg offers a wake-up call to salespeople and sales leaders on how to bypass the noise so you can start winning more, new sales. In Sales Truth, Weinberg shares some of the truths you’ll learn including: Many self-proclaimed sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to?a seller or sales team. What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today. Look no further than Weinberg’s powerful principles and proven strategies to help you become a professional sales master and create more new sales opportunities.
Download or read book New Sales written by Mike Weinberg and published by AMACOM Div American Mgmt Assn. This book was released on 2013 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.
Download or read book The Heart of a Christian Sales Person written by Dave Kahle and published by . This book was released on 2014-11-11 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Being a Christian sales person is going to be tricky. That's what I thought as I entered my first professional sales position. In retrospect, my life as a Christian sales person was confusing, gut-wrenchingly difficult, frustrating, and wonderfully rewarding. I dealt with questions that you may also face: - How do I balance the need to get results with the Christian ethic of leaving the outcomes to Christ? - Where do I go for support and encouragement in a church where I'm seen as a second class citizen? - How and when do I voice my beliefs on the job, when my employer is not paying me to do that? - How do I maintain my perspective when some of the professional Christians around me are so much more manipulative and deceitful than any secular acquaintance? - How do I maintain my Christian ethics inside a company that supports just the opposite? - How do I grow a consulting practice with no resources and no network? Here's my story.
Download or read book Saleshood written by Elay Cohen and published by Greenleaf Book Group. This book was released on 2014-04-15 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: A playbook that empowers sales managers to think like CEOs and act like entrepreneurs At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated the company’s growth to a $3 billion–plus enterprise. The innovation delivered over these years by Elay and his team resulted in unprecedented sales productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company. First-line sales managers are the backbone of every sales organization. They make it happen. They’re where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople. In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.
Download or read book R E D Marketing written by Greg Creed and published by HarperCollins Leadership. This book was released on 2021-06-08 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: Create breakthrough marketing campaigns by harnessing the power of R.E.D. Marketing: a transparent and flexible methodology straight from marketing powerhouse Yum! Brands. Sidestep the marketing books, courses, and even TED talks that offer hypothetical explanations that sound sensible and embrace the proven, systematic approach of R.E.D. Marketing, which the recent CEO and current CMO of Yum! Brands applied to lead Taco Bell and KFC to double digit growth. This book, filled with simple frameworks and engaging stories, will help everyone in your company understand what really works for driving sustainable brand growth and business success. In 2011, Greg Creed had just been elevated from President to CEO of Taco Bell, a brand in deep distress at the time. It was on his shoulders to turn things around quickly along with co-author and CMO, Ken Muench. Together, they developed the R.E.D (Relevance, Ease, Distinctiveness) method. It’s simple methodology does not require complicated terms and a PhD to understand, it’s actually quite simple—marketing works in three very different ways: Relevance—Is it relevant to the marketplace? Ease—Is it easy to access and use? Distinction—Does it stand out from competition? By combining actual examples from Yum! and other recognizable brands of every size around the world with the latest findings in marketing, neuroscience, and behavioral economics, and the author’s own experience marketing three different brands across 120 countries, your brand can set and achieve a truly breakthrough marketing campaign utilizing R.E.D Marketing.
Download or read book Execution written by Larry Bossidy and published by Crown Currency. This book was released on 2009-11-10 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: #1 NEW YORK TIMES BESTSELLER • More than two million copies in print! The premier resource for how to deliver results in an uncertain world, whether you’re running an entire company or in your first management job. “A must-read for anyone who cares about business.”—The New York Times When Execution was first published, it changed the way we did our jobs by focusing on the critical importance of “the discipline of execution”: the ability to make the final leap to success by actually getting things done. Larry Bossidy and Ram Charan now reframe their empowering message for a world in which the old rules have been shattered, radical change is becoming routine, and the ability to execute is more important than ever. Now and for the foreseeable future: • Growth will be slower. But the company that executes well will have the confidence, speed, and resources to move fast as new opportunities emerge. • Competition will be fiercer, with companies searching for any possible advantage in every area from products and technologies to location and management. • Governments will take on new roles in their national economies, some as partners to business, others imposing constraints. Companies that execute well will be more attractive to government entities as partners and suppliers and better prepared to adapt to a new wave of regulation. • Risk management will become a top priority for every leader. Execution gives you an edge in detecting new internal and external threats and in weathering crises that can never be fully predicted. Execution shows how to link together people, strategy, and operations, the three core processes of every business. Leading these processes is the real job of running a business, not formulating a “vision” and leaving the work of carrying it out to others. Bossidy and Charan show the importance of being deeply and passionately engaged in an organization and why robust dialogues about people, strategy, and operations result in a business based on intellectual honesty and realism. With paradigmatic case histories from the real world—including examples like the diverging paths taken by Jamie Dimon at JPMorgan Chase and Charles Prince at Citigroup—Execution provides the realistic and hard-nosed approach to business success that could come only from authors as accomplished and insightful as Bossidy and Charan.
Download or read book Not Taught written by Jim Keenan and published by . This book was released on 2015-12-10 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 21st Century has ushered in the information age, and with it a new set of rules for success. Not Taught shares how the rules of 20th century and the industrial age no longer work and that if you want to be successful you must learn the new rules of success. Not Taught punches you in the face with the realities of work today and offers clear strategies on how to be successful in this crazy information-driven world. Not Taught is your personal guide to the changing success landscape created by the information age, social media, access to information, the high cost of college, the internet and more. The book breaks down how the rules of the past no longer suffice and what it takes for you to win in the 21st century.
Download or read book Sell the Way You Buy written by David Priemer and published by Page Two. This book was released on 2020-04-07 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't always know what they want or need, or they may be seeking a solution for something that isn't their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the "Sea of Sameness." In today's world, almost everyone is in sales, but as Priemer realized, we don't teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution--all the while teaching you to avoid all the reasons why the average person doesn't like salespeople. In short, to sell the way you buy.
