LETS GET REAL OR LETS NOT PLAY

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Let S Get Real Or Let S Not Play

Author : Mahan Khalsa
ISBN : 144063291X
Genre : Business & Economics
File Size : 50.88 MB
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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. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening mindsClose the deal by opening minds From the Hardcover edition.
Category: Business & Economics

42 Rules For Successful Collaboration 2nd Edition

Author : David Coleman
ISBN : 9781607731115
Genre : Business & Economics
File Size : 61.45 MB
Format : PDF
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Whether you are a 5-person team or a 50,000 person company some of the same rules for successful collaboration apply. The more you share what you know the more it is worth; understanding a person's local context is more critical to successful collaboration than any technology you may use. Based on years of research, an encyclopedic knowledge of collaborative technologies, and a realization that collaboration is hard to do successfully, Mr. Coleman provides a holistic view on collaboration. Through a variety of contributions from his social networks, others have contributed their best rules for collaboration based on their experience. The holistic approach (People, Process and Technology) is the organizing principle for the book and each rule can be found in the appropriate section. Managers, CEOs, Venture Capitalists, or anyone that has to work with other people at a distance every day can get great benefit from this book. Readers of this book will walk away with a much better idea how to be successful in their interactions with others via the computer. It will help people who are on teams separated geographically, as well as managers and executives. The book filled with high-tech nuggets of wisdom for programmers and IT professionals. But it also has practical rules that apply to anyone who works with others.
Category: Business & Economics

The Trusted Advisor Fieldbook

Author : Charles H. Green
ISBN : 9781118085646
Genre : Business & Economics
File Size : 69.29 MB
Format : PDF, ePub, Docs
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A practical guide to being a trusted advisor for leaders in any industry In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadership—such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance. Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference. Self-administered worksheets and coaching questions provide immediate insights into your current business challenges Real-life examples demonstrate proven ways to "walk the talk" Action plans bridge the gap between insights and outcomes Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainably—in business and in life.
Category: Business & Economics

Customers Are F I C K L E

Author : Nick Bailey
ISBN : 9781908691095
Genre : Sale of business enterprises
File Size : 50.78 MB
Format : PDF, ePub
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This book is perfectly positioned to help people who are selling high value complex products and services.
Category: Sale of business enterprises

Win Loss Reviews

Author : Rick Marcet
ISBN : 9781118102602
Genre : Business & Economics
File Size : 50.47 MB
Format : PDF, ePub
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An effective framework for strengthening competitiveness bylearning from past deals and applying insights derived fromthem. Every sales opportunity, whether won or lost, has useful nuggetsof information that can be harvested and used to improveperformance. When those pieces of information are aggregated,analyzed and made available for all to use, theorganization’s competitive position is greatly enhanced. Reveals how to turn field sales teams, a mostly underutilizedresource, into net producers of competitive intelligence Exposes new and unconventional approaches for gathering anddemocratizing sales insights for a broad stakeholder audience Presents a proven knowledge sharing model that is being adoptedby major companies worldwide Win/Loss Reviews shows how every company can improve top andbottom line performance by systematically capturing the keyinsights from deals that have been won, lost or delayed. While the book talks to decision makers and businessstrategists, the principles and disciplines explored are aimed atbridging the flow of competitive intelligence between sales andmarketing, simultaneously providing insights and line-of-site tothe dynamics affecting business performance.
Category: Business & Economics

Let S Get To The Nitty Gritty

Author : Horace Silver
ISBN : 9780520253926
Genre : Biography & Autobiography
File Size : 73.65 MB
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Silver details the economic forces that persuaded him to put Silveto to rest and to return to the studios of such major jazz recording labels as Columbia, Impulse, and Verve, where he continued expanding his catalogue of new compositions and making recordings that are at least as impressive as his earlier work. Silver's irrepressible sense of humor combined with his distinctive spirituality make his account, which is well seasoned with anecdotes about the music, the musicians, and the milieu in which he worked and prospered, both entertaining and inspiring."--Jacket.
Category: Biography & Autobiography

Let S Get Results Not Excuses

Author : James M. Bleech
ISBN : 0811908100
Genre : Business & Economics
File Size : 80.60 MB
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Here's a no-nonsense approach to increasing productivity, performance and profit. This unique look at corporate problem-solving allows one to rid a company of the disease of excuse-making. As a result, all the accompanying problems--denial of responsibility, pessimism, procrastination, projection of blame, and reactive thinking--disappear.
Category: Business & Economics

Let S Get It On

Author : Cheris Hodges
ISBN : 9780758264374
Genre : Fiction
File Size : 30.94 MB
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She's So Not Having This Problem "I go on vacation in the Bahamas to celebrate my promotion and who do I see? Maurice Goings, NFL superstar, my high school and college sweetheart...the man who not only broke my heart, but drop-kicked it beyond repair. We were only a few weeks away from marriage when I caught him cheating on me. I changed schools, became a top lawyer, and swore that I'd never be hurt like that again. I don't care that Maurice is even finer than ever before, I'm not letting him fool me twice. . ." But He's Ready To Do Whatever It Takes. . . "I know I hurt Kenya a lot, but I really do love her. No matter how much she tries to push me away, fate keeps drawing us back into each other's arms--and God knows there's still so much sizzling chemistry between us. So this is my last chance to show her that she can trust me again. It's going to be the hardest thing I've ever done--but Kenya's worth it..."
Category: Fiction

Let S Get Free

Author : Paul Butler
ISBN : 9781595585103
Genre : Law
File Size : 85.52 MB
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Drawing on his personal fascinating story as a prosecutor, a defendant, and an observer of the legal process, Paul Butler offers a sharp and engaging critique of our criminal justice system. He argues against discriminatory drug laws and excessive police power and shows how our policy of mass incarceration erodes communities and perpetuates crime. Controversially, he supports jury nullification—or voting “not guilty” out of principle—as a way for everyday people to take a stand against unfair laws, and he joins with the “Stop Snitching” movement, arguing that the reliance on informants leads to shoddy police work and distrust within communities. Butler offers instead a “hip hop theory of justice,” parsing the messages about crime and punishment found in urban music and culture. Butler’s argument is powerful, edgy, and incisive.
Category: Law

Implementing Value Pricing

Author : Ronald J. Baker
ISBN : 047092957X
Genre : Business & Economics
File Size : 36.30 MB
Format : PDF, Mobi
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Praise for IMPLEMENTING VALUE PRICING A Radical Business Model for Professional Firms "Ron Baker is the most prolific and best writer when it comes to pricing services. This is a must-read for executives and partners in small to large firms. Ron provides the basics, the advanced ideas, the workbooks, the case studies—everything. This is a must-have and a terrific book." —Reed K. Holden founder and CEO, Holden Advisors, Corp., Associate Professor, Columbia University www.holdenadvisors.com "We've known through Ron Baker's earlier books that he's not just an extraordinary thinker and truly brilliant writer—he's a mover and a shaker on a mission. This is the End of Time! Brilliant." —Paul Dunn Chairman, B1G1® www.b1g1.com "Implementing Value Pricing is a powerful blend of theory, strategy, and tactics. Ron Baker's most recent offering is ambitious in scope, exploring topics that include economic theory, customer orientation, value identification, service positioning, and pricing strategy. He weaves all of them together seamlessly, and includes numerous examples to illustrate his primary points. I have applied the knowledge I've gained from his body of work, and the benefits to me—and to my customers—have been immediate, significant, and ongoing." —Brent Uren Principal, Valuation & Business Modeling Ernst & Young® www.ey.com "Ron Baker is a revolutionary. He is on a radical crusade to align the interests of service providers with those of their customers by having lawyers, accountants, and consultants charge based on the value they provide, rather than the effort it takes. Implementing Value Pricing is a manifesto that establishes a clear case for the revolution. It provides detailed guidance that includes not only strategies and tactics, but key predictive indicators for success. It is richly illustrated by the successes of firms that have embraced value-based pricing to make their services not only more cost-effective for their customers, but more profitable as well. The hallmark of a manifesto is an unyielding sense of purpose and a call to action. Let the revolution begin." —Robert G. Cross, Chairman and CEO, Revenue Analytics, Inc. Author, Revenue Management: Hard-Core Tactics for Market Domination
Category: Business & Economics