NEW SALES SIMPLIFIED

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New Sales Simplified

Author : Mike Weinberg
ISBN : 9780814431788
Genre : Business & Economics
File Size : 75.30 MB
Format : PDF, Docs
Download : 371
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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.
Category: Business & Economics

New Sales

Author : Mike Weinberg
ISBN : 9780814431771
Genre : Business & Economics
File Size : 57.60 MB
Format : PDF, ePub
Download : 834
Read : 193

Shares examples and anecdotes and offers a framework to successfully develop new business.
Category: Business & Economics

Sales Management Simplified

Author : Mike Weinberg
ISBN : 9780814436448
Genre : Business & Economics
File Size : 34.67 MB
Format : PDF, ePub
Download : 470
Read : 176

Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small 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 unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: with the right guidance, results can be transformed. Blending blunt, practical advice with funny stories from the field, this book helps you: Implement a simple framework for sales leadership * Foster a healthy, high-performance sales culture * Conduct productive meetings * Create a killer compensation plan * Put the right people in the right roles * Coach for success * Retain top producers and remediate underperformers * Point salespeople at the proper targets * Sharpen your sales story * Regain control of your calendar * And more Long on solutions and short on platitudes, Sales Management. Simplified. delivers the tools you need to succeed.
Category: Business & Economics

Amp Up Your Sales

Author : Andy Paul
ISBN : 9780814434888
Genre : Business & Economics
File Size : 24.84 MB
Format : PDF, Docs
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Selected by HubSpot as one of Top 20 Sales Books of All Time Salespeople today face a fast-paced and increasingly crowded marketplace where meaningful product differentiation has all but disappeared. To compete successfully, sellers must set themselves apart in the eyes of buyers. Amp Up Your Sales shows anyone how to become the trusted sales professional who consistently wins new business. Customers are overloaded with information, overwhelmed by options, and short on time-so the salesperson who is always responsive and completely focused on value, is the one who will stand out from the crowd and get the sale. Combining leading-edge research with field experience, the book shows readers how to: Maximize the value of their selling * Accelerate responsiveness to build trust and credibility * Earn valuable selling time with customers * Shape the buyer's vision * Integrate persuasive stories into their sales process * Build lasting relationships through follow-up and customer service Insightful and practical, the book arms salespeople with a powerful set of strategies they can use to spur buyers to say yes!
Category: Business & Economics

Sales Truth

Author : Mike Weinberg
ISBN : 9781595557544
Genre : Business & Economics
File Size : 51.35 MB
Format : PDF, Docs
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A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want. Can you handle the truth? 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 automatically show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” keep posting on LinkedIn and beginning to question their proclamation that everything in sales has changed? Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack. Yet, ironically, it seems that the more of these new miracle solutions you adopt, the harder it is to get results. In Sales Truth, Mike Weinberg offers a blunt wake-up call to salespeople and sales leaders on how to get past the noise and nonsense, so you can start winning more New Sales. Here’s the truth: Many of these so-called 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 the typical 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, and you can discover these accessible, simple truths and best practices that will drive the results you want in this bold new book. Mike Weinberg, bestselling author of New Sales. Simplified. and Sales Management. Simplified., brings sanity back to the sales effectiveness table by sharing proven strategies that he sees working firsthand across sales teams in a myriad of industries around the globe. Stop looking for the shortcut or secret sales sauce and instead apply Weinberg’s proven, powerful principles to help you master the fundamentals of professional selling and create more new sales opportunities than you ever believed possible.
Category: Business & Economics

The Innovative Sale

Author : Mark Donnolo
ISBN : 9780814433485
Genre : Business & Economics
File Size : 30.57 MB
Format : PDF, Mobi
Download : 598
Read : 1064

When it comes to strategies, salespeople usually veer toward one of two extremes: operating analytically...or by the seat of their pants. In this groundbreaking book on sales creativity, readers will learn how to integrate the right-brain aptitude for innovation with the left-brain affinity for logic and process. The result is a fresh, dynamic approach that addresses customers' needs while expanding the salesperson's entire way of thinking. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to: * Define the sales challenge * Question assumptions and look for ways to reframe the problem * Mine unrelated situations for fresh solutions * Get comfortable with feeling lost as you explore new directions * Break some rules and learn to "grow with the flow" The Innovative Sale draws on the work of pioneering geniuses in design, architecture, and the arts to help salespeople develop a predictable creative process. With the tools and tips of this game-changing book in hand, they'll unleash their own unique powers of intuition and innovation, and land more sales than ever before-in ways they never imagined possible.
Category: Business & Economics

Statistics For Six Sigma Made Easy

Author : Warren Brussee
ISBN : 0071502025
Genre : Business & Economics
File Size : 55.10 MB
Format : PDF, ePub, Docs
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A veteran GE manager explains the tools of Six Sigma--in plain English This is the first simple, low-level guide to using the powerful statistical tools of Six Sigma to solve real-world problems. Warren Brussee, a Six Sigma manager who helped his teams generate millions of dollars in savings, shows how to plot, interpret, and validate data for a Six Sigma project. The basic statistical tools in the book can be applied to manufacturing, sales, marketing, process, equipment design, and more. Best of all, no background in statistics is required to start improving quality and initiating cost-saving improvements right away. Features dozens of Six Sigma statistical problem-solving case studies Presents a simplified form of the most common Six Sigma tools Simplifies Greenbelt training with one concise reference Explains how to use Excel to make Six Sigma problem-solving calculations Includes all the basic Six Sigma formulas and tables
Category: Business & Economics

Office 2013 Simplified

Author : Elaine Marmel
ISBN : 9781118517222
Genre : Computers
File Size : 30.80 MB
Format : PDF, Kindle
Download : 895
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A basic introduction to learn Office 2013 quickly, easily,and in full color Office 2013 has new features and tools to master, and whetheryou're upgrading from an earlier version or using the Officeapplications for the first time, you'll appreciate this simplifiedapproach. Offering a clear, visual style of learning, this bookprovides you with concise, step-by-step instructions and full-colorscreen shots that walk you through the applications in theMicrosoft Office 2013 suite: Word, Excel, PowerPoint, Outlook, andPublisher. Shows you how to tackle dozens of Office 2013 tasks Shares practical examples and beneficial advice to guide youthrough each application Focuses on visual learners, with step-by-step instructionsillustrated with full-color screen shots throughout Office 2013 Simplified makes the new Office suite easy tounderstand, even if you are new to the software.
Category: Computers

No B S Sales Success In The New Economy

Author : Dan S. Kennedy
ISBN : 9781613080016
Genre : Business & Economics
File Size : 20.55 MB
Format : PDF, Docs
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In The New Economy, only a select few will gain and keep membership in the elite sales fraternity enjoying the top incomes, the greatest security, the most independence and power, and the highest status. And, who better to show you how to get in than “Millionaire Maker” Dan Kennedy? Kennedy covers: • Adapting to The New Economy Consumer • How to STOP PROSPECTING Once And For All—and why you must • Put the awesome power of TAKEAWAY SELLING to work—in any environment • If you’re in a commodity business, get out!—how to Re-Position, escape commoditization, and safeguard price and profits in the heightened competition of The New Economy • The One Thing to do, to leverage The New Economy’s “Chaos of Choices” to your benefit • How Dumb Salespeople Work 10X Harder Than Necessary, by under-utilizing this one tool • The 6-Step No BS Sales Process: finally, a reliable system you can stick with! • 6 Ways Sales Professionals Sabotage Themselves • BS that Sales Managers shovel onto salespeople—beware! • How to switch from One-to-One to One-to-Many with Technical Tools • 8 Steps to getting past any “No” • How to CREATE TRUST (FAST) in the trust-damaged, post-recession world
Category: Business & Economics

New York State Sales And Use Tax Law And Regulations 2009

Author : Cch State Tax Law Editors
ISBN : 0808019899
Genre : Business & Economics
File Size : 23.49 MB
Format : PDF, Mobi
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New York State Sales and Use Tax Law and Regulations serves as a comprehensive resource for all those who work with sales and use tax issues in New York. It is a great companion to CCH's Guidebook to New York Taxes, providing full text of the New York State tax laws concerning sales and use taxes--Articles 1, 8, 28, 29, 37 and 41, as well as related New York City provisions--Chapters 1 and 20 of the NYC Administrative Code. Also includes full text of sales and use tax Regulations and Technical Services Bureau Memoranda (TSBM). This Edition presents the law and regulations as amended through January 1, 2009.
Category: Business & Economics