New Sales Simplified

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New Sales Simplified

Author : Mike Weinberg
ISBN : 9780814431788
Genre : Business & Economics
File Size : 90.24 MB
Format : PDF
Download : 286
Read : 423

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

Sales Management Simplified

Author : Mike Weinberg
ISBN : 9780814436448
Genre : Business & Economics
File Size : 81.29 MB
Format : PDF, Mobi
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Read : 600

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

Sales Truth

Author : Mike Weinberg
ISBN : 9781595557544
Genre : Business & Economics
File Size : 29.66 MB
Format : PDF, ePub, Mobi
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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

Beyond The Sales Process

Author : Steve Andersen
ISBN : 9780814437162
Genre : Business & Economics
File Size : 66.43 MB
Format : PDF, Kindle
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One of 2017's "15 Great Business Books You Should Definitely Read This Year" --Jeff Haden, Inc. The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation. Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals 12 essential strategies, including: Research your customer * Build a vision with them for their own success * Understand your customers' drivers, objectives, and challenges * Effectively position and differentiate * Create and realize value together * Leverage your results to forge lasting-and mutually beneficial-relationships Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customers-and take your sales performance to a whole new level.
Category: Business & Economics

The Innovative Sale

Author : Mark Donnolo
ISBN : 9780814433485
Genre : Business & Economics
File Size : 45.89 MB
Format : PDF, ePub, Docs
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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

Selling Above And Below The Line

Author : William Miller
ISBN : 9780814434840
Genre : Business & Economics
File Size : 79.69 MB
Format : PDF, Kindle
Download : 533
Read : 1008

Cost, service, functionality-good salespeople know the value propositions that speak to frontline managers. But there's another crucial player in the buying decision, with an entirely different set of criteria. Top-level executives evaluate proposals from an "above the line" perspective: ROI, time saved, risk lowered, productivity improved. Sales professionals that appeal to both achieve spectacular results. In Selling Above and Below the Line, master sales trainer Skip Miller shows how to simultaneously sell the technical and financial fit of any product or service-a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Readers learn to: Create energy by including executives early in the sales process * Ask the right questions and pinpoint big-picture financial needs * Keep "below the line" managers from feeling bypassed * Uncover value propositions that target each set of decision-makers Too often, sales that seemed locked in will stall or go dark. Learn to sell above and below the line, and keep the process moving swiftly toward successful, lucrative deals.
Category: Business & Economics

Statistics For Six Sigma Made Easy

Author : Warren Brussee
ISBN : 0071502025
Genre : Business & Economics
File Size : 60.33 MB
Format : PDF, Kindle
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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

Six Sigma On A Budget Achieving More With Less Using The Principles Of Six Sigma

Author : Warren Brussee
ISBN : 9780071738873
Genre : Business & Economics
File Size : 79.3 MB
Format : PDF
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All the value of six sigma--Immediate results now available without the overhead! In today's economy, organizations need to improve quality, solve problems, and increase efficiencies on the fly—and Six Sigma has proven its worth to large and small companies around the world in all these areas. Written by a leading Six Sigma expert, Warren Brussee, Six Sigma on a Budget explains how you can use the principles of Six Sigma to see immediate results--all without expensive consultants or disruptive classes. Exclusive features of Six Sigma on a Budget: Written in plain English, it delivers huge benefits to anyone who's learned high school math and Microsoft Excel Can be implemented by managers or individuals without additional staff—in virtually any type of business Teaches all Six Sigma and Lean Six Sigma skills to give you knowledge equivalent to a traditionally trained Six Sigma green belt Includes case studies, formulas, glossary, quick tips, and other at-a-glance aids From the basics to more advanced strategies, the invaluable skills in Six Sigma on a Budget help you get great results with a limited investment of time and money. Warren Brussee was an engineer and plant manager at General Electric for 33 years. He is the holder of multiple patents for his Six Sigma work and is the author of numerous Six Sigma books, including Statistics for Six Sigma Made Easy and All About Six Sigma. He lives in Columbia, SC.
Category: Business & Economics

Follow Up And Close The Sale Make Easy And Effective Follow Up Your Winning Habit

Author : Jeff Shore
ISBN : 9781260462678
Genre : Business & Economics
File Size : 63.98 MB
Format : PDF, ePub, Mobi
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Award-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers—and seal the deal faster. What does a sales professional do when the customer says, “Not yet”? Companies have invested thousands and even millions of dollars in CRM technology over the past decade, but frontline salespeople and sales executives alike are still groping for solutions. The problem of drift—a common phenomenon in which a prospect simply forgets about the product offering and goes dark—is persistent and rampant. Technology doesn’t change behavior on its own. Behavior is changed by adopting better habits. The fact is 44 percent of salespeople give up after one follow-up attempt. That sad reality presents a genuine opportunity. In Follow Up and Close the Sale, Jeff Shore offers research-based insights into the customer’s buying journey to teach sales professionals how to: • Create and maintain Emotional Altitude for the customer • Leverage speed as an advantage • Personalize follow-up to fulfill customer needs and provide value • Overcome the mental barriers that make follow-up a difficult task • Select the right follow-up method • Stay in touch without annoying the prospect • “Wake up” tired leads Better yet, this results-oriented book will make the follow-up process, one often dreaded as a grueling chore, to be genuinely enjoyable. Effective follow-up is relationship-based, service-driven, and emotionally positive. It’s about rituals and routines, rhythms and the right attitude. It’s about not quitting when others give up. Follow-up is what separates the good from the great.
Category: Business & Economics

Office 2013 Simplified

Author : Elaine Marmel
ISBN : 9781118517222
Genre : Computers
File Size : 37.90 MB
Format : PDF
Download : 509
Read : 186

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 : 29.7 MB
Format : PDF, Mobi
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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

N A R D Journal

Author : National Association of Retail Druggists (U.S.)
ISBN : UOM:39015086612036
Genre : Pharmaceutical industry
File Size : 90.74 MB
Format : PDF, Mobi
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Category: Pharmaceutical industry

Selling From The Heart

Author : Larry Levine
ISBN : 1720220131
Genre :
File Size : 29.34 MB
Format : PDF
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Read : 821

Sales have changed in the last 30 years. Gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is the new economy where relationships matter and old-school techniques just don't work anymore. Relationships are what will fuel your sales funnel and allow you to reach your sales goals. Social media is a great place to develop those relationships that lead to sales and Larry teaches you how to do in a natural way. Let Larry Levine show you how not to only be yourself, but your best self and succeed! In this powerful book, Larry Levine challenges modern myths about how to approach buyers and close the sale. He deftly shows you how, in a world suffering from information overload and technology fatigue, sales professionals who demonstrate authenticity and empathy gain an unbeatable competitive edge. Jeb Blount, CEO SalesGravy.com and Author of Sales EQ Too many of us (salespeople) look outward for success and in the most brilliant, down to earth way, Selling From The Heart reminds us that our success starts within, not out. In a world of copycats, Larry Levine, with a softness of a benevolent mentor and the disarming approach of Fred Rogers, stresses that we can't win as a copy, but only as an original. "Be YOU!" The best message the sales world has received in a long time. Keenan, CEO of A Sales Guy Selling from the Heart is not really a book about sales. It's a book about YOU. This is the ultimate playbook for showing up as yourself, so you can increase your sales. Deb Calvert, author of DISCOVER Questions® and co-author of Stop Selling & Start Leading Real sales, real world, real life. Larry Levine shares what it takes to be an authentically successful salesperson. Selling From The Heart will have you probing your own heart, and when you read and apply the lessons from the book, you'll find yourself seeing authentically. Mark Hunter, CSP, "The Sales Hunter" author of High-Profit Prospecting and High-Profit Selling Selling From The Heart is powerful, refreshing, and...authentic! Larry Levine and this new book are a breath of much-needed fresh air. He's the most honest social selling expert in the business, and this book is exactly what sellers need today. Larry shares wisdom from his years of successful experience, with both blunt truth and effective advice. You will love his writing style, stories, and most of all, the increased sales from implementing his advice! Mike Weinberg, author of New Sales Simplified, and Sales Management Simplified. In sales, the heart always comes before the head. What I love and admire most about Larry Levine is that he sees the potential in all of us and compels us to act with heart and authenticity. In Selling From The Heart, Larry draws upon the wisdom that is both timeless and relevant. Read it and increase your sales, but more importantly, connect with yourself and live a more meaningful life. Shari Levitin, Founder, and CEO of Levitin Group and author of Heart and Sell-10 Universal Truths Every Salesperson Needs to Know,
Category:

Statistics For Six Sigma Made Easy Revised And Expanded Second Edition

Author : Warren Brussee
ISBN : 9780071797535
Genre : Business & Economics
File Size : 80.58 MB
Format : PDF, ePub, Docs
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A PLAIN ENGLISH GUIDE TO SOLVING REAL-WORLD PROBLEMS WITH SIX SIGMA Six Sigma is one of the most effective strategies for improving processes, creating better products, and boosting customer satisfaction, but business leaders often balk at its reputation for being too complex. Don't fall into that trap. Six Sigma is simple to understand and implement--if you have Statistics for Six Sigma Made Easy! Warren Brussee has helped businesses save millions of dollars with Six Sigma, and he explains how you can achieve similar results in this step-by-step guide. He presents a thorough overview of the Six Sigma methodology and techniques for successful implementation, as well as a clear explanation of DMAIC--the problem-solving method used by Six Sigma Greenbelts. Statistics for Six Sigma Made Easy! provides: A simplified form of the most common Six Sigma tools All the basic Six Sigma formulas and tables Dozens of Six Sigma statistical problem-solving case studies A matrix for finding the right statistical tool to meet your needs Basic Greenbelt training in one concise reference Best of all, no background in statistics is required--you can start improving quality and initiating costsaving improvements right away. Statistics for Six Sigma Made Easy! is the only reference you need to facilitate real-world application of Six Sigma tools.
Category: Business & Economics

Electronics Now

Author :
ISBN : PSU:000051828394
Genre : Electronics
File Size : 48.61 MB
Format : PDF, ePub, Docs
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Category: Electronics

Sql Simplified

Author : Cecelia L. Allison
ISBN : 9781410729736
Genre : Computers
File Size : 57.95 MB
Format : PDF, Kindle
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SQL Simplified: Learn To Read and Write Structured Query Language focuses extensively on the implementation of Structured Query Language (SQL) rather than on database design or on the Database Management Systems (DBMSs) that implement SQL, like many SQL books. The easy to follow step-by-step chapters of this book will provide beginners with the practice necessary to develop the skills and knowledge required to program in SQL with ease. The concepts of SQL are simplified enabling anyone to quickly grasp the fundamentals of SQL. Each chapter introduces a new concept and includes examples, key notes and important key terms. This book also highlights many key differences in SQL script used in a number of different database management system platforms. Your comprehension of each chapter is tested through the use of quizzes and assignments. After completion of this book, you should feel confident using SQL in any relational database environment.
Category: Computers

The Guardian Index

Author :
ISBN : UOM:39015066404016
Genre : Guardian (London, England : 1959)
File Size : 78.5 MB
Format : PDF
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Category: Guardian (London, England : 1959)