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Author : Mari Anne Vanella
Publisher : Happy About
Page : 110 pages
File Size : 46,8 Mb
Release : 2012-11
Category : Business & Economics
ISBN : 9781607730996
Vanella's easy-to-read guide gives concise, easy-to-implement methods to get results with cold calls.
Author : Michael Griego
Publisher : Happy About
Page : 130 pages
File Size : 53,8 Mb
Release : 2012-12-26
Category : Business & Economics
ISBN : 9781607730330
If you are a professional salesperson, sales manager or director, VP of sales, CEO, any role in marketing, or anyone supporting selling efforts, this book is for you. It will teach you updated tools, language and tactics of selling in today's market. Michael Griego, a professional sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, has reduced the keys to sales effectiveness to 42 rules. These rules have been road tested over 28 years of personal sales and management experience and close observation of many salespeople and sales organizations. These rules apply to all selling efforts, from high-tech enterprise sales to non-technology sales. Sales isn't rocket science, but it's not ABC simple either. While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. "Old school" is out; new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh. This book, 42 Rules to Increase Sales Effectiveness (2nd Edition), upgrades and adjusts foundational rules for today's business environment to increase the overall sales effectiveness of individuals or teams. In '42 Rules to Increase Sales Effectiveness (2nd Edition), ' you will learn: The Effective Sales Perspective The Effective Sales Process The effective Salesperson Effective Territory Management Effective Sales Communication The Effective Sales Meeting Effective Sales Closing This book will challenge standard conventions while reinforcing best practices that have gotten lost in the recent advancement of new technologies and modern tools. It's a great read for any professional to confirm that their own "salesmanship" is still on target and appropriately current. Use this as your own handbook to reset on key best-practices for the new day or teach a new generation 42 nuggets and practical applications of this fascinating activity called Sales.
Author : Philip Gerber
Publisher : Happy About
Page : 150 pages
File Size : 54,9 Mb
Release : 2010
Category : Business & Economics
ISBN : 9781600051821
Annotation. In easy, effective language, "Managing Salespeople" provides a toolkit to create, manage, and grow a sales team, based on the author's personally tested techniques on how to hire, train, and motivate salespeople.
Author : Jack S. Katz
Publisher : Happy About
Page : 225 pages
File Size : 49,9 Mb
Release : 2010
Category : Business & Economics
ISBN : 9781607730439
Competing for Global Dominance' sets the stage for a new paradigm required for growth of the globalized market in the 21st century and outlines the issues that entrepreneurs and businesses will face as they compete for survival in a world marketplace no longer hindered by time and distance. As the Silicon Valley success model moves into its adolescence and transforms its methodology as demonstrated on web sites such as Facebook, YouTube, LinkIn, LinkSV, Twitter, and Ecademy which allow groups of individuals and businesses from around the world to meet, communicate and collaborate to expand their influence and market share by developing new ways of doing business. But before this can be effectively accomplished, a new approach needs to be established for how to compete, grow and survive in this new globalized environment. Many governments, educational and private organizations have tried to duplicate the success of Silicon Valley with limited degrees of success, most without really understanding the new dynamics of global competition and how to enter new markets. This book shows the thought leadership from a practitioners viewpoint who works with entrepreneurs and companies from around the world to position them for survival and expansion in the new world of globalization.
Author : Meridith Elliott Powell
Publisher : Happy About
Page : 129 pages
File Size : 46,5 Mb
Release : 2010
Category : Business & Economics
ISBN : 9781607730828
Powell draws on her 20-plus years in sales to present a practical step-by-step guide on how to find the right prospects, build profitable relationships, close more sales, and turn customers into champions for your business.
Author : Joanie Natalizio
Publisher : Happy About
Page : 115 pages
File Size : 50,7 Mb
Release : 2010
Category : Business & Economics
ISBN : 9781600051845
An executive-level job search is unique. As a professional, you are used to delivering results, and seeing results delivered to you in return. You have little patience with methods that are lengthy or ambiguous or that rarely hit their mark. Therefore, in today's competitive marketplace and challenging economic climate, "your" job search is particularly challenging, and finding the right professional position for "you" can become complex and frustrating. "'The Fast Track Guide to a Professional Job Search'" was written to take the guesswork out of finding the right executive-level position for you. Serving as your handy guide and indispensable companion, it contains everything you need to drive your job search and career forward. It takes you all the way from setting your career path, through the planning and strategizing, the execution, the emotional rollercoaster, and all the way to offer evaluation and acceptance. Written by Joanie Natalizio, a professional executive coach who steers a successful business coaching practice, 'The Fast Track Guide to a Professional Job Search' teaches you to distinguish yourself, present your unique strengths and capabilities, and make sure an offer is a good fit for you before you accept it. All through the book, the easy to use checklists make sure you stay on track. How to create a professional biography and tips on evaluating compensation packages are just a few of the many executive job search topics discussed. Joanie reveals little known tips traditionally restricted to executive career coaching sessions, so that you have an extra edge in your job search. With "'The Fast Track Guide to a Professional Job Search'" at hand, you can proceed in your executive job search with clarity, competence and complete confidence.
Author : Billie Sucher,Joyce Lain Kennedy
Publisher : Happy About
Page : 164 pages
File Size : 51,8 Mb
Release : 2010
Category : Business & Economics
ISBN : 9781600051807
Advance in your professional life with grace, confidence, and style! Whether entering the job market for the first time or transitioning into a new career, 'Happy About the Career Alphabet' by Billie Sucher is an A-to-Z career primer that delivers thought-provoking, educational, enlightening, inspirational, and motivational tweet-sized tips for all job seekers. 'Happy About the Career Alphabet' is an easy-to-read, one-of-a-kind, 21st-century career companion designed to help those of all ages and from all walks of life in job search--from entry-level employees to senior-level executives--to become and stay competitive in today's job-search jungle. Read a line per day, or peruse the entire book in sixty minutes or less--invest in this book and invest your job-search time wisely. With over eight hundred career-management, personal-branding, rsum-writing, interviewing, and job-search tips, based on Sucher's twenty-five years of career consulting, counseling, and coaching experiences, job seekers will not only learn from this book, they will also love its simplicity and user-friendly, take-action-now format. From recognizing and capitalizing upon your ""Assets"" to identifying and showing prospective employers your ""Zeal,"" Sucher's ABCs of career management and development can help you to realize your hiring potential and make a positive difference in your job search. Whether a college graduate entering the job market for the first time, a skilled worker looking for employment, or a professional looking to evolve your career--a copy of 'Happy About the Career Alphabet' is a must for all who are, or may soon be, looking for work. It could very well be the best career advice you ever give, or get!
Author : Alison Doyle
Publisher : Happy About
Page : 153 pages
File Size : 54,6 Mb
Release : 2011-05
Category : Business & Economics
ISBN : 9781600052002
This is the third edition of this popular book. Just a few years ago, you could upload your resume to one of the top jobs sites, click a few times to apply for some jobs, and consider your job search well underway. Today, that isn't enough. The job market is becoming increasingly competitive. Hiring managers are overwhelmed with applications and are looking at new and different ways to recruit online. Hiring has changed and so has job searching. It's more complicated than it used to be and job seekers need to be prepared to use all the online job search tools to their advantage. Online job searching often seems like it can be a complicated endeavor. It doesn't have to be - there are tips and tricks you can use to make the process run smoothly and simply. Alison Doyle will provide you with everything you need to know on how to build your career and find a new job. Goals for the reader: This book will provide you what you need to know and step you through the process of online job searching, professional branding, social and professional networking, and career building with uncomplicated advice, tips, and techniques on how to effectively find a new job and grow your career.
Author : Jill Konrath
Publisher : Penguin
Page : 248 pages
File Size : 53,9 Mb
Release : 2010-05-27
Category : Business & Economics
ISBN : 9781101432952
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Author : Ron Snyder,Eric Doner
Publisher : Happy About
Page : 147 pages
File Size : 51,6 Mb
Release : 2011-08-17
Category : Business & Economics
ISBN : 9781616990695
A sound territory/strategic account plan is essential to make the best use of your limited time and resources--especially in business-to-business selling. And, the effective execution of your plan will enable you to produce better results. To help accomplish your goals in this challenging environment, this book explores a broad range of sales strategy topics focused on developing and executing a winning plan, including: Leveraging industry trends in your market segment, geography, and vertical industry segment Growing high leverage customers Penetrating new accounts, such as high-probability target prospects Working with partners to improve results Developing and implementing your action plan Ensuring the right level of management engagement#PLAN to WIN tweet Book01" is designed to help new and experienced sales people and sales managers do a better job of territory planning, strategic account planning, and partner management. Further, the methods outlined will enable readers to dramatically improve their sales effectiveness and results. If you are an account manager, the material in this book will enable you to: Create insightful and achievable territory and target account plans Enhance or improve existing plans Develop and deploy winning strategies to penetrate and retain key accounts Improve your time and territory management for maximum returnIf you are a sales manager, this book will help you: Adopt/adapt proven planning tools into current practices Provide better sales coaching to your sales team on planning techniques Better monitor your sales team's leading indicators, wins and losses to respond quickly, and fine-tune your approach Improve sales and marketing alignment Manage change to enhance your team's sales productivity"#PLAN to WIN tweet Book01" is part of the THiNKaha series whose 112-page books contain 140 well-thought-out quotes (tweets/ahas).
Author : Meridith Elliott Powell
Publisher : Happy About
Page : 129 pages
File Size : 55,5 Mb
Release : 2010
Category : Business & Economics
ISBN : 9781607730835
The economy is changing. Trust and value have become the new Return on Investment (ROI). Consumers are the new drivers of the market; they are in control of where, when, how and from whom they buy. To succeed in this economy you need to do it all - build relationships, establish trust and value, maximize efficiency and generate bottom line results. In her new book, 42 Rules To Turn your Prospects into Customers, Meridith Elliott Powell draws on her 20-plus years in sales to give you a practical step-by-step guide on how to find the right prospects, build profitable relationships, close more sales and turn your customers into champions for your business. Through her experience, research and interviews with sales professionals, clients and executives, Powell has gathered valuable information that will help you navigate this change, get ahead of the curve, and succeed. For sales people, business owners, and executives who need to know how to identify the right prospects; build quality relationships, and maximize their sales efforts, this book provides solid, actionable answers. The rules can be learned quickly and implemented immediately so you and your teams can develop your most critical skill - striking the balance between relationships and results. Powell answers these questions and more: How can I make sure my networking efforts are setting me up for sales success? How do I maximize my time and minimize my expenses? How do I handle the stress of producing and meeting sales goals? How do I get my customers to buy my best and most valuable products or services? How do I standout from the competition? Powell, a life-long student of sales and the sales process, is passionate about helping her clients succeed. Her experience, dedication to research and her desire to listen and learn from the ultimate teacher - our customers - ensure readers gain first hand knowledge of how to Turn Prospects into Customers.
Author : Doug Lemov,Erica Woolway,Katie Yezzi
Publisher : John Wiley & Sons
Page : 288 pages
File Size : 46,5 Mb
Release : 2018-01-24
Category : Business & Economics
ISBN : 9781119422334
Rules for developing talent with disciplined, deliberate, intelligent practice We live in a competition loving culture. We love the performance, the big win, the ticking seconds of the clock as the game comes down to the wire. We watch games and cheer, sometimes to the point of obsession, but if we really wanted to see greatness—wanted to cheer for it, see it happen, understand what made it happen—we'd spend our time watching, obsessing on, and maybe even cheering the practices instead. This book puts practice on the front burner of all who seek to instill talent and achievement in others as well as in themselves. This is a journey to understand that practice, not games, makes champions. In this book, the authors engage the dream of better, both in fields and endeavors where participants know they should practice and also in those where many do not yet recognize the transformative power of practice. And it’s not just whether you practice. How you practice may be a true competitive advantage. Deliberately engineered and designed practice can revolutionize our most important endeavors. The clear set of rules presented in Practice Perfect will make us better in virtually every performance of life. The “how-to” rules of practice cover such topics as rethinking practice, modeling excellent practice, using feedback, creating a culture of practice, making new skills stick, and hiring for practice. Discover new ways to think about practice. Learn how to design successful practice. Apply practice across a wide range of realms, both personal and professional The authors include specific activities to jump-start practice Doug Lemov is the best-selling author of Teach Like a Champion A hands-on resource to practice, the rules within will help to create positive outliers and world-changing reservoirs of talent.
Author : Karen M. Ross
Publisher : NYU Press
Page : 236 pages
File Size : 51,7 Mb
Release : 2019-04-11
Category : Law
ISBN : 9781479854806
An essential handbook for international lawyers and students Focusing on vocabulary, Essential Legal English in Context introduces the US legal system and its terminology. Designed especially for foreign-trained lawyers and students whose first language is not English, the book is a must-read for those who want to expand their US legal vocabulary and basic understanding of US government. Ross uses a unique approach by selecting legal terms that arise solely within the context of the levels and branches of US government, including terminology related to current political issues such as partisanship. Inspired by her students’ questions over her years of teaching, she includes a vast collection of legal vocabulary, concepts, idioms, and phrasal verbs and unpacks concepts embedded in US case law, such as how the US constitutional separation of powers may affect a court’s interpretation of the law. The handbook differentiates basic terms in civil and criminal cases and compares terms that may seem similar because of close spellings but in fact have different meanings. For instance, what is the distinction between “taking the stand” and “taking a stand?” What is the difference between “treaties” and “treatises”? Featuring illustrations and hands-on exercises, Essential Legal English in Context is a valuable self-study resource for those who want to improve their legal English terminology before entering a US law school, studying US law or government, or working as a seconded attorney to a US law firm. Instructors can use the handbook in an introductory US legal English course.
Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 311 pages
File Size : 54,7 Mb
Release : 2015-09-29
Category : Business & Economics
ISBN : 9781119144762
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
Author : Frank J. Rumbauskas, Jr.
Publisher : John Wiley & Sons
Page : 187 pages
File Size : 54,7 Mb
Release : 2010-12-03
Category : Business & Economics
ISBN : 9781118040782
"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."- Jeffrey Gitomer, Author, Little Red Book of Selling "You can never get enough of a good thing! Read this book and USE its contents!"- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers. There has to be an easier way to find prospects - and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors. Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more. Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit Cold Calling Is a Waste of Time (0-9765163-0-6).