Agile Sales

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Selling Through Someone Else

Robert Wollan,Naveen Jain,Michael Heald
Selling Through Someone Else Book PDF

Author : Robert Wollan,Naveen Jain,Michael Heald
Publisher : John Wiley & Sons
Page : 244 pages
File Size : 54,7 Mb
Release : 2013-01-14
Category : Business & Economics
ISBN : 9781118526309

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Selling Through Someone Else by Robert Wollan,Naveen Jain,Michael Heald Pdf

Experience the growth multiplier effect through transforming the distribution and sales network Selling Through Someone Else tackles new opportunities to drive company growth by taking a fresh look at the customer smart distribution and sales process. The authors, from Accenture, one of the world's largest consulting companies, explain how companies can be smarter about what their customers truly want and maximize the return on investment from all available resources for growth opportunities by exploring creative distribution options, including leveraging partners, online outlets, iPads/tablets, your traditional sales force, and more. Selling Through Someone Else demonstrates that traditional approaches are no longer effective and how, by capitalizing on converging forces, companies can transform their "sales" approaches to grow revenue, and enhance customer and brand loyalty. Explores how globalization, new competitors, and low-cost threats are reshaping the way sales is happening today, and how to prepare your company to be successful in this new dynamic and iterative selling model Shows how analytics, the shift to digital selling and mobile sales tools, and new approaches to sales operations can reshape the entire sales function Demonstrates how new ecosystems of partners are created, managed, and incented to drive greater sales and profitability Accenture has helped numerous clients collaborate across IT, Sales, and Marketing to dramatically grow distribution and adapt to the different "playing field" of today. Selling through Someone Else applies the trends and lessons learned from Fortune 500 and Global 500 companies to mid-sized enterprises and small-medium businesses owners.

Agile Sales

Brad Jeavons
Agile Sales Book PDF

Author : Brad Jeavons
Publisher : CRC Press
Page : 202 pages
File Size : 55,7 Mb
Release : 2020-04-23
Category : Business & Economics
ISBN : 9781000056525

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Agile Sales by Brad Jeavons Pdf

If you ever wondered if Agile methodology can be applied to a sales environment, then this is the book for you. A step-by-step process explained from the point of view of someone who has walked the walk, not just talked the talk. A compelling read for anyone who wants to elevate their sales approach above the crowd. –Ken Aitken Managing Director, SmartFreight The sales function, once believed to be exempt from the requirement to practice continuous improvement, is struggling. Now shaken by the age of e-commerce, sales teams are looking for answers. Agile Sales provides a path forward. –Robert Hafey Author, Lean Safety and Lean Safety Gemba Walks The Agile philosophy has grown and achieved success initially through the technology design and development teams of some of the world’s largest, most successful organizations. Recently, it has been adopted by the marketing departments of these organizations and others, and new techniques are evolving for defining, engaging, and providing customers with amazing and unique experiences. Sales teams are becoming disrupted by technology and the differentiated experiences marketing teams are providing for their customers online using Agile techniques. Sales organizations have been looking for a way to avoid disruption and get back into the game with value. Sales teams are now beginning to adopt Agile, which is enabling these teams to revolutionize the way they engage customers with value and delightful experiences that result in greater value for the customers and themselves. This book outlines how Agile can help sales teams develop a culture of innovation focused on their customers. This book takes the reader through the customer’s buying journey (Agile technique), outlining tips and tricks that have come from Agile deployments within sales functions to help them get started. The key benefit for the reader is the introduction of a proven philosophy and techniques that will help them avoid disruption, elevate themselves from the commodity trap, and achieve success again. This book provides the reader with insights into how to achieve sustainable change using real-life case examples. The reader will also experience enjoyment and delight from the stories told and case examples provided.

Agile Selling

Jill Konrath
Agile Selling Book PDF

Author : Jill Konrath
Publisher : Penguin
Page : 272 pages
File Size : 46,9 Mb
Release : 2014-05-29
Category : Business & Economics
ISBN : 9780698155596

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Agile Selling by Jill Konrath Pdf

Sales expert Jill Konrath offers powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. This rapid change is often overwhelming, and sellers face an intense pressure from their bosses to deliver immediate results. Their livelihoods are totally dependent on their ability to get up to speed quickly. Sales guru Jill Konrath offers both new and experienced salespeople a plan for rapidly absorbing new information and mastering new skills by becoming agile sellers. Readers will learn the mindsets, learning strategies and habits that they can use in crazy-busy times to start strong and stay nimble. From time management tools to personal motivation, creativity, and gamification strategies, Konrath teaches sellers how to get more done in less time, regardless of the environment. To succeed in today's sales world, having go-to systems for rapid information and skill acquisition isn't only useful, but absolutely required. Konrath focuses on the meta-skills that will get sellers to high levels of sales and proficiency - and ultimately mastery - much faster than their usual methods. Readers who loved the no-nonsense advice in SNAP Selling and Selling to Big Companies will find Agile Selling equally valuable.

The Agile Sales

Claudia Thonet
The Agile Sales Book PDF

Author : Claudia Thonet
Publisher : Springer Nature
Page : 254 pages
File Size : 52,6 Mb
Release : 2023-03-12
Category : Business & Economics
ISBN : 9783658382865

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The Agile Sales by Claudia Thonet Pdf

The demands on companies are changing rapidly due to digitalization. Today's customers want to be served conveniently, directly, solution-oriented and accommodating at all times on all communication channels. Only flexible, fast and innovative sales and service departments will keep the customers willing to change and also get the young "digital natives" on board. This book is about practical agile working principles and methods, with the help of which you can make your sales department more innovative and agile as a bridge to the customer. On the basis of agile leadership and team principles, you will be provided with custom-fit structures and frameworks to increase the agility of sales teams. How do you successfully implement agile frameworks and methods such as Kanban, Design Thinking, Shopfloor and OKRs in which sales area? Which prerequisites must be created for this? The basis for change is the common understanding and mindset of the decision-makers. The book offers thought models and numerous tips for action. A decisive factor is the strengthening of self-organization and assumption of responsibility through a different understanding of the role of management. Building on this, the book describes practicable agile structures and methods for developing sales and service teams in the direction of transformation and innovation capability. Target group are managing directors, sales managers, executives, consultants and employees from the areas of service and sales.

Scrum for Sales

Michael J. Scherm
Scrum for Sales Book PDF

Author : Michael J. Scherm
Publisher : Springer Nature
Page : 269 pages
File Size : 43,7 Mb
Release : 2021-10-30
Category : Business & Economics
ISBN : 9783030829780

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Scrum for Sales by Michael J. Scherm Pdf

Many companies want to make their sales agile. Some of them have tried to set up agile sales organizations, but such top-down approaches and big-bang rollouts seldom seem to work. This book shows how the elements of the leading agile framework “Scrum” should be applied to install agility in the salesforce, improve sales performance, and resolve typical performance issues in sales organizations. It contains concrete guidelines, real-world examples, and useful tools to create the necessary change step by step and built to last.

The New Rules of Sales and Service

David Meerman Scott
The New Rules of Sales and Service Book PDF

Author : David Meerman Scott
Publisher : John Wiley & Sons
Page : 304 pages
File Size : 42,7 Mb
Release : 2016-06-14
Category : Business & Economics
ISBN : 9781119272434

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The New Rules of Sales and Service by David Meerman Scott Pdf

The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more 'selling'—there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost. The New Rules of Sales and Service demystifies the new digital commercial landscape and shows you how to stay ahead of the pack. Companies large and small are revolutionizing the way business gets done, and this book takes you inside the new methods and strategies that are critical to success in the modern market. Real-world examples illustrate the new marketplace in action, and demonstrate the brilliant utility of taking a new look at your customer and your business. This new edition has been updated to reflect the current reality of this rapidly-evolving sphere, with fresh strategies, new tools, and new stories. Whether you're an independent contractor, a multi-national corporation, a start-up, or a nonprofit, this book is your essential guide to navigating the new digital marketplace. David Meerman Scott provides up-to-the-minute analysis of the current state of the digital commercial landscape, plus expert guidance toward the concepts, strategies, and tools that every business needs now. Among the topics covered in detail: Why the old rules of sales and service no longer work in an always-on world The new sales cycle and how informative Web content drives the buying process Providing agile, real-time sales and service 24/7 without letting it rule your life The importance of defining and understanding the buyer personas How agile customer service retains existing clients and expands new business Why content-rich websites motivate interest, establish authority, and drive sales How social media is transforming the role of salesperson into valued consultant Because buyers are better informed, and come armed with more choices and opportunities than ever before, everything about sales has changed. Salespeople must adapt because the digital economy has turned the old model on its head, and those who don't keep up will be left behind. The New Rules of Sales and Service is required reading for anyone wanting to stay ahead of the game and grow business now.

Advanced Introduction to Sustainable Competitive Advantage in Sales

Lawrence B. Chonko
Advanced Introduction to Sustainable Competitive Advantage in Sales Book PDF

Author : Lawrence B. Chonko
Publisher : Edward Elgar Publishing
Page : 160 pages
File Size : 41,7 Mb
Release : 2021-05-28
Category : Business & Economics
ISBN : 9781839106507

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Advanced Introduction to Sustainable Competitive Advantage in Sales by Lawrence B. Chonko Pdf

This unique Advanced Introduction offers an insight into how sales leaders seek and maintain a sustainable competitive advantage for both organizations and customers. Lawrence B. Chonko explores how sales leaders take professional selling to the next level by focusing on serving the customer. Discussing the key skills of sales leaders - technological proficiency, managing change, and harnessing and using knowledge - Chonko analyzes how sales leaders are distinguished from other sales professionals.

Sales Chaos

Tim Ohai,Brian Lambert
Sales Chaos Book PDF

Author : Tim Ohai,Brian Lambert
Publisher : John Wiley & Sons
Page : 257 pages
File Size : 44,6 Mb
Release : 2011-04-27
Category : Business & Economics
ISBN : 9781118064290

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Sales Chaos by Tim Ohai,Brian Lambert Pdf

What if chaos is good? What if random complexity is not the enemy, but a competitive asset instead? Could it be possible to thrive in the chaos, to actually harness it during your sales conversations? Sales Chaos is a groundbreaking book that outlines a new paradigm that applies the latest research and the scientific principles of chaos theory to the challenges facing today's sales professional. The result of this philosophy creates a whole new approach to business, one in which sales conversations are driven by relevance, not simple activity. It's called Agility Selling. Agility Selling is not a sales technique. Nor is it a sales process. While techniques and processes have value, Agility Selling is bigger than that. It is a genuinely fresh approach to selling, birthed by chaos and grounded in science. Agility Selling is a methodology designed to help you identify repeatable and predictable patterns in the complex world of selling so that you can consistently be more relevant than your competition and create more value for your clients. It doesn't matter if you are new to sales or a seasoned professional; Sales Chaos provides the key information any seller should know to turn the scientific theory of Agility Selling into more relevant sales conversations and bottom-line sales results. Learn more about the practices behind the book at www.saleschaos.com

The New Rules of Sales and Service

David Meerman Scott
The New Rules of Sales and Service Book PDF

Author : David Meerman Scott
Publisher : John Wiley & Sons
Page : 304 pages
File Size : 46,8 Mb
Release : 2016-06-27
Category : Business & Economics
ISBN : 9781119272427

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The New Rules of Sales and Service by David Meerman Scott Pdf

The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more 'selling'—there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost. The New Rules of Sales and Service demystifies the new digital commercial landscape and shows you how to stay ahead of the pack. Companies large and small are revolutionizing the way business gets done, and this book takes you inside the new methods and strategies that are critical to success in the modern market. Real-world examples illustrate the new marketplace in action, and demonstrate the brilliant utility of taking a new look at your customer and your business. This new edition has been updated to reflect the current reality of this rapidly-evolving sphere, with fresh strategies, new tools, and new stories. Whether you're an independent contractor, a multi-national corporation, a start-up, or a nonprofit, this book is your essential guide to navigating the new digital marketplace. David Meerman Scott provides up-to-the-minute analysis of the current state of the digital commercial landscape, plus expert guidance toward the concepts, strategies, and tools that every business needs now. Among the topics covered in detail: Why the old rules of sales and service no longer work in an always-on world The new sales cycle and how informative Web content drives the buying process Providing agile, real-time sales and service 24/7 without letting it rule your life The importance of defining and understanding the buyer personas How agile customer service retains existing clients and expands new business Why content-rich websites motivate interest, establish authority, and drive sales How social media is transforming the role of salesperson into valued consultant Because buyers are better informed, and come armed with more choices and opportunities than ever before, everything about sales has changed. Salespeople must adapt because the digital economy has turned the old model on its head, and those who don't keep up will be left behind. The New Rules of Sales and Service is required reading for anyone wanting to stay ahead of the game and grow business now.

Agile & Resilient

The Brooks Group,Michelle Richardson,Russ Sharer
Agile Resilient Book PDF

Author : The Brooks Group,Michelle Richardson,Russ Sharer
Publisher : Unknown
Page : 128 pages
File Size : 47,8 Mb
Release : 2022-03
Category : Electronic
ISBN : 057836476X

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Agile & Resilient by The Brooks Group,Michelle Richardson,Russ Sharer Pdf

It is absolutely clear: Sales leadership as usual just will not work any longer. At The Brooks Group, we have been training and coaching business-to-business salespeople and sales leaders for more than 40 years. Throughout that time, we have seen a steady group of core fundamentals as critical to success - prospect intelligently and consistently, prepare to have quality sales calls, ask good questions to understand what really motivates buyers, and connect the dots between what buyers need and want and what you offer as a supplier. Selling fads and quirky approaches have come and gone, but the fundamentals - what our founder Bill Brooks called IMPACT Selling - have consistently been the way to improve results.That said, starting late in the twenty-teens, as the makeup of typical B2B sales forces and the technologies used in their day-to-day work were changing, we started to see the best sales organizations add some important things to our list of selling fundamentals. Intentional sales cultures, team alignment, understanding of buyer journeys, and useful metrics were just a few of the areas the best of the best sales teams used to stay ahead of the competition.Then 2020 happened. Walking day-by-day with our clients through the start, middle, and now (we hope) the end of the pandemic has helped us see very clearly that, to quote Marshall Goldsmith, "What got you here won't get you there." Today's B2B customers are very clear that they see little value in most sales calls. Buyers have wrestled control of the buying process away from sellers, seeking contact and content only after they have short-listed options and built an evaluation model, including a low, cost-based price. If any of these issues sound familiar to you, please read on. Through research examples, client conversations, and our own experience, we describe six key trends making their impact on sales organizations today. We have also worked hard to provide implementable ideas and resources that will help you lead where you need to go. Not sure where, exactly, you need to head? Reading this book is a good first step.

Strategic Sales Management

Peter Buchenau
Strategic Sales Management Book PDF

Author : Peter Buchenau
Publisher : Springer Nature
Page : 173 pages
File Size : 41,6 Mb
Release : 2023-10-31
Category : Business & Economics
ISBN : 9783031406058

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Strategic Sales Management by Peter Buchenau Pdf

Sales is a CEO's job, or at least it should be. But many entrepreneurs and managers come from other disciplines such as legal, production or product marketing – or they may have inherited the business. In most companies, a sales director is responsible for the operational management of the sales department. However, sales also need to be considered strategically, in terms of the business, the products or even the target market, for which many entrepreneurs or sales managers unfortunately lack the time or even the knowledge. In this book, experienced interim managers reveal the most important and necessary strategic methods and approaches to maintain and lead competitiveness for years to come. Readers will benefit from the first-hand insights of prominent and internationally experienced interim managers such as Ulvi Aydin, Uwe Brüggemann, Michael Eckardt, Ulrich Girrbach, Elmar Gorich, Ralf Komor, Peter Kuhle, Siegfried Lettmann, Thomas Mertens, Stephan Rohe, Rainer Simmoleit and Stefan Zeiss. Practitioners and MBA students in particular will benefit from these insights into what makes strategic sales management successful.

The Agile Imperative

Sabine Pfeiffer,Manuel Nicklich,Stefan Sauer
The Agile Imperative Book PDF

Author : Sabine Pfeiffer,Manuel Nicklich,Stefan Sauer
Publisher : Springer Nature
Page : 264 pages
File Size : 45,9 Mb
Release : 2021-07-30
Category : Social Science
ISBN : 9783030739942

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The Agile Imperative by Sabine Pfeiffer,Manuel Nicklich,Stefan Sauer Pdf

In an ever-changing working environment, customer and workplace demands have brought new challenges to how we organize and manage work. Increasingly, this is addressed by the idea of 'agility.' From its beginning, agile work has claimed to be a radically different approach which allows organisations to react flexibly to changing environmental demands whilst also offering a ‘people' centered approach to management. While the literature often examines agile instruments from a business perspective, this edited collection advances the discussion of the efficacy of agile working, by applying a more critical social science perspective.The chapters scrutinize whether agility is just a discursive imperative, or whether it is in fact a genuine organizational and institutional strategy that is meant to better deal with complexity and volatility. The answers to these questions can vary at different levels, and the editors therefore examine agility at the level of teams, organizations and societies. By assembling different perspectives on the sustainability and virtue of agile instruments, and by bringing together international scholars from a variety of disciplines, the project stimulates a comparative discussion.

Mastering Sales Managerial Skills: Building High-Performing Teams & Driving Exceptional Results

Gerard Assey
Mastering Sales Managerial Skills Building High Performing Teams Driving Exceptional Results Book PDF

Author : Gerard Assey
Publisher : Gerard Assey
Page : 117 pages
File Size : 49,5 Mb
Release : 2024-01-27
Category : Business & Economics
ISBN : 8210379456XXX

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Mastering Sales Managerial Skills: Building High-Performing Teams & Driving Exceptional Results by Gerard Assey Pdf

Mastering Sales Managerial Skills: Building High-Performing Teams & Driving Exceptional Results is a vital resource for Sales Managers seeking to excel in their roles and achieve outstanding results. This book explores the multifaceted world of sales management, offering a treasure trove of insights, strategies, and actionable steps. From recruiting & onboarding to team building & leadership, setting goals & sales targets, sales forecasting, to data-driven decision-making, problem solving, time management & effective productivity skills, ethics, and personal development, each chapter delves into essential aspects of sales management. Real-world examples, detailed action plans, and strategies empower Sales Managers to lead with excellence. Encouraging ongoing learning and growth, this book emphasizes networking, mentorship, and feedback. It equips Sales Managers with the tools to foster a culture of success within their teams, adapt to industry changes, and maintain work-life balance. Whether you're a seasoned leader or aspiring to be one, this guide is your roadmap to becoming an exceptional Sales Manager in today's competitive business landscape.

The Project Manager's Guide to Mastering Agile

Charles G. Cobb
The Project Manager s Guide to Mastering Agile Book PDF

Author : Charles G. Cobb
Publisher : John Wiley & Sons
Page : 612 pages
File Size : 44,6 Mb
Release : 2023-03-21
Category : Business & Economics
ISBN : 9781119931355

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The Project Manager's Guide to Mastering Agile by Charles G. Cobb Pdf

THE PROJECT MANAGER’S GUIDE TO MASTERING AGILE Updated guide to Agile methodologies, with real-world case studies and valuable frameworks for project managers moving to Agile The Project Manager’s Guide to Mastering Agile helps project managers who are faced with the challenge of adapting their project management approach to an Agile environment, showing how these approaches can work jointly to improve project outcomes in any project, with discussion topics and real-world case studies that facilitate hands-on learning. It also provides project managers with the fundamental knowledge to take a leadership role in working with companies to develop a well-integrated, enterprise-level Agile Project Management approach to fit their business. The original edition of this book has been very successful and is used as a graduate-level textbook in several universities. This new edition builds on the success of the original edition and includes updated content from the latest PMBOK Guide, updated sections on stakeholder management, value-driven delivery, adaptive planning, and distributed project management, with an all-new chapter on Hybrid project management. It also includes new case studies on applying an Agile Hardware Development at Tesla and Project Management in a non-software environment. Sample topics covered in The Project Manager’s Guide to Mastering Agile include: Bridging the chasm in project management philosophies, impact on the project management profession, evolution of Agile and Waterfall, and learning to see Agile and traditional plan-driven project management as complementary to each other rather than competitive The roots of Agile and understanding Agile at a deeper level including the Agile manifesto from 2001, adapting an Agile approach to fit a business, and Scrum overview, roles, framework, principles, and values Time-boxing, Kanban, and theory of constraints, Agile estimation overview and estimation practices, and velocity and burn-down/burn-up charts Scaling Agile to an enterprise level, including challenges, obstacles to overcome, implementation considerations, management practices, and enterprise-level Agile transformations With comprehensive, accessible, and highly practical coverage of Agile, a leading project management platform, The Project Manager’s Guide to Mastering Agile is a highly valuable resource for professional project managers, students studying project management, and those studying for PMI’s Agile Certified Practitioner Certification (PMI-ACP).

Stop Selling Stuff and Start Selling Business Outcomes: A Comprehensive B2B Sales Guide

Rick Spair
Stop Selling Stuff and Start Selling Business Outcomes A Comprehensive B2B Sales Guide Book PDF

Author : Rick Spair
Publisher : Rick Spair
Page : 426 pages
File Size : 44,6 Mb
Release : 2024-05-28
Category : Business & Economics
ISBN : 8210379456XXX

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Stop Selling Stuff and Start Selling Business Outcomes: A Comprehensive B2B Sales Guide by Rick Spair Pdf

Welcome to the comprehensive B2B sales guide titled "Stop Selling Stuff and Start Selling Business Outcomes." In today's competitive business landscape, simply selling products or services is no longer enough to meet customer demands and drive success. B2B buyers are increasingly focused on achieving specific business outcomes and measurable results. This guide is designed to help B2B sales professionals make a shift in their approach by placing a strong emphasis on delivering tangible business outcomes to customers. Instead of merely selling features and functionalities, the guide will provide you with the strategies, tips, and recommendations to understand, align, and communicate the value of your offerings in terms of the outcomes they can enable for your customers. Throughout this comprehensive guide, we will explore a wide range of topics and chapters, delving into the various aspects of business outcome selling. We will start by understanding the principles and benefits of adopting this approach and how it compares to traditional product-based selling. From there, we will dive into identifying your target market, conducting market research, and segmenting your audience based on desired outcomes. You will learn how to gather valuable information about your prospects' industries, competitors, and challenges using online resources, social media, and industry reports. We will also explore the significance of leveraging existing customer relationships to gain insights and refine your approach. As we move forward, we will discuss the art of building relationships and trust, developing consultative sales approaches, and building rapport with prospects. We will delve into mapping business outcomes to customer needs, customizing your sales pitch, and crafting compelling value propositions that resonate with your prospects. Furthermore, we will explore strategies to overcome objections, address risks, and negotiate for successful outcomes. You will gain insights into building business cases, managing stakeholder buy-in, and presenting business outcomes effectively to secure buy-in from decision-makers. Throughout the guide, we will emphasize the importance of nurturing long-term customer relationships, incorporating customer testimonials and case studies, and continuously improving your sales approach based on customer feedback and market dynamics. We will discuss the significance of leveraging technology, data, and analytics to gain insights, streamline processes, and adapt to evolving customer needs. In addition, we will explore the importance of managing change, fostering a culture of continuous learning, and building strategic partnerships to enhance your business outcome selling efforts. We will provide recommendations for staying ahead in an ever-changing landscape and share insights into the future of B2B sales. Whether you are a seasoned sales professional or new to the field, this guide aims to equip you with the knowledge and tools to transform your sales approach and achieve success by focusing on delivering tangible business outcomes. The strategies, tips, and recommendations provided in this guide are based on industry best practices and real-life experiences, enabling you to adapt and apply them to your specific industry and target market. So, let's embark on this journey together and learn how to stop selling stuff and start selling business outcomes. By embracing this approach, you can differentiate yourself in the market, build stronger customer relationships, and drive meaningful results for your customers and your business.