Demand Side Sales 101

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Demand-Side Sales 101

Bob Moesta,Greg Engle
Demand Side Sales 101 Book PDF

Author : Bob Moesta,Greg Engle
Publisher : Unknown
Page : 0 pages
File Size : 49,6 Mb
Release : 2020-09-22
Category : Customer relations
ISBN : 1544509960

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Demand-Side Sales 101 by Bob Moesta,Greg Engle Pdf

For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits, or pressuring customers into purchasing. It's really not our fault. We weren't taught how to sell, plus we've been sold before, leaving us with a bitter taste. Here's the truth: sales does not have to feel icky for you or your customers. In fact, with the right approach, sales can be an empowering experience for all. Bob Moesta, lifelong innovator and coarchitect of the "Jobs to be Done" theory, shares his approach for flipping the lens on sales. Bob shifts the focus of sales from selling, to helping people buy and make progress in their lives-demand-side sales.  Now, in Demand-Side Sales 101, you'll learn to really see what your customers see, hear what they hear, and understand what they mean. You'll not only be a more effective and innovative salesperson-you'll want to help people make progress.

Drilling Down: Turning Customer Data into Profits with a Spreadsheet

Jim Novo
Drilling Down Turning Customer Data into Profits with a Spreadsheet Book PDF

Author : Jim Novo
Publisher : BookLocker.com, Inc.
Page : 380 pages
File Size : 45,9 Mb
Release : 2004-06-18
Category : Business & Economics
ISBN : 9781644387832

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Drilling Down: Turning Customer Data into Profits with a Spreadsheet by Jim Novo Pdf

I spend a lot of time in marketing-oriented discussion lists. If you do, you probably also sense the incredible frustration of people who keep asking about using their customer data to retain customers and increase profits. Everybody knows they should be doing it, but can't find out how to do it. Consultants and agencies make this process sound like some kind of "black magic", something you can't possibly do yourself. I disagree. I think the average business owner can do a perfectly decent job creating profiles and using them to retain customers and drive profits. Thus the book. The examples provided are Internet specific, but the methods can be used in any business where customer data is available. This book is about the down-and-dirty, nitty-gritty art of taking chunks of data generated by your customers and making sense of it, getting it to speak to you, creating insight into what types of marketing or general business actions you can take to make your business more profitable. We'll be talking about "action-oriented" ideas you can generate on your own to drive sales and profits, ideas that will reveal themselves by analyzing your own customer data, using only a spreadsheet. We have all heard how important it is to collect customer data, to "know" your customer. What I don't hear much about is what exactly you DO with all that data once you have collected it. How is it used? What exactly is Drilling Down into the data supposed to tell me, and what am I looking for when I get there? For that matter, what data should I be collecting and how will I use it when I have it? And how much is this process going to cost me? The following list outlines what you will learn and be able to do after reading the Drilling Down book: --What data is important to collect about a customer and what data is not --How to create action-oriented customer profiles with an Excel spreadsheet --How to use these profiles to plan marketing promotions --How to use these profiles to define the future value of your customers --How to use these profiles to measure the general health of your business --How to use these profiles to encourage customers to do what you want them to --How to predict when a customer is about to defect and leave you --How to increase your profits while decreasing your marketing costs --How to design high ROI (Return on Investment) marketing promotions How to blow away investors with predictions of the future profitability of your business Table of Contents Chapter 1: What's a Customer Profile? Chapter 2: Data-Driven Marketing - Customer Retention Basics Chapter 3: The Language of Data, The Science of Profit Chapter 4: Interactivity Changes the Rules of the Game Chapter 5: How to Build a Customer Profiling Spreadsheet Chapter 6: How to Profile (Score) Your Customers Chapter 7: Marketing Using Customer Scores - Basic Approach Chapter 8: Using Customer Characteristics and Multiple Scores Chapter 9: Watching Scores over Time - Customer LifeCycles Chapter 10: Customer Scoring Grids - Profiling on Steroids Chapter 11: Calculating and Using LifeTime Value in Promotions Chapter 12: Turning Profiles into Profits - the Staging Area Chapter 13: Turning Profiles into Profits - the Financial Model Chapter 14: Turning Profiles into Profits - Financial Tweaks Chapter 15: Measuring Success in Best Customer Promotions Chapter 16: Some Final Thoughts Seasonal Adjustments to Marketing Promotions Don't Fight Customer Behavior CRM Software and Customer Scoring Data-Driven Marketing Program Descriptions There's more! Automate the basic customer scoring process on large groups of customers. Use the software included free with this edition! Windows OS and MS Access and Excel required to run the software.

Sales 101

Wendy Connick
Sales 101 Book PDF

Author : Wendy Connick
Publisher : Adams Media
Page : 256 pages
File Size : 52,9 Mb
Release : 2019-09-17
Category : Business & Economics
ISBN : 9781507211038

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Sales 101 by Wendy Connick Pdf

Learn the ins and outs of sales techniques with this comprehensive and accessible guide that is the crash course in how to sell anything. Sometimes, it seems like learning a new skill is impossible. But whether you are interested in pursuing a full-times sales career, want to make extra money with sales as a side hustle, or are just looking to turn your hobby into a business, everyone can benefit from knowing how to sell. With Sales 101 you can start selling now. This clear and comprehensive guide is perfect for those who are just starting out in the sales field. Presented with a casual and an easy-to-understand tone, it gives you the information and training you need to get started. Sales 101 teaches the basic sales philosophies and tactics that have been successful for centuries, along with newer, more up-to-date information about using the internet and social media to find leads and increase your customer base. Whether you need guidance in making a presentation or closing a deal to handling rejection or managing your time, Sales 101 shares the best advice and solutions to prepare you for a career in the sales field.

The Jobs-To-be-Done Handbook

Chris Spiek,Bob Moesta
The Jobs To be Done Handbook Book PDF

Author : Chris Spiek,Bob Moesta
Publisher : Unknown
Page : 66 pages
File Size : 52,7 Mb
Release : 2014-04-23
Category : Electronic
ISBN : 1499339232

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The Jobs-To-be-Done Handbook by Chris Spiek,Bob Moesta Pdf

We've written this book for the Jobs-to-be-Done student and practitioner who has a basic grasp of JTBD concepts (Forces Diagram, JTBD Timeline, Interview Process) and wants to strengthen their technique and continue to get better results out of their application of Jobs-to-be-Done.How to Use This BookThe only person who knows what you'll hire this book for is you (but we have our theories). Consider: Cramming it to pull out anything you haven't seen before. Flipping through it a few minutes before you conduct an interview to review the basics. Using it to think through who to interview when starting a project. Handing it to a colleague to quickly bring them up-to-speed on JTBD so they can be your interview partner. Not Quite Ready?There are lots of resources available to help you get caught up on the Jobs-to-be-Done basics. Visit JobstobeDone.org and think about: Listening to the JTBD Radio podcast (especially the sample interviews). Taking the Online JTBD Course and learning on your own time. Attending a Switch Workshop and getting an immersive one-day crash course in Jobs-to-be-Done.

The Psychology of Selling

Brian Tracy
The Psychology of Selling Book PDF

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 43,6 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060

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The Psychology of Selling by Brian Tracy Pdf

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Working Backwards

Colin Bryar,Bill Carr
Working Backwards Book PDF

Author : Colin Bryar,Bill Carr
Publisher : St. Martin's Press
Page : 304 pages
File Size : 51,7 Mb
Release : 2021-02-09
Category : Business & Economics
ISBN : 9781250267603

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Working Backwards by Colin Bryar,Bill Carr Pdf

Working Backwards is an insider's breakdown of Amazon's approach to culture, leadership, and best practices from two long-time Amazon executives—with lessons and techniques you can apply to your own company, and career, right now. In Working Backwards, two long-serving Amazon executives reveal the principles and practices that have driven the success of one of the most extraordinary companies the world has ever known. With twenty-seven years of Amazon experience between them—much of it during the period of unmatched innovation that created products and services including Kindle, Amazon Prime, Amazon Studios, and Amazon Web Services—Bryar and Carr offer unprecedented access to the Amazon way as it was developed and proven to be repeatable, scalable, and adaptable. With keen analysis and practical steps for applying it at your own company—no matter the size—the authors illuminate how Amazon’s fourteen leadership principles inform decision-making at all levels of the company. With a focus on customer obsession, long-term thinking, eagerness to invent, and operational excellence, Amazon’s ground-level practices ensure these characteristics are translated into action and flow through all aspects of the business. Working Backwards is both a practical guidebook and the story of how the company grew to become so successful. It is filled with the authors’ in-the-room recollections of what “Being Amazonian” is like and how their time at the company affected their personal and professional lives. They demonstrate that success on Amazon’s scale is not achieved by the genius of any single leader, but rather through commitment to and execution of a set of well-defined, rigorously-executed principles and practices—shared here for the very first time. Whatever your talent, career or organization might be, find out how you can put Working Backwards to work for you.

Levers

Amos Schwartzfarb,Trevor Boehm
Levers Book PDF

Author : Amos Schwartzfarb,Trevor Boehm
Publisher : Lioncrest Publishing
Page : 188 pages
File Size : 48,9 Mb
Release : 2021-04-20
Category : Electronic
ISBN : 154451980X

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Levers by Amos Schwartzfarb,Trevor Boehm Pdf

Want to build repeatable revenue for your business? Levers shows you step by step how to identify and move the levers that unlock growth and create predictability across every aspect of your business. Built on decades of experience across hundreds of companies, Levers condenses the essentials of creating a metrics-driven company into five core workshops and puts them directly into your hands so you and your team can get to work. Spanning sales and marketing, product, operations, and finance, each workshop puts you one step closer to finding a model for growth that is repeatable and controllable. Whether yours is a company with several million in revenue or you're just starting out, Levers gives you the tools you need to create the alignment, clarity, and control that will maximize your company's potential. Bridge the gap between tactics and vision in your business. Pick up Levers today and take control of your destiny.

The Secret Lives of Customers

David S Duncan
The Secret Lives of Customers Book PDF

Author : David S Duncan
Publisher : PublicAffairs
Page : 224 pages
File Size : 42,9 Mb
Release : 2021-05-04
Category : Business & Economics
ISBN : 9781541774483

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The Secret Lives of Customers by David S Duncan Pdf

A "detective story" that delivers key insights for any businessperson asking the questions: who really are our customers, why do we lose them, how do we regain them? Customers can be a mystery. Despite the availability of more data than ever before, everyone, from the CEO to salespeople in the field, struggles to understand who their customers really are, what they want, why they lose them, and how to regain them. To crack the case, start thinking like a market detective. David Scott Duncan shows how in his entertaining story of Tazza, a fictional chain of cafes with declining sales and leaders urgently seeking to understand why. The vivid characters of Tazza’s market detective force come to their aha moment when they finally understand why their most loyal customers walked out the door—and how they can get them back. The core of the Tazza story is a simple, powerful idea that upends how most businesses view their customers. Customers have “jobs to be done.” They “hire” companies to solve a problem or fulfill a need and “fire” them when unhappy. Duncan’s fresh way of thinking about how to understand your customers’ secret lives provides an innovative path for solving whatever market mysteries you face.

Ruthless Consistency: How Committed Leaders Execute Strategy, Implement Change, and Build Organizations That Win

Michael Canic
Ruthless Consistency How Committed Leaders Execute Strategy Implement Change and Build Organizations That Win Book PDF

Author : Michael Canic
Publisher : McGraw Hill Professional
Page : 304 pages
File Size : 47,6 Mb
Release : 2020-09-01
Category : Business & Economics
ISBN : 9781260459821

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Ruthless Consistency: How Committed Leaders Execute Strategy, Implement Change, and Build Organizations That Win by Michael Canic Pdf

When all is said and done, a lot more gets said than done. What is the antidote to this? Ruthless Consistency. According to Harvard Business Review, “most studies still show a 60-70% failure rate for organizational change projects—a statistic that has stayed constant from the 1970s to the present.” Drawing on his 20+ years of experience as a strategy and execution consultant specializing in midsize companies, Michael Canic helps committed leaders drive the odds in their favor. In Ruthless Consistency, he identifies the three surprising reasons most strategic change initiatives fail: Leaders unwittingly send mixed messages that demotivate their people and undermine those initiatives. Leaders focus on what they do instead of what their people experience. Leaders are not as committed as they think they are or need to be. The book then introduces an intuitive yet comprehensive model for success. Simply put, leaders who develop the right focus, create the right environment, and build the right team—consistently—are leaders whose organizations win. Finally, it details each element of the model and offers ready-to-apply processes, practices, techniques, and tools to make it happen. It’s a must-read for every leader who wants to implement change successfully.

Model Rules of Professional Conduct

American Bar Association. House of Delegates,Center for Professional Responsibility (American Bar Association)
Model Rules of Professional Conduct Book PDF

Author : American Bar Association. House of Delegates,Center for Professional Responsibility (American Bar Association)
Publisher : American Bar Association
Page : 216 pages
File Size : 40,9 Mb
Release : 2007
Category : Law
ISBN : 1590318730

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Model Rules of Professional Conduct by American Bar Association. House of Delegates,Center for Professional Responsibility (American Bar Association) Pdf

The Model Rules of Professional Conduct provides an up-to-date resource for information on legal ethics. Federal, state and local courts in all jurisdictions look to the Rules for guidance in solving lawyer malpractice cases, disciplinary actions, disqualification issues, sanctions questions and much more. In this volume, black-letter Rules of Professional Conduct are followed by numbered Comments that explain each Rule's purpose and provide suggestions for its practical application. The Rules will help you identify proper conduct in a variety of given situations, review those instances where discretionary action is possible, and define the nature of the relationship between you and your clients, colleagues and the courts.

Move the Room

Trevor Currie
Move the Room Book PDF

Author : Trevor Currie
Publisher : Page Two Press
Page : 216 pages
File Size : 49,6 Mb
Release : 2021-10-18
Category : Electronic
ISBN : 177458137X

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Move the Room by Trevor Currie Pdf

Powerful speaking is a force multiplier. When you combine high-calibre speaking with any other skill, the multiplying force of the impact you can have is profound. That impact can not only help you close a deal, galvanize a team, or shift how you're perceived, it can be the catalyst that helps put your dent in the universe. Presentation coach and Podium Consulting founder Trevor Currie calls it "moving the room." Move the Room is a practical playbook of approaches you can apply instantly to elevate and amplify your speaking. Beyond just theory, you'll learn how to: Prepare, frame and deliver engaging communication that transforms functional talking points into unforgettable storytelling Effectively integrate compelling visuals into your presentation Master your nerves before and during a presentation Respond to tough post-presentation questions from your audience These are real-world best practices and actionable methods designed to amplify your speaking power and put you in demand. Woven into these techniques are insights gleaned from Currie's analysis of 100 of the most watched TED Talks, as well as his own personal observations and examples, extracted from almost 25 years of preparing national and global leaders for career-defining keynotes and presentations. Move the Room breaks new ground for professionals wanting to strengthen their leadership impact. If you want to compound your success and confidence, Move the Room just became your next must-read book.

Women Make the Best Salesmen

Marion Luna Brem
Women Make the Best Salesmen Book PDF

Author : Marion Luna Brem
Publisher : Currency
Page : 241 pages
File Size : 47,5 Mb
Release : 2005-05-17
Category : Business & Economics
ISBN : 9780385511636

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Women Make the Best Salesmen by Marion Luna Brem Pdf

A thirty-year-old mother of two, Marion Luna Brem had just been given a death sentence: terminal cancer. She had no job. No health insurance. Her marriage would collapse under the stress of her treatment. And her most pressing concern: How do I pay next month’s rent? Her first major “sale” was landing a job as a car salesman. Within two months she had become salesperson of the month and by the end of her first year, salesperson of the year. Four and a half years after selling her first car, Brem bought her own dealership, and in the next decade went on to open additional dealerships and businesses. She beat her cancer, too. In Women Make the Best Salesmen, Brem reveals the top sales strategies she discovered, refined, and applied to build hermultimillion dollar enterprise. But, as she points out, we are all "salesmen" – whether we interviewing for a job or operating a register at a department store, trying to get our children into a special program or looking for a lifelong companion. And women, with their natural social skills and acute emotional antennae, have natural advantages both sexes can learn from. Filled with unconventional wisdom and real-life lessons, Women Make the Best Salesmen is the essential guide to the art of selling yourself.

Jobs to Be Done

Anthony W. Ulwick
Jobs to Be Done Book PDF

Author : Anthony W. Ulwick
Publisher : Unknown
Page : 128 pages
File Size : 52,7 Mb
Release : 2016-10-25
Category : Electronic
ISBN : 0990576744

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Jobs to Be Done by Anthony W. Ulwick Pdf

Why do some innovation projects succeed where others fail? The book reveals the business implications of Jobs Theory and explains how to put Jobs Theory into practice using Outcome-Driven Innovation.

The Little Black Book of Scams

Industry Canada,Competition Bureau Canada
The Little Black Book of Scams Book PDF

Author : Industry Canada,Competition Bureau Canada
Publisher : Competition Bureau Canada
Page : 45 pages
File Size : 51,9 Mb
Release : 2014-03-10
Category : Business & Economics
ISBN : 9781100232409

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The Little Black Book of Scams by Industry Canada,Competition Bureau Canada Pdf

The Canadian edition of The Little Black Book of Scams is a compact and easy to use reference guide filled with information Canadians can use to protect themselves against a variety of common scams. It debunks common myths about scams, provides contact information for reporting a scam to the correct authority, and offers a step-by-step guide for scam victims to reduce their losses and avoid becoming repeat victims. Consumers and businesses can consult The Little Black Book of Scams to avoid falling victim to social media and mobile phone scams, fake charities and lotteries, dating and romance scams, and many other schemes used to defraud Canadians of their money and personal information.

How Companies Win

Rick Kash,David Calhoun
How Companies Win Book PDF

Author : Rick Kash,David Calhoun
Publisher : Harper Collins
Page : 346 pages
File Size : 47,5 Mb
Release : 2010-10-12
Category : Business & Economics
ISBN : 9780062029454

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How Companies Win by Rick Kash,David Calhoun Pdf

In a world of contracting markets and diminished consumer demand, The Cambridge Group founder Rick Kash and Nielsen Company CEO David Calhoun show companies how to find new customers and bigger profits. How Companies Win makes The Cambridge Group’s proprietary demand model—a strategy which multi-million dollar corporations pay premium rates to access—available to the general public for the first time. Taking the reigns from Larry Bossidy’s Execution, W. Chan Kim and Renée Mauborgne’s Blue Ocean Strategy, and Kash’s own The New Law of Demand and Supply, this is a must-have for succeeding in business in the twenty-first century.