Excellence In Sales

Author : Christian Homburg,Heiko Schäfer,Janna Schneider
Publisher : Springer Science & Business Media
Page : 316 pages
File Size : 44,5 Mb
Release : 2012-10-24
Category : Business & Economics
ISBN : 9783642291692

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Sales Excellence by Christian Homburg,Heiko Schäfer,Janna Schneider Pdf

This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

Author : Holger Dannenberg,Dirk Zupancic
Publisher : Springer Science & Business Media
Page : 233 pages
File Size : 41,6 Mb
Release : 2010-11-02
Category : Business & Economics
ISBN : 9783834987822

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Excellence in Sales by Holger Dannenberg,Dirk Zupancic Pdf

"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.

Author : Howard Stevens
Publisher : Platinum Press
Page : 0 pages
File Size : 45,8 Mb
Release : 2006-11-29
Category : Business & Economics
ISBN : 1593376510

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Achieve Sales Excellence by Howard Stevens Pdf

Author : John Pennington
Publisher : CreateSpace
Page : 196 pages
File Size : 41,8 Mb
Release : 2015-10-20
Category : Electronic
ISBN : 1505481570

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Field Sales Excellence by John Pennington Pdf

Field Sales Excellence covers all the skills you need to be a top salesperson, in a readable and highly practical manner. From how to find the ideal prospects and advance the sale, to strategies for building long-lasting business relationships, this workbook takes you, with straightforward tips and advice, through all the steps to make the sales process work in your favour. You learn how to make stunning sales presentations, how to negotiate for win-win outcomes, and the best techniques for understanding and handling objections. Not least, you get tried and proven closing techniques, which you can start applying right away. With its abundance of ideas, examples, and tools, Field Sales Excellence quickly becomes indispensable to any successful sales person.

Author : Byrd Baggett
Publisher : Thomas Nelson Inc
Page : 132 pages
File Size : 47,8 Mb
Release : 2001-02-22
Category : Business & Economics
ISBN : 1558531718

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The Book of Excellence by Byrd Baggett Pdf

Focusing on the basic habits that are common among business leaders, this book pinpoints characteristics of a successful sales lifestyle. Contains the basic information all sales professionals need to know. Here is the basic information anyone in business needs to know. I believe passionately that it is not enough to be just a good salesperson, secretary or manager. We also need to remember that losing a customer is just one bad experience away, and we must do everything we can to give our best service. The Book of Excellence is the first book in a trilogy of handbooks for business success by Byrd Baggett: The Book of Excellence - on sales, Satisfaction Guaranteed - on customer service and now Taking Charge - on leadership.

Author : Howard Stevens,Theodore Kinni
Publisher : Simon and Schuster
Page : 192 pages
File Size : 43,8 Mb
Release : 2006-11-29
Category : Business & Economics
ISBN : 9781605508474

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Achieve Sales Excellence by Howard Stevens,Theodore Kinni Pdf

A Simon & Schuster eBook. Simon & Schuster has a great book for every reader.

Author : Patrick Forsyth
Publisher : Management Pocketbooks
Page : 114 pages
File Size : 44,7 Mb
Release : 2015-09-16
Category : Business & Economics
ISBN : 9781907077432

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Sales Excellence Pocketbook by Patrick Forsyth Pdf

Key techniques to help maximise the effectiveness of your next sales meeting. The Sales Excellence Pocketbook explains how to make the right initial impression, how to discover customer needs, how to present the best possible case and, crucially, how to close successfully. Also gives tips and techniques on how to prepare for the sales meeting and how to follow-up effectively. The Journal of International Selling and Sales Management said of the book: 'A very practical guide to adapting the sales approach to specific customer needs. This Pocketbook could be regularly used with advantage by anyone engaged in selling'.

Author : Michael Webb
Publisher : Unknown
Page : 0 pages
File Size : 44,8 Mb
Release : 2023-11
Category : Electronic
ISBN : 0977107264

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Sales Process Excellence by Michael Webb Pdf

Your products and services benefit customers. Your talented people solve customer's problems daily. Your approaches to awareness, conversion, and retention make sense. You've updated training, coaching, automation, incentives, and more. Still, your results are unsatisfactory.Why Do B2B Sales Problems Persist?Growth is slower than expected. Deals stall. Plans drift into "Whatever works." New products, markets, websites, and sales approaches, are slow to launch. As the sales leader, you struggle to combine art and science. You've seen production teams map processes to reduce variation and eliminate waste. Similarly, you've tried to standardize sales work and language. Yet salespeople don't easily align to these goals.Salesmanship is an applied art that involves luck and randomness. Opportunities, customers, sellers, and managers are unique. Salespeople decide on their own how to behave. This makes sales hard to manage, predict, and scale. If you suspect sales is different from manufacturing, you're right! Sales Process Excellence provides foundations that integrate the art and science of sales. The first foundation is, "Beliefs cause behaviors, observations cause beliefs." For example, the observable characteristics of sales opportunities are your only clues to success. They cannot be taken for granted. Explicitly comparing their observations helps salespeople respectfully agree on facts. This helps integrate and align their beliefs, making sales less subjective.The second foundation is, "Value is created when customers take actions you want them to take." Implicitly, salespeople know they must earn someone's interest and trust if they are ever to earn their money. Observing and measuring these explicitly shows sales (as well as other functions) why and how to change behavior. This new perspective reveals methodologies, tools, processes, and systems that solve persistent sales problems.

Author : Keith Hawk,Michael Boland
Publisher : Unknown
Page : 0 pages
File Size : 50,5 Mb
Release : 2010-06
Category : Business & Economics
ISBN : 9077256326

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Get-Real Selling by Keith Hawk,Michael Boland Pdf

This revised edition includes enhancements and incorporates feedback from thousands of salespeople who have benefited from the original edition and from attending live Get-Real Selling workshops. Its short, pithy chapters and no-nonsense approach pay off immediately for experienced and beginning sales professionals alike. Based on a mindset that says My success can only follow the success of my customer, Hawk and Boland focus on three customer-impacting principles that make it simple to succeed in selling. If you can position your solution in ways that help your customer upgrade his service to his customers, or improve his economics (by increasing his revenue or reducing his costs), or enhance his life, specifically the quality of his work-life, you will find your customer eager to learn more about your offering and ready to buy. This S.E.L. approach (service, economics, life) is being used today in leading organizations and produces measurable sales improvement.

Author : Chris Lacharity
Publisher : Ultimate Publishing House
Page : 160 pages
File Size : 51,7 Mb
Release : 2020-08-21
Category : Business & Economics
ISBN : 1732538913

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7 Figures To Success: Finding Your Sales Excellence in 365 Days by Chris Lacharity Pdf

This includes: remembering the fundamental importance of kindness; staying afloat during the waves of success and the market shifts that send less prepared realtors crashing; why an "all in" mindset is what distinguishes results from struggles

Author : Robert Rogers Blake,Jane Srygley Mouton
Publisher : McGraw-Hill Companies
Page : 234 pages
File Size : 51,6 Mb
Release : 1970
Category : Business & Economics
ISBN : UVA:X000148536

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The Grid for Sales Excellence by Robert Rogers Blake,Jane Srygley Mouton Pdf

Author : Brian Jude
Publisher : Zebra Press
Page : 148 pages
File Size : 46,8 Mb
Release : 2001
Category : Selling
ISBN : 1868723550

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Sell Don't Tell by Brian Jude Pdf

Based on a tried-and-tested training programme, this is a guide to successful selling.

Author : Bill Stinnett
Publisher : McGraw Hill Professional
Page : 288 pages
File Size : 48,9 Mb
Release : 2004-11-21
Category : Business & Economics
ISBN : 9780071460125

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Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy by Bill Stinnett Pdf

How to capture customers by learning to think the way they do The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business." In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions. Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys. In addition, you receive: Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers

Author : Roderick Jefferson
Publisher : Poppy Court Publishing
Page : 120 pages
File Size : 42,5 Mb
Release : 2021-04-23
Category : Business & Economics
ISBN : 9781736190913

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Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence by Roderick Jefferson Pdf

Sales Enablement 3.0 Is Both an Art and Science! There are no magical silver bullets or single approach that will guarantee that you will be successful! There is, however, a formula just like any other success process, program, or tool that requires a combination of practical application, trial and error, mixed with a lot of conversations with Sales leaders to understand their wants, needs, and expectations. At its core Sales Enablement 3.0 is an innovative approach focused on increasing sales productivity through a systematic, personalized, and collaborative approach designed to support buyers that will fuel the conversation economy! This book will provide you with a blueprint that will help you to navigate the twists and turns that will ultimately lead you to designing, deploying, measuring and iterating a world class sales enablement organization.

Author : Will Gray
Publisher : Unknown
Page : 84 pages
File Size : 55,5 Mb
Release : 2021-02-21
Category : Electronic
ISBN : 9798596938654

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Proactive by Will Gray Pdf

Why do Marine Corps leaders eat last? Why does Frito-Lay dominate the market? What do you do when you lose your luggage in a strange city the night before an interview?Proactive: Achieving Excellence in Sales and Customer Relationships shows you how to find success by prioritizing opportunities and mitigating threats through a purpose-driven approach to business and customer relationships.Gray is an award-winning sales and marketing professional with more than 25 years of experience leading teams in Fortune 500 companies. This book is full of real-world stories from inside some of the best companies in the world that show you how to overcome challenging obstacles and fuel successful strategies.It is for the new sales professional or the experienced seller and sales leader looking to ignite their performance and evolve in a highly complex environment.This book will teach you how to:* Identify what is important to the customer and focus on collaborative problem-solving* Develop key objectives and measure progress and success through disciplined planning* Effectively lead and develop others to create a winning environment and positive culture* Leverage human connection to develop preferential and sustainable relationships with customers* Differentiate your product or service to deliver value* Drive excellence through evolving your approach to customers and the business