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Author : Steve W. Martin
Publisher : TILIS Publishers
Page : 388 pages
File Size : 48,7 Mb
Release : 2014-10-01
Category : Business & Economics
ISBN : 9780979796173
Author : Steve W. Martin
Publisher : John Wiley & Sons
Page : 274 pages
File Size : 53,8 Mb
Release : 2006-09-29
Category : Business & Economics
ISBN : 9780470052310
Praise for Heavy Hitter Sales Wisdom "Steve Martin takes a much-needed look at how successful executives read verbal and nonverbal messages, which allows them to quickly understand the subtext of their customers' minds. The best part is that the author shares effective strategies that put more fun into selling and more money into salespeople's pockets." —Gerhard Gschwandtner Founder and Publisher, Selling Power magazine "Steve Martin's interesting examination of great leaders in history and the parallels he draws between waging a war and waging a sales campaign should be required reading for enterprise salespeople." —Jay Fulcher, Chief Executive Officer, Agile Software "This powerful book provides real-world strategies you can use to increase sales immediately!" —Brian Tracy, President, Brian Tracy International, author, Getting Rich Your Own Way "Heavy Hitter Sales Wisdom goes beyond the traditional description of sales cycles to the heart of selling. It's about the emotional connection with the customer, but also the attack and destruction of the competition." —Olivier Helleboid, Vice President, Software Operations, Hewlett-Packard "Heavy Hitter Sales Wisdom provides field sales generals and sales soldiers with tons of strategy, persuasion techniques, and common-sense approaches to winning the hearts and minds of prospects. This book will add new weapons to your arsenal." —Tim Kelliher, Senior Vice President, Sales, DHL Global Mail
Author : Steve W. Martin
Publisher : John Wiley & Sons
Page : 402 pages
File Size : 40,6 Mb
Release : 2006-09-11
Category : Business & Economics
ISBN : 9780470080214
What separates ordinary salespeople from Heavy Hitters? The best salespeople are those "Heavy Hitters" who are able to use human nature, language, and intuition to build trusting relationships with customers and persuade them to buy. Based on his proven and effective sales program, author Steve Martin's Heavy Hitter Selling explains how you too can achieve and maintain that high level of sales success. Using real-world case studies, examples, and exercises, Martin provides the psychological, physical, and language-based tactics you need to turn yourself into a Heavy Hitter. Inside, you'll find proven guidance and expert tips on: Understanding how people think and communicate Finding the right words at the right time Predicting a customer's behavior and influencing his thoughts Building customer rapport and understanding their motivations Persuading both the customer's rational mind and his emotional subconscious side "Like other sales books published recently, this one stresses the importance of human behavior. But unlike the others, it puts an emphasis on language. Salespeople could well benefit by exploring scientific models of language. Practical exercises make the book useful for everyone." —Harvard Business School Review "This well-written, insightful book will give you ideas and strategies you can use to influence and persuade customers in any market." —Brian Tracy, author, Million Dollar Habits "Traditional selling focuses on product, price, and competition and misses the most important reason people buy-people and emotion. Heavy Hitter Selling offers a different perspective that is valuable in understanding how to win." —Jay Fulcher, President and COO, Agile Software "Heavy Hitter Selling is different-[a book that] will help you make lots of money." —Gerald D. Cohen, CEO, Information Builders, Inc.
Author : Steve W. Martin
Publisher : John Wiley & Sons
Page : 272 pages
File Size : 43,9 Mb
Release : 2006-12-15
Category : Business & Economics
ISBN : 9780470069936
Praise for Heavy Hitter Sales Wisdom "Steve Martin takes a much-needed look at how successful executives read verbal and nonverbal messages, which allows them to quickly understand the subtext of their customers' minds. The best part is that the author shares effective strategies that put more fun into selling and more money into salespeople's pockets." —Gerhard Gschwandtner Founder and Publisher, Selling Power magazine "Steve Martin's interesting examination of great leaders in history and the parallels he draws between waging a war and waging a sales campaign should be required reading for enterprise salespeople." —Jay Fulcher, Chief Executive Officer, Agile Software "This powerful book provides real-world strategies you can use to increase sales immediately!" —Brian Tracy, President, Brian Tracy International, author, Getting Rich Your Own Way "Heavy Hitter Sales Wisdom goes beyond the traditional description of sales cycles to the heart of selling. It's about the emotional connection with the customer, but also the attack and destruction of the competition." —Olivier Helleboid, Vice President, Software Operations, Hewlett-Packard "Heavy Hitter Sales Wisdom provides field sales generals and sales soldiers with tons of strategy, persuasion techniques, and common-sense approaches to winning the hearts and minds of prospects. This book will add new weapons to your arsenal." —Tim Kelliher, Senior Vice President, Sales, DHL Global Mail
Author : Steve W. Martin
Publisher : Tilis Pub
Page : 293 pages
File Size : 48,7 Mb
Release : 2009
Category : Business & Economics
ISBN : 9780979796128
The biggest challenge facing salespeople today is securing meetings with C-level executives (CEO, CFO, CIO, CMO, etc.) and convincing them to buy in the life-or-death meetings that determine which salesperson will win the deal. Based upon extensive interviews with more than 500 C-level executives, Steve Martin's Heavy Hitter Sales Psychology helps salespeople understand how the C-level executive thinks and communicates and how to adapt their use of language to match C-level decision makers'. Martin provides language-based strategies that enable their message to rise above the competition's, a tactical plan of execution, and impactful psychological suggestions that compel executives to take action.
Author : Steve W. Martin
Publisher : TILIS Publishers
Page : 0 pages
File Size : 54,9 Mb
Release : 2011
Category : Business communication
ISBN : 0979796148
This is the first book that truly explains "sales linguistics" -- the revolutionary field of study about how customers use and interpret language during the decision-making process. Steve W Martin provides communication strategies that enable salespeople to rise above their competition and impactful psychological suggestions that compel customers' rational intellect and emotional subconscious to buy. Inside is expert advice on: Language-based strategies and tactics to secure customer meetings; What to say, do, and present in face-to-face customer meetings and phone call; Bonding with customers using sales linguistics, the study of how the customer's mind uses language; Perfecting your sales intuition so you always say the right words at the right time; Extensive examples, illustrations, and exercises in an easy-to-read format. If you are in sales, you make your living by talking. If you were a pilot, you would attend years of flight training school and many hours of simulator training before you were allowed in the cockpit of a jumbo jet. If you were a lawyer, you would intensely study law for several years and have to pass your state's bar exam to ensure your proficiency. If you are in sales, you need to study language and perfect your use of words because your most important competitive weapon is your mouth! Successful communication is at the foundation of all sales.
Author : STEVE W. MARTIN
Publisher : Unknown
Page : 0 pages
File Size : 47,8 Mb
Release : 2018-10-15
Category : Business communication
ISBN : 0999812947
Sales Strategy Playbook provides state-of-the-art sales strategies and advanced tactics for salespeople who want to learn the secrets of becoming a top performer and achieve career success. It is a comprehensive reference guide for winning highly competitive accounts and a perennial resource to solve your toughest sales challenges. Inside, you'll find expert advice on how to: Create the winning sales strategy by controlling the sale cycle Strategically conduct sales calls and use value to differentiate yourself with C-level executives Influence buyers and evaluation committees by truly becoming a trusted advisor Penetrate new accounts using proven account-based marketing strategies Use wider, higher, and deeper client account expansion and cross-selling strategies Psychologically bond with customers using sales linguistics, the study of how the customer's mind uses language Take your career to the next level by learning how top salespeople, sales leaders, and sales organizations perform. This sales reference guide includes 175+ illustrations, 50+ exercises, and extensive real-world examples with both subject chapters and toughest sales challenges table of contents. Consult Sales Strategy Playbook before you start working on a key deal, when you are in a tough situation and need a thought-provoking breakthrough, or whenever you personally require a dose of sales adrenaline.
Author : Erik Peterson,Tim Riesterer
Publisher : McGraw Hill Professional
Page : 272 pages
File Size : 44,7 Mb
Release : 2011-04-15
Category : Business & Economics
ISBN : 0071752587
Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.
Author : Scott Ingram
Publisher : Sales Success Media, LLC
Page : 306 pages
File Size : 53,6 Mb
Release : 2018-10-16
Category : Business & Economics
ISBN : 9780990605942
Want to learn the insider secrets of the top 1% sales achievers? Discover the inspiring techniques of 20 sales VIPs so you can climb the ranks and bring in the biggest commissions of your career. Fed up with the same old sales results? Tired of advice from so-called sales gurus who don't actually sell for a living? Want to learn closing techniques from real-world doers? Account director, podcast host, and top 1% achiever Scott Ingram has spent his whole life obsessed with sales. With nearly two decades of sales experience under his belt, he's ready to share 60 inspiring stories to help you finally sell like a heavy hitter. Sales Success Stories - 60 Stories from 20 Top 1% Sales Professionals is a powerful collection of the tales of triumph—and failure—from 20 amazing sales MVPs. Divided into four motivating sections covering mindset, relationships, sales careers, and sales processes, this book will show you how high achievers sustain stellar results on a daily basis. If you're an ambitious and dedicated professional ready to climb the ladder to the top, then you need this roadmap to career victory! In Sales Success Stories, you'll discover: * Real-world anecdotes shared by successful professionals so you can learn from their hard-earned wisdom * How the top sales producers get to the top and the skills required to stay there * Relationship-building methods to help you win and keep customers over and over again * Ways to accelerate your sales career so you can beat your rivals to the top * The secrets of the pros, from prospecting and pitching to negotiating and closing and much, much more! Sales Success Stories is the groundbreaking collection of real-world sales successes you need to take your game to a whole new level. If you like practical techniques, professional wisdom, and street-smart insights, then you'll love Scott Ingram's motivational manual. Buy Sales Success Stories to uncover the secrets of the sales pros today!
Author : Sean O'Shaughnessey
Publisher : Unknown
Page : 298 pages
File Size : 43,5 Mb
Release : 2018-05-14
Category : Electronic
ISBN : 0692111921
Most salespeople lose the deal before they ever get started! It isn't uncommon for the customer to have already made a decision before most salespeople even learn of the opportunity. Most salespeople have to beat the preferred competitor by a significant margin just to be considered equivalent. Don't you wish that you could be the preferred vendor in all of your opportunities? Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that they are virtually guaranteed to lose the order. To make matters worse, when they do start the campaign early enough, most salespeople do not know how to control the prospect adequately so that they can guarantee their victory. Typical turnover for a sales department is 10-20%. Many companies see turnover that approaches 40-60%! This turnover costs them 50% of their revenue-generating capability. In any organization that exceeds 25% turnover, the loss of trust with the customer can be astounding as the new salesperson tries to rebuild the entire relationship. In any given quarter dozens or hundreds of companies do not make their forecasted numbers and are dramatically punished by Wall Street. This book will provide the management of a company with a framework to teach their salespeople how to attain their quotas with higher profits. It will also allow salespeople to rise to the top of their organization and be the super-achievers who win awards, trips, bonuses, and respect. In this book, I will show you how to eliminate your competition and maximize your commission.
Author : Edgar Wachenheim, III
Publisher : John Wiley & Sons
Page : 216 pages
File Size : 48,5 Mb
Release : 2016-03-25
Category : Business & Economics
ISBN : 9781119259930
Deep insight and candid discussion from one of Wall Street's best investors Common Stocks and Common Sense provides detailed insight into common stock investing, using a case-study approach based on real-world investments. Author Edgar Wachenheim is the 28-year CEO of Greenhaven Associates, boasting an average annual portfolio comparable to Warren Buffet's. In this book, he shares his knowledge and experiences by providing detailed analyses of actual investments made by himself and other investors. The discussion covers the entire investment process, including the softer, human side, with candid insight into the joys and frustrations, intensities and pressures, and risks and uncertainties. The unique emphasis on behavioral economics and real-world cases set this book apart from the herd—but it's Wachenheim himself and his deeply-examined perspective that elevates the book beyond a mere investing guide. Between 1990 and 2014, a typical portfolio managed by Wachenheim enjoyed an average annual return in excess of 18%, achieved using relatively conservative stocks and no financial leverage. As a proponent of evidence and example, his analysis of real cases serve as a valuable education for anyone looking to improve their own investment practices. Understand investment through the lens of a Wall Street leader Dig into the details of real-world common stock investing Learn how to invest creatively and minimize risk Go beyond theory to study strategy on a case-by-case basis Investment principles and strategies are easy to find—entire libraries have been written about theories and methods and what 'should' happen. But this book goes beyond the typical guide to show you how these ideas are applied in the real world—and what actually happened. Investors seeking real insight, real expertise, and a proven track record will find Common Stocks and Common Sense a uniquely useful resource.
Author : Jason Reynolds
Publisher : Simon and Schuster
Page : 240 pages
File Size : 50,6 Mb
Release : 2020-10-27
Category : Juvenile Fiction
ISBN : 9781481438292
"A collection of ten short stories that all take place in the same day about kids walking home from school"--
Author : Steve W. Martin
Publisher : Unknown
Page : 0 pages
File Size : 44,5 Mb
Release : 2005
Category : Computer software industry
ISBN : 0972182225
The Real Story of Informix Software and Phil White chronicles the meteoric rise of Informix Software, how it became a billion-dollar software giant, and the scandal that ultimately led to its spectacular fall. This fascinating behind-the-scenes book offers an insider'ss perspective on the business strategies that succeeded, the products that failed, and how a technology industry titan ended up in jail.
Author : Larry Weidel
Publisher : Greenleaf Book Group
Page : 256 pages
File Size : 43,7 Mb
Release : 2015-10-20
Category : Business & Economics
ISBN : 9781626342354
How Anyone Can Win . . . Again and Again We all know people who seem to move from success to success, with barely a pause or dip in between. They're always excited about the next big project or goal. When trouble comes, they land on their feet. They are role models and opinion makers who lead rewarding lives. In a world full of people who almost win, these are the few who do it repeatedly and consistently. Larry Weidel has benefitted tremendously from the mentorship of some of these serial winners. Applying and adapting their lessons allowed him to achieve extraordinary success and coach others to do the same. In Serial Winner, he distills the 5 basic actions of the Cycle of Winning to help you: -Move forward when you feel stuck.? -Crush early doubts and give yourself the best shot of succeeding.? -Overcome obstacles to win anyway.? -Maintain your mental toughness until you cross the finish line.? -Avoid the winner’s trap and use the momentum of each win to achieve the next. Through inspiring and funny stories and no-nonsense advice, Larry exposes the myths and facts about successful people and shares essential insights into achieving whatever you want in life. Whether you're just starting a venture or looking to get out of a longstanding rut, Serial Winner shows you the steps for creating a regular pattern of success!
Author : Richard O'Keefe
Publisher : MIT Press
Page : 417 pages
File Size : 50,6 Mb
Release : 2009-12-07
Category : Computers
ISBN : 9780262512275
The emphasis in The Craft of Prolog is on using Prolog effectively. It presents a loose collection of topics that build on and elaborate concepts learned in a first course. Hacking your program is no substitute for understanding your problem. Prolog is different, but not that different. Elegance is not optional. These are the themes that unify Richard O'Keefe's very personal statement on how Prolog programs should be written. The emphasis in The Craft of Prolog is on using Prolog effectively. It presents a loose collection of topics that build on and elaborate concepts learned in a first course. These may be read in any order following the first chapter, "Basic Topics in Prolog," which provides a basis for the rest of the material in the book. Richard A. O'Keefe is Lecturer in the Department of Computer Science at the Royal Melbourne Institute of Technology. He is also a consultant to Quintus Computer Systems, Inc.Contents: Basic Topics in Prolog. Searching. Where Does the Space Go? Methods of Programming. Data Structure Design. Sequences. Writing Interpreters. Some Notes on Grammar Rules. Prolog Macros. Writing Tokenisers in Prolog. All Solutions.
