Proactive Selling

Author : William Miller
Publisher : AMACOM
Page : 258 pages
File Size : 46,6 Mb
Release : 2012-07-18
Category : Business & Economics
ISBN : 9780814431962

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ProActive Selling by William Miller Pdf

True sales pros know they must tailor their methods to the buyer if they want to make their numbers every year. Featuring dozens of enlightening examples, this book gives you the tools to adapt your approach with the buyers in mind and maintain control at every stage of the sale. In ProActive Selling, author William Miller shows salespeople how to: qualify and disqualify prospects sooner, shift their focus to the most promising accounts, examine buyers' motivations from every angle, quantify the value proposition early, double the number of calls returned from prospective customers, appeal to the real decision-makers, use technology (e.g. cloud, video, social media, etc) to generate leads and shorten sales cycles, and increase the effectiveness of every interaction. Most sales professionals make the mistake of using the same sales patterns over and over. With an essential understanding about the different needs of customers, this revised and updated second edition of ProActive Selling equips you to succeed with any company, in any industry.

Author : William Miller
Publisher : AMACOM
Page : 258 pages
File Size : 47,9 Mb
Release : 2009-07-15
Category : Business & Economics
ISBN : 9780814414576

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ProActive Sales Management by William Miller Pdf

As the president of a major sales company and experienced sales management trainer, author William Miller provides sales managers a proven method for successfully managing both sales processes and salespeople. Packed with specific, field-tested techniques, ProActive Sales Management teaches readers how to: motivate a sales team; get their sales team to prospect and qualify; create a proactive sales culture; effectively coach and counsel up and down the sales organization; reduce reports to one sheet of paper and 10 minutes a week; forecast with up to 90 percent accuracy; and take A players to A+ levels. Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them while multitasking with managing complex sales processes in order to close more and more deals. Packed with all new metrics and tactics for making the numbers in today’s sales environment, ProActive Sales Management is an invaluable resource for this brand of highly in-demand leaders.

Author : Jim Pancero
Publisher : John Wiley & Sons
Page : 322 pages
File Size : 40,9 Mb
Release : 2006-04-20
Category : Business & Economics
ISBN : 9780471763574

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You Can Always Sell More by Jim Pancero Pdf

The sales manager's step-by-step guide to better team performance As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals. Jim Pancero (Eden Prairie, MN) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate sales-team members, association attendees, and graduate-level university students.

Author : James M. Kouzes,Barry Z. Posner,Deb Calvert
Publisher : John Wiley & Sons
Page : 227 pages
File Size : 53,7 Mb
Release : 2018-03-13
Category : Business & Economics
ISBN : 9781119446286

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Stop Selling and Start Leading by James M. Kouzes,Barry Z. Posner,Deb Calvert Pdf

NAMED THE #3 TOP SALES BOOK OF 2018! Make extraordinary sales happen! In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them. In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness. • Inspire, challenge, and enable buyers • Change your behavior to build trust and increase sales • Step into your leadership potential • See yourself the way your buyers do • Feel good about selling again When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.

Author : Alex Goldfayn
Publisher : John Wiley & Sons
Page : 343 pages
File Size : 48,8 Mb
Release : 2021-09-22
Category : Business & Economics
ISBN : 9781119814603

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Pick Up The Phone and Sell by Alex Goldfayn Pdf

Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert In Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone. From the author of Selling Boldly and 5-Minute Selling, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don’t know, this timely and important book includes: A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com Direction on how to use text messaging as an adjunct to phone sales Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call. Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.

Author : Alex Goldfayn
Publisher : John Wiley & Sons
Page : 357 pages
File Size : 45,9 Mb
Release : 2020-08-26
Category : Business & Economics
ISBN : 9781119687689

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5-Minute Selling by Alex Goldfayn Pdf

WALL STREET JOURNAL BESTSELLER Add 50% to 100% to Your SalesÂIn 5 Minutes Per Day 5-Minute Selling presents a proven, simple process that can double your sales, even if you donÂt have time for an elaborate new sales system. When you spend your days scrambling to take orders and resolving customer issues, there is little time for new sales techniques. This book is for you. In 5-Minute Selling, Alex Goldfayn describes how thousands of his clients and workshop attendees have generated dramatic annual sales growth with short bursts of action throughout the day. With three-second efforts throughout the day, you can add 50 to 100% to your sales. The techniques in this book are simple but powerful: YouÂll learn the power of picking up the phone proactively to call customers and prospects when nothing is wrong, because almost nobody does this YouÂll get approaches for offering customers additional products and servicesÂand asking about what else they are buying elsewhereÂbecause almost nobody does this either YouÂll also learn about the low-tech but incredibly effective singular impact of the hand-written note In short, 5-Minute Selling is about showing customers and prospects that we care about them more than our competition does with simple, repeated, lightning-fast, high-value, consistent communications. DonÂt Read This Book, DO THIS BOOK: 5-Minute Selling lays out a Two-Week Challenge for you implement in your sales work. Follow the detailed process for five minutes per day, for 10 working days (less than one total hour of time), and, like thousands before you, you will begin to see dramatic improvements in your sales growth.

Author : William Miller
Publisher : AMACOM
Page : 268 pages
File Size : 42,9 Mb
Release : 2015-02-11
Category : Business & Economics
ISBN : 9780814434840

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Selling Above and Below the Line by William Miller Pdf

Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.

Author : Kapil Raina
Publisher : John Wiley & Sons
Page : 338 pages
File Size : 55,9 Mb
Release : 2003-05-27
Category : Computers
ISBN : 9780471470359

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PKI Security Solutions for the Enterprise by Kapil Raina Pdf

Outlines cost-effective, bottom-line solutions that show how companies can protect transactions over the Internet using PKI First book to explain how PKI (Public Key Infrastructure) is used by companies to comply with the HIPAA (Health Insurance Portability and Accountability Act) rules mandated by the U.S. Department of Labor, Health, and Human Services Illustrates how to use PKI for important business solutions with the help of detailed case studies in health care, financial, government, and consumer industries

Author : Robert N. Kohn
Publisher : American Bar Association
Page : 226 pages
File Size : 55,6 Mb
Release : 2009
Category : Business & Economics
ISBN : 1604426063

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Selling in Your Comfort Zone by Robert N. Kohn Pdf

This book will help anyone overcome their discomfort with selling. It will help the reader achieve a fundamental shift in attitude and behavior. This guide proves that selling can be done effectively and comfortably, by motivating the reader to take action and identify strategies and tasks that they are comfortable doing.

Author : Mike Whitney
Publisher : AuthorHouse
Page : 282 pages
File Size : 48,6 Mb
Release : 2011
Category : Technology & Engineering
ISBN : 9781456710651

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Are You Ready to Sell? by Mike Whitney Pdf

The difference between B2B sales winners and losers is that winners are ready to win. Winners take time to honestly answer the question, "am I ready to sell?" Winners prepare themselves for winning through reproducible steps that will put them in a better position to win. These steps are not magic or unknowable - they can be learned. Once learned the key to success becomes discipline in applying the steps every day during every encounter with your prospects and your own sales team. Are You Ready to Sell shows the steps you need to be a winner in B2B sales. Owning this book will provide you with: - A winning process for sales preparedness throughout your daily selling life - Strategies to determine if a sales opportunity is an order opportunity - A road map for change to deal with the "new normal" of Business to Business selling - Strategies for creating a valuable lifetime income stream from your customers - Sales scenarios at the end of each chapter to test your strategies for winning - A mindset to move sold-to accounts back to prospects for value you can deliver - New strategies for building customer loyalty - Guidelines for shaping your prospect's definition of value throughout the sales process Today's B2B industrial prospects are struggling to survive within the new normal of doing more with less. Help your prospects be winners in this environment and you will be an order winner. "Are You Ready to Sell?" equips you with the tools you need to be a consistent B2B sales order winner.

Author : Stacia Skinner,Marisa Pensa
Publisher : Unknown
Page : 180 pages
File Size : 54,7 Mb
Release : 2019-04-30
Category : Business & Economics
ISBN : 1733853103

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Competitive Selling by Stacia Skinner,Marisa Pensa Pdf

Competitive Selling: The Guidebook to Proactive Calling in a Reactive World is about the toughness and edge you need to be successful in the highly competitive world of professional sales. But it doesn't just give you theories . . . it gives you tried and true techniques to follow to be a proactive caller, in very practical terms. If you ever struggle with the actual words to say when you are prospecting, Competitive Selling will give you a solid foundation in the words to say and how to approach the call with confidence. Selling is filled with rejection, but if you expect the "No"s--and even welcome hearing them--you can be the one in control and work on turning around even the toughest potential clients. The louder the environment is for prospects and customers, the more highly skilled you need to be at quickly capturing their attention and following a set roadmap to the close of the sale. Dive into Competitive Selling and become better than the competition at starting high in an organization, following up, leaving an intriguing voicemail message that results in a return call, gaining a critical "next set time," and using email as an effective touch point. Prospecting for new business is not glamorous, but if you have a solid plan and the drive to follow through on your goals, you will be successful. Marisa Pensa and Stacia Skinner will help you attain that success.

Author : Jackie Wade
Publisher : Harriman House Limited
Page : 149 pages
File Size : 55,5 Mb
Release : 2011
Category : Business & Economics
ISBN : 9781908003195

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Successful Selling for Small Business by Jackie Wade Pdf

Every new business owner and aspiring entrepreneur will face one common challenge as they set out on their exciting journey - SALES; finding the right customers and getting them to part with their cash and buy. Like anything in life, you can do this the hard way or the easy way. You can delay, procrastinate, and wait for the telephone to ring or for business to come through the door. It may happen, but then again it may not! Alternatively, you can take control and get proactive - get selling and get SALES. In a cluttered, noisy marketplace, it's not necessarily about the best, newest or most exciting product in town; it's much more about connecting with the right customers, getting your message across with clarity and pizzazz and then helping people to take action with you and buy. Otherwise, stalemate, stagnation or decline - no sales, no customers, no business! Successful Selling for Small Business will: - help you 'get' sales; - help you develop a logical, 'can-do' approach to selling which fits your values, your business, you; - give you a sales habit or process for life, not just a quick fix; - demystify the selling process and remove any negative myths or perceptions; - help you grow your business and achieve your personal goals and ambitions. Successful Selling for Small Businesses is a straight-talking, jargon-free book which will help you get sales easily, effectively and ethically! No tricks, no gimmicks, no con jobs!

Author : Charles Warner,William Lederer,Brian Moroz
Publisher : John Wiley & Sons
Page : 576 pages
File Size : 49,8 Mb
Release : 2020-07-16
Category : Social Science
ISBN : 9781119477464

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Media Selling by Charles Warner,William Lederer,Brian Moroz Pdf

The must-have resource for media selling in today’s technology-driven environment The revised and updated fifth edition of Media Selling is an essential guide to our technology-driven, programmatic, micro-targeted, mobile, multi-channel media ecosystem. Today, digital advertising has surpassed television as the number-one ad investment platform, and Google and Facebook dominate the digital advertising marketplace. The authors highlight the new sales processes and approaches that will give media salespeople a leg up on the competition in our post-Internet media era. The book explores the automated programmatic buying and selling of digital ad inventory that is disrupting both media buyers and media salespeople. In addition to information on disruptive technologies in media sales, the book explores sales ethics, communication theory and listening, emotional intelligence, creating value, the principles of persuasion, sales stage management guides, and sample in-person, phone, and email sales scripts. Media Selling offers media sellers a customer-first and problem-solving sales approach. The updated fifth edition: Contains insight from digital experts into how 82.5% of digital ad inventory is bought and sold programmatically Reveals how to conduct research on Google Analytics Identifies how media salespeople can offer cross-platform and multi-channel solutions to prospects’ advertising and marketing challenge Includes insights into selling and distribution of podcasts Includes links to downloadable case studies, presentations, and planners on the Media Selling website Includes an extensive Glossary of Digital Advertising terms Written for students in communications, radio-TV, and mass communication, Media Selling is the classic work in the field. The updated edition provides an indispensable tool for learning, training, and mastering sales techniques for digital media.

Author : Anonim
Publisher : Bookboon
Page : 47 pages
File Size : 47,9 Mb
Release : 2024-06-29
Category : Electronic
ISBN : 9788776816070

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Basic Selling Skills by Anonim Pdf

Author : Chris Floyd
Publisher : Gower Publishing, Ltd.
Page : 300 pages
File Size : 46,9 Mb
Release : 1997
Category : Business & Economics
ISBN : 0566079917

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Managing Technology for Corporate Success by Chris Floyd Pdf

Focusing on the questions that face top management, such as deciding which technologies to invest in and how to manage and exploit them, and shaping management roles to fit technological strategy. This text explores these and other key issues in an accessible, non-technical way.