Saleshood

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Saleshood

Elay Cohen
Saleshood Book PDF

Author : Elay Cohen
Publisher : Greenleaf Book Group
Page : 232 pages
File Size : 53,9 Mb
Release : 2014-04-15
Category : Business & Economics
ISBN : 9781626340503

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Saleshood by Elay Cohen Pdf

A playbook that empowers sales managers to think like CEOs and act like entrepreneurs At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated the company’s growth to a $3 billion–plus enterprise. The innovation delivered over these years by Elay and his team resulted in unprecedented sales productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company. First-line sales managers are the backbone of every sales organization. They make it happen. They’re where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople. In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.

Enablement Mastery

Elay Cohen
Enablement Mastery Book PDF

Author : Elay Cohen
Publisher : Greenleaf Book Group
Page : 169 pages
File Size : 48,8 Mb
Release : 2019-01-08
Category : Business & Economics
ISBN : 9781626345751

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Enablement Mastery by Elay Cohen Pdf

Multiply Your Revenue. Enable Organizational Excellence. When sales enablement is embraced as a company-wide initiative and is sponsored by leadership all the way up to the CEO, organizational magic happens. Teams align. Business results accelerate. Culture transforms. ​In Enablement Mastery, author Elay Cohen gives you his proven, straightforward, and effective method for aligning people, processes, and priorities with relevant learning, coaching, and communications. This book will show you how to build organizational value and multiply revenue outcomes by enabling your employees and partners to be the best they can be. Geared toward sales enablement professionals, this book teaches leadership teams how to deploy the Enablement Process Map to align go-to-market teams, create a learning culture, and make communications relevant. Cohen will help you elevate customer engagement and achieve hyper-growth business outcomes.

Hacking Sales

Max Altschuler
Hacking Sales Book PDF

Author : Max Altschuler
Publisher : John Wiley & Sons
Page : 164 pages
File Size : 42,9 Mb
Release : 2016-05-31
Category : Business & Economics
ISBN : 9781119281641

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Hacking Sales by Max Altschuler Pdf

Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.

Home Theater Hacks

Brett McLaughlin
Home Theater Hacks Book PDF

Author : Brett McLaughlin
Publisher : "O'Reilly Media, Inc."
Page : 408 pages
File Size : 55,7 Mb
Release : 2004-11-22
Category : House & Home
ISBN : 9780596550622

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Home Theater Hacks by Brett McLaughlin Pdf

It might be the long lines at the theater, the $4.00 for a small bag of popcorn, or the cutting-edge technology that's now so readily available to the home market. Whatever the reason, the home theater market today is booming like the soundtrack to Star Wars! Want proof? A Google search for home theater reveals over three million results. Yikes! It's simply undeniable: More and more people prefer watching their favorite movies, television shows, and videos from the comfort of their own sofas and couches. What's also undeniable is the inexperience of most people who choose to install or upgrade their home theaters. Until now, the knowledge, technique, and experiences of those who've encountered similar conditions to yours could only be accessed through laborious web searches, stacks of magazines, and water cooler conversations. Home Theater Hacks from O'Reilly is the perfect remedy for this group. A smart collection of insider tips and tricks, Home Theater Hacks covers home theater installation from start to finish, purchase to experience. Just imagine: no frustrating trial-and-error process and better yet, no expensive appointments with installation experts. Home Theater Hacks prevents both by imparting down-and-dirty technique not found anywhere else. The book begins with a quick glossary of terms so you can speak the lingo when you go shopping, and then dives right into hush-hush, insider tricks. It's all covered where to find the right audio and video components, how to deal with speakers and wiring, understanding cable connectivity, mastering remote controls, how to fully grasp TiVo, and so much more. And to top it off, each of these insider tips is presented in a concise yet delightfully entertaining style. Bringing the Jurassic Park dinosaurs into your living room has never been so easy! A seasoned veteran with numerous O'Reilly titles under his belt, author Brett McLaughlin leaves no stone unturned in helping you customize your home theater experience to your own personal environment.

Storytelling in Business

Janis Forman
Storytelling in Business Book PDF

Author : Janis Forman
Publisher : Stanford University Press
Page : 305 pages
File Size : 46,5 Mb
Release : 2013-01-30
Category : Business & Economics
ISBN : 9780804784955

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Storytelling in Business by Janis Forman Pdf

Storytelling can be a lifelong and life sustaining habit of mind, a personal inheritance that connects us to our communities. It can also serve as an organizational inheritance—a management tool that helps businesses to develop and thrive. For more than a decade, award-winning author Janis Forman has been helping executives to tell stories in service of their organizational objectives. In Storytelling in Business: The Authentic and Fluent Organization, she teaches readers everywhere how the craft of storytelling can help them to achieve their professional goals. Focusing on the role of storytelling at the enterprise level, this book provides a research-driven framework for engaging in organizational storytelling. Forman presents original cases from Chevron, FedEx, Phillips, and Schering-Plough. Organizations like those featured in the book can make use of storytelling for good purposes, such as making sense of their strategy, communicating it, and developing or strengthening culture and brand. These uses of storytelling generate positive consequences that can have a sustained and significant impact on an organization. While large firms employ teams of digital and communication professionals, there's much that any of us can extrapolate from their experience to create stories to further our own objectives. To show the reach of storytelling, Forman conducted 140 interviews with professionals ranging from CEOs in small and thriving firms, to corporate communication and digital media experts, to filmmakers—arguably the world experts in visual storytelling. She draws out specific lessons learned, and shows how to employ the road-tested strategies demonstrated by these leaders. Although this book focuses on storytelling in the context of business, Forman takes inspiration from narratives in literature and film, philosophical and social thought, and relevant concepts from a variety of other disciplines to instruct the reader on how to develop truly authentic and meaningful tales to drive success. A final chapter brings readers back to square one: the development of their own "signature story." This book is a pioneering work that guides us beyond the pressure and noise of daily organizational life to influence people in a sustained, powerful way. It teaches us to be fluent storytellers who succeed by mastering this vital skill.

Manual of Business Italian

Vincent Edwards,Gianfranca Gessa Shepheard
Manual of Business Italian Book PDF

Author : Vincent Edwards,Gianfranca Gessa Shepheard
Publisher : Routledge
Page : 408 pages
File Size : 41,6 Mb
Release : 2016-04-22
Category : Foreign Language Study
ISBN : 9781136924873

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Manual of Business Italian by Vincent Edwards,Gianfranca Gessa Shepheard Pdf

Manual of Business Italian is the most comprehensive, single-volume reference handbook for students and professionals using Italian. Designed for all users, no matter what level of language skill, this manual comprises five parts: * A 6000-word, two-way Glossary of the most useful business terms * A 100-page Written Communications section giving models of 50 letters, faxes and documents * An 80-page Spoken Situations section covering face-to-face and telephone situations * A short Reference Grammar outlining the major grammar features of Italian * A short Business Facts section covering essential information of the country or countries where Italian is used Written by an experienced native and non-native speaker team, this unique volume is an essential, one-stop reference for all students and professionals studying or working in business and management where Italian is used

Business Doing Good

Shannon Deer,Cheryl Miller
Business Doing Good Book PDF

Author : Shannon Deer,Cheryl Miller
Publisher : Rowman & Littlefield
Page : 229 pages
File Size : 43,6 Mb
Release : 2021-08-15
Category : Business & Economics
ISBN : 9781538152386

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Business Doing Good by Shannon Deer,Cheryl Miller Pdf

Outlines six principles and best practices for hiring and retaining women with challenging backgrounds Recently, business leaders have shifted their focus from a profit-only mindset to considering the impact of their businesses on all stakeholders. At the same time, the United Nations set aggressive Sustainable Development Goals (SGDs) to improve our world by 2030. These SDGs address all major needs facing our world today, such as: eradication of poverty and hunger, access to clean water, gender equality, and decent work and economic growth. These are significant problems facing the world that have in the past largely been left to nonprofit organizations and governments to solve. Investors and customers have higher expectations for companies to make a positive social and environmental impact. They want to know business can do good. Following suit, today’s business leaders are starting to recognize we will never fill the gap between where we are and where we want to be if businesses do not also do their part to contribute sustainable solutions to these enormous social problems. This book provides a guide for businesses to make a significant positive impact while also benefiting their businesses. Business Doing Good outlines six principles business leaders can implement to effectively hire women who have experienced incarceration, poverty, addiction, and/or engagement in the sex trade. While making a difference to both these women and communities, businesses benefit from the women’s resourcefulness, resilience, ability to motivate, and other unique skills and perspectives only available to someone who has overcome difficulties. Investments in women, in general, are exponential as they are more likely to return that investment to future generations. The impact is endless. If we are going to end poverty and create economic development, women who have overcome challenging pasts cannot be excluded.

Agile Selling

Jill Konrath
Agile Selling Book PDF

Author : Jill Konrath
Publisher : Penguin
Page : 272 pages
File Size : 46,5 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.

Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence

Roderick Jefferson
Sales Enablement 3 0 The Blueprint to Sales Enablement Excellence Book PDF

Author : Roderick Jefferson
Publisher : Poppy Court Publishing
Page : 120 pages
File Size : 43,9 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.

Business Lessons from the Edge: Learn How Extreme Athletes Use Intelligent Risk Taking to Succeed in Business

Jim McCormick,Maryann Karinch
Business Lessons from the Edge Learn How Extreme Athletes Use Intelligent Risk Taking to Succeed in Business Book PDF

Author : Jim McCormick,Maryann Karinch
Publisher : McGraw Hill Professional
Page : 257 pages
File Size : 54,7 Mb
Release : 2009-08-21
Category : Sports & Recreation
ISBN : 9780071627481

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Business Lessons from the Edge: Learn How Extreme Athletes Use Intelligent Risk Taking to Succeed in Business by Jim McCormick,Maryann Karinch Pdf

[BACK COVER] DISCOVER THE WINNING MIND-SETS OF EXTREME SPORTS ATHLETE-EXECUTIVES Skateboarding legend Tony Hawk jump-starts the world's hottest skateboard company with businessman/skateboarder Per Welinder, who recently sold his share of the company back to Hawk to focus on his thriving clothing line. Freestyle motocross star Carey Hart discovers that backflips in the boardroom don't fly, but sharp entrepreneurship turns his tattoo venture into a multimedia enterprise. Rodeo rider Ty Murray, “The King of the Cowboys,” turns his passion for bull riding into a professional sports empire. Olympian bobsledder Gord Woolley prepares himself mentally every morning, whether polishing his runners or running his communications firm. Alpine climber Mark Richey learns to rely more on skills than tools to build his architectural woodworking business. Marathoner Quang S. Pham uses visualization techniques to go the distance as a runner and as a CEO in the pharmaceutical industry. Mountaineer Guy Downing climbs some of the world's highest mountains and makes a fortune on Wall Street. PLUS more career-building lessons from sports television CEO Gavin Harvey, skier and bobsledder Kirby Best, polar explorer Bill Baker, mountaineer and CEO Kevin Sheridan, skier and law firm founder Julie Pearl, CEO and race car driver Don Bell, and others [FLAP COPY] No guts, no glory. What does it take to succeed in business? Risk taking. Preparation. Self-confidence. The same principles that drive extreme athletes to the highest peaks of performance. This action-ready guide shows you how to capture the winning mind-sets of champions-for extreme success in business and life.

Effective Sales Enablement

Pam Didner
Effective Sales Enablement Book PDF

Author : Pam Didner
Publisher : Kogan Page Publishers
Page : 257 pages
File Size : 51,5 Mb
Release : 2018-10-03
Category : Business & Economics
ISBN : 9780749483654

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Effective Sales Enablement by Pam Didner Pdf

Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Written from a marketer's perspective, Effective Sales Enablement goes beyond sales training and development. Pam Didner presents fresh thinking and creative approaches to improve sales enablement strategies, processes and programmes. Using case studies and examples from well-known brands such as Cisco, Oracle and Google, she provides a blueprint for any organization wanting to create a sales enablement function which will, in turn, accelerate revenue growth. Effective Sales Enablement shows you how to: - Understand trends that impact sales professionals and how to take advantage of them - Become a better marketer with creative ideas on how to support sales - Integrate sales elements into select marketing programmes - and vice versa - Assemble a first-class sales enablement team - Leverage technology to better integrate sales and marketing

The Little Book of Talent

Daniel Coyle
The Little Book of Talent Book PDF

Author : Daniel Coyle
Publisher : Bantam
Page : 161 pages
File Size : 50,7 Mb
Release : 2012-08-21
Category : Self-Help
ISBN : 9780345536693

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The Little Book of Talent by Daniel Coyle Pdf

A manual for building a faster brain and a better you! The Little Book of Talent is an easy-to-use handbook of scientifically proven, field-tested methods to improve skills—your skills, your kids’ skills, your organization’s skills—in sports, music, art, math, and business. The product of five years of reporting from the world’s greatest talent hotbeds and interviews with successful master coaches, it distills the daunting complexity of skill development into 52 clear, concise directives. Whether you’re age 10 or 100, whether you’re on the sports field or the stage, in the classroom or the corner office, this is an essential guide for anyone who ever asked, “How do I get better?” Praise for The Little Book of Talent “The Little Book of Talent should be given to every graduate at commencement, every new parent in a delivery room, every executive on the first day of work. It is a guidebook—beautiful in its simplicity and backed by hard science—for nurturing excellence.”—Charles Duhigg, bestselling author of The Power of Habit “It’s so juvenile to throw around hyperbolic terms such as ‘life-changing,’ but there’s no other way to describe The Little Book of Talent. I was avidly trying new things within the first half hour of reading it and haven’t stopped since. Brilliant. And yes: life-changing.”—Tom Peters, co-author of In Search of Excellence

Set This House on Fire

William Styron
Set This House on Fire Book PDF

Author : William Styron
Publisher : Open Road Media
Page : 456 pages
File Size : 51,5 Mb
Release : 2010-05-04
Category : Fiction
ISBN : 9781936317134

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Set This House on Fire by William Styron Pdf

A New York Times bestseller by the author of Sophie’s Choice: Two Americans search for the truth about a mysterious long-ago murder in Italy. Shortly after World War II, in the village of Sambuco, Italy, two men—Virginia attorney Peter Leverett and South Carolina artist Cass Kinsolving—crossed paths with Mason Flagg. They both had their own reactions to the gregarious and charismatic movie mogul’s son. For the impressionable Peter, it was something close to awe. For the alcoholic Cass, it was unsettled rage. Then, after the rape and murder of a peasant girl, Mason’s body was found at the base of a cliff—an apparent suicide. He’d been distraught, the authorities said, over committing such a heinous crime. Peter and Cass went their separate ways, and never spoke of it again. Now, years later, Peter is still haunted by what he knows—and by what he doesn’t. He’s sought out Cass in Charleston for closure, and something close to the truth. Together both men will share their tales of that terrible season in Italy, each with their own ghosts—and their own reasons to exorcise them. But neither Peter nor Cass is prepared for where this path of revenge, complicity, and atonement will take them. A profound exploration of the evil that men do, and what the innocent must endure to accommodate it, Set This House on Fire is more than a byzantine murder mystery, it’s “one of the finest novels of our times” from the Pulitzer Prize–winning author of The Confessions of Nat Turner, Darkness Visible, and other modern classics (San Francisco Chronicle). This ebook features a new illustrated biography of William Styron, including original letters, rare photos, and never-before-seen documents from the Styron family and the Duke University Archives.

ALWAYS BE QUALIFYING

Darius Lahoutifard
ALWAYS BE QUALIFYING Book PDF

Author : Darius Lahoutifard
Publisher : 01consulting
Page : 143 pages
File Size : 43,9 Mb
Release : 2023-10-21
Category : Business & Economics
ISBN : 9798599470854

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ALWAYS BE QUALIFYING by Darius Lahoutifard Pdf

In the past few years, companies large and small have called on me to get help with their non-performing sales team. The described symptoms are different from one company to another. Some need more revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. All these symptoms are related to the same illness: inability to qualify. Since most sales teams put in place organizations including SDR (Sales Development Representatives) or BDR (Business Development Representatives) who qualify leads for Account Managers, there is a wrong unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost. Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply throughout the sales process, from the first call to closing. This book covers both the Why and the How of sales qualification. I was an early sales leader at PTC where the MEDDIC methodology took shape. I am also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the M.E.D.D.I.C. and the MEDDPICC® sales methodology in depth. This is not a book of theories, research, or academic concepts but pure execution techniques with practical recipes. At a high level, MEDDIC is a checklist that helps sales professionals reveal the gaps in an opportunity and execute correctly to fill those gaps and close the deal or drop it early. This book is an excellent complement to the training and workshops we deliver online and in-person globally.

Sales Enablement

Byron Matthews,Tamara Schenk
Sales Enablement Book PDF

Author : Byron Matthews,Tamara Schenk
Publisher : John Wiley & Sons
Page : 263 pages
File Size : 51,9 Mb
Release : 2018-05-01
Category : Business & Economics
ISBN : 9781119440277

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Sales Enablement by Byron Matthews,Tamara Schenk Pdf

Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can do for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.