Selling In A Crisis

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 266 pages
File Size : 45,9 Mb
Release : 2022-10-25
Category : Business & Economics
ISBN : 9781394162352

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Selling in a Crisis by Jeb Blount Pdf

Find the motivation and confidence to stay on top when everything hits the fan In volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don’t want to meet with you, objections are harsher, customers cancel orders and contracts on a whim and pressure you for price decreases. Yet, you are still under the same pressure to make your sales number. If you don't, your income will take a hit. Don’t even mention the 401(k) that you are afraid to even look at with the markets in free fall. In this situation, it’s natural to feel stressed out and feel demotivated. In Selling in a Crisis, the world’s most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change. In his classic, no-nonsense style, Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. You’ll also discover: The real secrets to selling more in a crisis The difference between rainmakers and rain barrels and how to find opportunity in adversity Why you must stop swimming naked and put your bathing suit on Why you don’t get into buckets with crabs How to be a RIGHT NOW sales professional 7 Steps of Effective Prospecting Sequences and how to be professionally persistent How to adjust sales messaging to meet the moment The sales secrets of frogs, squirrels, and horses Sutton’s Law and why you must go where the money is Why you need more than charm and a great personality to close sales in a crisis The five questions you must answer in the affirmative for every stakeholder How to handle buying commitment objections in a crisis How to protect your turf from competitors and your profits from price decreases Five ways to protect and advancing your career How to be bold and always trust your cape And so much more . . . Jon Kabat-Zinn once said, "You can't stop the waves, but you can learn to surf." This is exactly what you’ll learn to do in this indispensable guide for sales professionals who are navigating the rough seas of volatility. With each chapter you will find the motivation, inspiration, and confidence catch to rise above the negativity, catch your wave, and take control of your life, career, mindset, and income.

Author : Julie Valk
Publisher : Routledge
Page : 186 pages
File Size : 43,8 Mb
Release : 2021-05-30
Category : Business & Economics
ISBN : 9781000391831

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Selling the Kimono by Julie Valk Pdf

Based on twelve months of in-depth ethnographic research in Japan with retailers, customers, wholesalers, writers and craftspeople, Selling the Kimono is a journey behind the scenes of a struggle to adapt to difficult economic conditions and declining demand for the kimono. The kimono is an iconic piece of clothing, instantly recognised as a symbol of traditional Japanese culture. Yet, little is known about the industry that makes and sells the kimono, in particular the crisis this industry is currently facing. Since the 1970s, kimono sales have dropped dramatically, craftspeople are struggling to find apprentices, and retailers have closed up shop. Illuminating recent academic investigations into the lived experience of economic crisis, this volume presents a story of an industry in crisis, and the narratives of hope, creativity and resilience that have emerged in response. The ethnographic depth and theoretical contribution to understanding the effects of economic crisis and the transformation of traditional culture will be of broad interest to students, academics and the general public.

Author : Adegoke Omotola
Publisher : Unknown
Page : 30 pages
File Size : 42,6 Mb
Release : 2020-05-19
Category : Electronic
ISBN : 9798646597480

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Selling in Crisis by Adegoke Omotola Pdf

This book is written for men and women who will not allow themselves to be bound down by psychological barriers and are determined to become robust and combustible as they overcome obstacles.

Author : Jared Diamond
Publisher : Little, Brown
Page : 512 pages
File Size : 43,7 Mb
Release : 2019-05-07
Category : History
ISBN : 9780316409155

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Upheaval by Jared Diamond Pdf

A "riveting and illuminating" Bill Gates Summer Reading pick about how and why some nations recover from trauma and others don't (Yuval Noah Harari), by the Pulitzer Prize-winning author of the landmark bestseller Guns, Germs, and Steel. In his international bestsellers Guns, Germs and Steel and Collapse, Jared Diamond transformed our understanding of what makes civilizations rise and fall. Now, in his third book in this monumental trilogy, he reveals how successful nations recover from crises while adopting selective changes -- a coping mechanism more commonly associated with individuals recovering from personal crises. Diamond compares how six countries have survived recent upheavals -- ranging from the forced opening of Japan by U.S. Commodore Perry's fleet, to the Soviet Union's attack on Finland, to a murderous coup or countercoup in Chile and Indonesia, to the transformations of Germany and Austria after World War Two. Because Diamond has lived and spoken the language in five of these six countries, he can present gut-wrenching histories experienced firsthand. These nations coped, to varying degrees, through mechanisms such as acknowledgment of responsibility, painfully honest self-appraisal, and learning from models of other nations. Looking to the future, Diamond examines whether the United States, Japan, and the whole world are successfully coping with the grave crises they currently face. Can we learn from lessons of the past? Adding a psychological dimension to the in-depth history, geography, biology, and anthropology that mark all of Diamond's books, Upheaval reveals factors influencing how both whole nations and individual people can respond to big challenges. The result is a book epic in scope, but also his most personal yet.

Author : John Gerzema,Michael D'Antonio
Publisher : John Wiley & Sons
Page : 289 pages
File Size : 52,6 Mb
Release : 2010-09-02
Category : Business & Economics
ISBN : 9780470902325

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Spend Shift by John Gerzema,Michael D'Antonio Pdf

Gold Medal Winner, General Business, 2012 Axiom Business Book Awards Understanding the post-crisis consumer In Spend Shift, John Gerzema, world-renowned expert on consumer values, and Pulitzer prizewinning author Michael D'Antonio document the rise of a vibrant, values-driven post-recession economy. To tell the story of this movement, the authors travel to large cities and small towns across eight bellwether states, to examine the value shifts sweeping the nation. Through in-depth observation, proprietary data from Young & Rubicam, and interviews with experts, the authors analyze the changing consumer psyche, document the five shifting values and consumer behaviors that are remaking America and the world, and explain what it means to businesses and leaders. Explores a movement in society where the majority of American consumers are embracing both value and values Shows how post-crisis consumer expectations and behaviors will drive business decisions Draws on interviews with CEOs and entrepreneurs to reveal how companies like Ford and Etsy are reconnecting with the post-crisis consumer Compelling and insightful, Spend Shift is essential reading for anyone interested in how values are changing and how businesses can connect with consumers after the recession.

Author : Meridith Elliott Powell, MBA, CSP
Publisher : Sound Wisdom
Page : 222 pages
File Size : 42,6 Mb
Release : 2021-06-22
Category : Self-Help
ISBN : 9781640952836

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Thrive by Meridith Elliott Powell, MBA, CSP Pdf

Thrive is the roadmap of how to grow your business and drive sales in highly shifting, constantly changing economic times. It is the story of those leaders and organizations that have seen consistent growth through several economic crises-companies that were founded in the late 1700’s to early 1900’s and they are still in business thriving today. In this book we share their stories, their struggles, and tell you exactly how they have not only overcome adversity, but thrived through it. Praise for the Book: “We live in a time when uncertainty is the order of the day. THRIVE is a must-read for all who strive to grow intellectually and to succeed through the opportunities an uncertain world offers.” —Ken Langone, Founder, Home Depot, American Billionaire and Philanthropist “Talk about the right book for the right time! What I liked most about THRIVE are the case studies of real companies and real people who weathered the storms and emerged more successful than before. THRIVE is both practical and inspirational. I’ve ordered copies for my entire team.” —Bill Cates, CSP, CPAE, Founder, The Cates Academy for Relationship Marketing, Author of Radical Relevance “In THRIVE, Meridith weaves in 250 years of business history to show how resilient businesses and people find opportunities in every situation. This is a must-read to gain ideas and perspective in a sea of change.” —Mary C. Kelly, PhD, CEO, Productive Leaders, Author of The Five Minute Leadership Guide “You do not merely read this book; you read, you think, you develop next steps. Meridith does a masterful job of detailing companies doing it right and then goes further by adding her insights to create a playbook of what you need to do. Perfect book for the time we’re in right now!” —Mark Hunter, CSP, “The Sales Hunter”, Author of A Mind For Sales “The only certainty in business is there will be times of great uncertainty. It’s how you react when your world—or the world—doesn’t go as planned that determines your future. Meridith studies how companies have thrived in their uncertain times to become global market leaders and shares the proven success strategies that you can implement in your business to do the same. If there was ever a time where our world needed this book, it’s now. Read it. Study it. And thrive!” —Sam Richter, CSP, CPAE, Hall of Fame Speaker, Bestselling Author, and Technology Entrepreneur

Author : W. Edwards Deming
Publisher : MIT Press
Page : 450 pages
File Size : 47,6 Mb
Release : 2018-10-16
Category : Business & Economics
ISBN : 9780262350037

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Out of the Crisis, reissue by W. Edwards Deming Pdf

Essential reading for managers and leaders based on Deming’s famous 14 Points for Management This is the classic and deeply influential work on business management, leadership, problem solving, and quality control, reissued for readers today Translated into 12 languages and continuously in print since its original publication in 1982, this highly influential framework presents the foundations for a completely transformational way to lead and manage people, processes, and resources. According to Deming, American company management’s failure to plan for the future brings about loss of market, which brings about loss of jobs. Management must be judged not only by the quarterly dividend, but by innovative plans to: • stay in business • protect investment • ensure future dividends • provide more jobs through improved product and service In simple, direct language, Deming explains the principles of management transformation and how to apply them. This edition includes a foreword by Deming’s grandson, Kevin Edwards Cahill, and Kelly Allan, business consultant and Deming expert. “Long-term commitment to new learning and new philosophy is required of any management that seeks transformation. The timid and the fainthearted, and the people that expect quick results, are doomed to disappointment.” —W. Edwards Deming, Out of the Crisis

Author : Evan Hughes
Publisher : Doubleday
Page : 227 pages
File Size : 41,9 Mb
Release : 2022-01-18
Category : True Crime
ISBN : 9780385544917

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The Hard Sell by Evan Hughes Pdf

The inside story of a band of entrepreneurial upstarts who made millions selling painkillers—until their scheme unraveled, putting them at the center of a landmark criminal trial. • SOON TO BE THE MAJOR MOTION PICTURE PAIN HUSTLERS STARRING EMILY BLUNT AND CHRIS EVANS "Unfolds with the velocity and verve of a Scorsese film…A tour de force."—Patrick Radden Keefe, New York Times bestselling author of Empire of Pain and Say Nothing John Kapoor had already amassed a small fortune in pharmaceuticals when he founded Insys Therapeutics. It was the early 2000s, a boom time for painkillers, and he developed a novel formulation of fentanyl, the most potent opioid on the market. Kapoor, a brilliant immigrant scientist with relentless business instincts, was eager to make the most of his innovation. He gathered around him an ambitious group of young lieutenants. His head of sales—an unstable and unmanageable leader, but a genius of persuasion—built a team willing to pull every lever to close a sale, going so far as to recruit an exotic dancer ready to scrape her way up. They zeroed in on the eccentric and suspect doctors receptive to their methods. Employees at headquarters did their part by deceiving insurance companies. The drug was a niche product, approved only for cancer patients in dire condition, but the company’s leadership pushed it more widely, and together they turned Insys into a Wall Street sensation. But several insiders reached their breaking point and blew the whistle. They sparked a sprawling investigation that would lead to a dramatic courtroom battle, breaking new ground in the government’s fight to hold the drug industry accountable in the spread of addictive opioids. In The Hard Sell, National Magazine Award–finalist Evan Hughes lays bare the pharma playbook. He draws on unprecedented access to insiders of the Insys saga, from top executives to foot soldiers, from the patients and staff of far-flung clinics to the Boston investigators who treated the case as a drug-trafficking conspiracy, flipping cooperators and closing in on the key players. With colorful characters and true suspense, The Hard Sell offers a bracing look not just at Insys, but at how opioids are sold at the point they first enter the national bloodstream—in the doctor’s office.

Author : Eilís Ferran,Niamh Moloney,Jennifer G. Hill,John C. Coffee, Jr
Publisher : Cambridge University Press
Page : 128 pages
File Size : 47,5 Mb
Release : 2012-11-15
Category : Law
ISBN : 9781139851787

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The Regulatory Aftermath of the Global Financial Crisis by Eilís Ferran,Niamh Moloney,Jennifer G. Hill,John C. Coffee, Jr Pdf

The EU and the US responded to the global financial crisis by changing the rules for the functioning of financial services and markets and by establishing new oversight bodies. With the US Dodd–Frank Act and numerous EU regulations and directives now in place, this book provides a timely and thoughtful explanation of the key elements of the new regimes in both regions, of the political processes which shaped their content and of their practical impact. Insights from areas such as economics, political science and financial history elucidate the significance of the reforms. Australia's resilience during the financial crisis, which contrasted sharply with the severe problems that were experienced in the EU and the US, is also examined. The comparison between the performances of these major economies in a period of such extreme stress tells us much about the complex regulatory and economic ecosystems of which financial markets are a part.

Author : Samuel Ekundayo
Publisher : Unknown
Page : 130 pages
File Size : 55,5 Mb
Release : 2020-12-05
Category : Self-Help
ISBN : 9789869681

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PURPOSE IN CRISIS by Samuel Ekundayo Pdf

Author : Anonim
Publisher : Harvard Business Press
Page : 137 pages
File Size : 49,8 Mb
Release : 2004-08-04
Category : Business & Economics
ISBN : 9781422160787

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Crisis Management by Anonim Pdf

In today's volatile work environment, avoiding disaster is more important than ever. Crisis Management helps managers identify, manage, and prevent potential crises. Full of tips and tools on how to prepare an emergency list and how to utilize precrisis resources, this book shows managers how to shepherd their teams from crisis to success. The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Drawing on rich content from Harvard Business School Publishing and other sources, these concise guides are carefully crafted to provide a highly practical resource for readers with all levels of experience and are especially valuable for the new manager. To assure quality and accuracy, a specialized content adviser from a world-class business school closely reviews each volume. Whether you are a new manager seeking to expand your skills or a seasoned professional looking to broaden your knowledge base, these solution-oriented books put reliable answers at your fingertips.

Author : D'Arcy Jenish
Publisher : Anchor Canada
Page : 385 pages
File Size : 40,6 Mb
Release : 2020-10-06
Category : History
ISBN : 9780385663274

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The Making of the October Crisis by D'Arcy Jenish Pdf

A definitive, mind-changing history of the October Crisis and the events leading up to it. The first bombs exploded in Montreal in the spring of 1963, and over the next seven years there were hundreds more bombings, many bank robberies, six murders and, in October 1970, the kidnappings of a British diplomat and a Quebec cabinet minister. The perpetrators were members of the Front de libération du Québec, dedicated to establishing a sovereign and socialist Quebec. Half a century on, we should have reached some clear understanding of what led to the October Crisis. Instead, too much attention has been paid to the Crisis and not enough to the years preceding it. Most of those who have written about the FLQ have been ardent nationalists, committed sovereigntists or former terrorists. They tell us that the authorities should have negotiated with the kidnappers and contend that Jean Drapeau's administration and the governments of Robert Bourassa and Pierre Trudeau created the October Crisis by invoking the War Measures Act. Using new research and interviews, D'Arcy Jenish tells for the first time the complete story—starting from the spring of 1963. This gripping narrative by a veteran journalist and master storyteller will change forever the way we view this dark chapter in Canadian history.

Author : Alan Jay Zaremba
Publisher : Routledge
Page : 256 pages
File Size : 41,8 Mb
Release : 2014-12-18
Category : Business & Economics
ISBN : 9781317473633

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Crisis Communication by Alan Jay Zaremba Pdf

Crises happen. When they do, organizations must learn to effectively communicate with their internal and external stakeholders, as well as the public, in order to salvage their reputation and achieve long-term positive effects. Ineffective communication during times of crisis can indelibly stain an organization’s reputation in the eyes of both the public and the members of the organization. The subject of crisis communication has evolved from a public relations paradigm of reactive image control to an examination of both internal and external communication, which requires proactive as well as reactive planning. There are many challenges in this text, for crisis communication involves more than case analysis; students must examine theories and then apply these principles. This text prepares students by: Providing a theoretical framework for understanding crisis communication Examining the recommendations of academics and practitioners Reviewing cases that required efficient communication during crises Describing the steps and stages for crisis communication planning Crisis Communication is a highly readable blend of theory and practice that provides students with a solid foundation for effective crisis communication.

Author : K. Bradley Penuel,Matt Statler,Ryan Hagen
Publisher : SAGE Publications
Page : 1177 pages
File Size : 43,6 Mb
Release : 2013-02-14
Category : Business & Economics
ISBN : 9781452275963

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Encyclopedia of Crisis Management by K. Bradley Penuel,Matt Statler,Ryan Hagen Pdf

Although now a growing and respectable research field, crisis management—as a formal area of study—is relatively young, having emerged since the 1980s following a succession of such calamities as the Bhopal gas leak, Chernobyl nuclear accident, Space Shuttle Challenger loss, and Exxon Valdez oil spill. Analysis of organizational failures that caused such events helped drive the emerging field of crisis management. Simultaneously, the world has experienced a number of devastating natural disasters: Hurricane Katrina, the Japanese earthquake and tsunami, etc. From such crises, both human-induced and natural, we have learned our modern, tightly interconnected and interdependent society is simply more vulnerable to disruption than in the past. This interconnectedness is made possible in part by crisis management and increases our reliance upon it. As such, crisis management is as beneficial and crucial today as information technology has become over the last few decades. Crisis is varied and unavoidable. While the examples highlighted above were extreme, we see crisis every day within organizations, governments, businesses and the economy. A true crisis differs from a "routine" emergency, such as a water pipe bursting in the kitchen. Per one definition, "it is associated with urgent, high-stakes challenges in which the outcomes can vary widely (and are very negative at one end of the spectrum) and will depend on the actions taken by those involved." Successfully engaging, dealing with, and working through a crisis requires an understanding of options and tools for individual and joint decision making. Our Encyclopedia of Crisis Management comprehensively overviews concepts and techniques for effectively assessing, analyzing, managing, and resolving crises, whether they be organizational, business, community, or political. From general theories and concepts exploring the meaning and causes of crisis to practical strategies and techniques relevant to crises of specific types, crisis management is thoroughly explored. Features & Benefits: A collection of 385 signed entries are organized in A-to-Z fashion in 2 volumes available in both print and electronic formats. Entries conclude with Cross-References and Further Readings to guide students to in-depth resources. Selected entries feature boxed case studies, providing students with "lessons learned" in how various crises were successfully or unsuccessfully managed and why. Although organized A-to-Z, a thematic "Reader's Guide" in the front matter groups related entries by broad areas (e.g., Agencies & Organizations, Theories & Techniques, Economic Crises, etc.). Also in the front matter, a Chronology provides students with historical perspective on the development of crisis management as a discrete field of study. The work concludes with a comprehensive Index, which—in the electronic version—combines with the Reader's Guide and Cross-References to provide thorough search-and-browse capabilities. A template for an "All-Hazards Preparedness Plan" is provided the backmatter; the electronic version of this allows students to explore customized response plans for crises of various sorts. Appendices also include a Resource Guide to classic books, journals, and internet resources in the field, a Glossary, and a vetted list of crisis management-related degree programs, crisis management conferences, etc.

Author : Ian Bremmer
Publisher : Simon & Schuster
Page : 272 pages
File Size : 44,5 Mb
Release : 2022-05-17
Category : Political Science
ISBN : 1982167505

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The Power of Crisis by Ian Bremmer Pdf

Renowned political scientist Ian Bremmer draws lessons from global challenges of the past 100 years—including the pandemic—to show how we can respond to three great crises unfolding over the next decade. In this revelatory, unnerving, and ultimately hopeful book, Bremmer details how domestic and international conflicts leave us unprepared for a trio of looming crises—global health emergencies, transformative climate change, and the AI revolution. Today, Americans cannot reach consensus on any significant political issue, and US and Chinese leaders behave as if they’re locked in a new Cold War. We are squandering opportunities to meet the challenges that will soon confront us all. In coming years, humanity will face viruses deadlier and more infectious than Covid. Intensifying climate change will put tens of millions of refugees in flight and require us to reimagine how we live our daily lives. Most dangerous of all, new technologies will reshape the geopolitical order, disrupting our livelihoods and destabilizing our societies faster than we can grasp and address their implications. The good news? Some farsighted political leaders, business decision-makers, and individual citizens are already collaborating to tackle all these crises. The question that should keep us awake is whether they will work well and quickly enough to limit the fallout—and, most importantly, whether we can use these crises to innovate our way toward a better world. Drawing on strategies both time-honored and cutting-edge, from the Marshall Plan to the Green New Deal, The Power of Crisis provides a roadmap for surviving—even thriving in—the 21st century. Bremmer shows governments, corporations, and every concerned citizen how we can use these coming crises to create the worldwide prosperity and opportunity that 20th-century globalism promised but failed to deliver.