Selling Science

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The Science of Selling

David Hoffeld
The Science of Selling Book PDF

Author : David Hoffeld
Publisher : Penguin
Page : 288 pages
File Size : 43,6 Mb
Release : 2016-11-15
Category : Business & Economics
ISBN : 9781101993187

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The Science of Selling by David Hoffeld Pdf

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot

Selling Science

Steven Judge,Richard Lucas
Selling Science Book PDF

Author : Steven Judge,Richard Lucas
Publisher : World Scientific Publishing Europe Limited
Page : 116 pages
File Size : 44,5 Mb
Release : 2018-08-31
Category : Business & Economics
ISBN : 1786347806

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Selling Science by Steven Judge,Richard Lucas Pdf

Applying for grants, bidding for project funding or helping to sell products are part of the day to day life of a research scientist. Drawing on experience at leading research institutes and companies, the authors of this book turned to best practice in marketing to make 'selling science' interesting and rewarding for scientists.The central thesis of the book is that effective marketing means planning for the impact of research, and this is a skill that every scientist can easily acquire. It sets out a structured approach, supported by tools, checklists and hints from experience so that delivering impact from research becomes 'just the way things are done around here'. Starting with gathering background information (in much the same way as preparing the introduction to a scientific paper), the book describes methods to analyse the data and to implement a communication plan.The book is a valuable resource for research scientists from any discipline, and for team leaders wanting to involve members of their team in developing their organization's strategy.

Sell More with Science

David Hoffeld
Sell More with Science Book PDF

Author : David Hoffeld
Publisher : Penguin
Page : 256 pages
File Size : 54,8 Mb
Release : 2022-03-22
Category : Business & Economics
ISBN : 9780525538745

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Sell More with Science by David Hoffeld Pdf

The groundbreaking system scientifically proven to increase your performance and launch you to unprecedented levels of success. Today, in sales, business, and life, you need every advantage you can get. In Sell More with Science, David Hoffeld, the world’s leading expert on applying science to selling, shares his revolutionary three-part system to experience surefire success at home, at work, and out in the world. Here, Hoffeld utilizes research studies from social psychology, neuroscience, and behavioral economics to reveal actionable insights you can use to grow your sales, achieve more, and stay ahead of the competition. You’ll discover: • two evidence-based mindsets that will help you earn more sales • seven strategies that will boost your chances of reaching any goal • powerful principles that will enhance your ability to guide potential clients into positive buying decisions • ways to win day-to-day interactions—in business and beyond • how to reframe any idea or situation • what it means to sell with integrity • a science-backed formula you can follow to create positive career change • and much more Filled with practical insights and exercises, Sell More with Science is a game-changing guide for anyone who wants to take their influence, sales, or career to new heights.

Selling IT

Sandip Mukhopadhyay,Srinivas Pingali,Amitabh Satyam
Selling IT Book PDF

Author : Sandip Mukhopadhyay,Srinivas Pingali,Amitabh Satyam
Publisher : Taylor & Francis
Page : 231 pages
File Size : 53,7 Mb
Release : 2021-09-26
Category : Business & Economics
ISBN : 9781000452587

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Selling IT by Sandip Mukhopadhyay,Srinivas Pingali,Amitabh Satyam Pdf

Information technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy and develop and execute business models. Amounting to over 3.7 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques, and methods involved in IT sales and marketing. In Selling IT, the book: Integrates a large IT provider’s selling process with the enterprise user’s IT buying process to highlight the nuances of selling, marketing, and developing IT solutions that create value for customers Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, technology sales, and digital transformation.

Selling Science

Stephen E. Mawdsley
Selling Science Book PDF

Author : Stephen E. Mawdsley
Publisher : Rutgers University Press
Page : 233 pages
File Size : 53,5 Mb
Release : 2016-08
Category : Medical
ISBN : 9780813574417

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Selling Science by Stephen E. Mawdsley Pdf

Today, when many parents seem reluctant to have their children vaccinated, even with long proven medications, the Salk vaccine trial, which enrolled millions of healthy children to test an unproven medical intervention, seems nothing short of astonishing. In Selling Science, medical historian Stephen E. Mawdsley recounts the untold story of the first large clinical trial to control polio using healthy children—55,000 healthy children—revealing how this long-forgotten incident cleared the path for Salk’s later trial. Mawdsley describes how, in the early 1950s, Dr. William Hammon and the National Foundation for Infantile Paralysis launched a pioneering medical experiment on a previously untried scale. Conducted on over 55,000 healthy children in Texas, Utah, Iowa, and Nebraska, this landmark study assessed the safety and effectiveness of a blood component, gamma globulin, to prevent paralytic polio. The value of the proposed experiment was questioned by many prominent health professionals as it harbored potential health risks, but as Mawdsley points out, compromise and coercion moved it forward. And though the trial returned dubious results, it was presented to the public as a triumph and used to justify a federally sanctioned mass immunization study on thousands of families between 1953 and 1954. Indeed, the concept, conduct, and outcome of the GG study were sold to health professionals, medical researchers, and the public at each stage. At a time when most Americans trusted scientists, their mutual encounter under the auspices of conquering disease was shaped by politics, marketing, and at times, deception. Drawing on oral history interviews, medical journals, newspapers, meeting minutes, and private institutional records, Selling Science sheds light on the ethics of scientific conduct, and on the power of marketing to shape public opinion about medical experimentation.

Selling Science in the Age of Newton

Dr Jeffrey R Wigelsworth
Selling Science in the Age of Newton Book PDF

Author : Dr Jeffrey R Wigelsworth
Publisher : Ashgate Publishing, Ltd.
Page : 232 pages
File Size : 43,9 Mb
Release : 2013-07-28
Category : Science
ISBN : 9781409481959

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Selling Science in the Age of Newton by Dr Jeffrey R Wigelsworth Pdf

Selling Science in the Age of Newton explores an often ignored avenue in the popularization of science. It is an investigation of how advertisements in London newspapers (from approximately 1687 to 1727) enticed consumers to purchase products relating to science: books, lecture series, and instruments. London's readers were among the first in Europe to be exposed to regular newspapers and the advertisements contained in them. This occurred just as science began to captivate the nation's imagination due, in part, to Isaac Newton's rising popularity following the publication of his Principia (1687). This unique moment allows us to see how advertising helped shape the initial public reception of science. This book fills a substantial gap in our understanding of science and the culture in which it developed by examining the medium of advertising and its function in the discourse of both early-modern science and commerce. It answers questions such as: what happens to science once it is a commodity; how are consumers tempted to purchase science amidst a sea of other commodities; how is the reading public encouraged to give social acceptance to facts of nature; and how did marketing campaigns craft newspapers readers into a source of validation for the items of science advertised? In an age where the production of scientific knowledge increasingly relied upon sales to many rather than the endorsement of a single wealthy patron, marketing was the key to success.

Selling Science in the Age of Newton

Jeffrey R. Wigelsworth
Selling Science in the Age of Newton Book PDF

Author : Jeffrey R. Wigelsworth
Publisher : Routledge
Page : 218 pages
File Size : 54,6 Mb
Release : 2016-04-01
Category : Science
ISBN : 9781317057345

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Selling Science in the Age of Newton by Jeffrey R. Wigelsworth Pdf

Selling Science in the Age of Newton explores an often ignored avenue in the popularization of science. It is an investigation of how advertisements in London newspapers (from approximately 1687 to 1727) enticed consumers to purchase products relating to science: books, lecture series, and instruments. London's readers were among the first in Europe to be exposed to regular newspapers and the advertisements contained in them. This occurred just as science began to captivate the nation's imagination due, in part, to Isaac Newton's rising popularity following the publication of his Principia (1687). This unique moment allows us to see how advertising helped shape the initial public reception of science. This book fills a substantial gap in our understanding of science and the culture in which it developed by examining the medium of advertising and its function in the discourse of both early-modern science and commerce. It answers questions such as: what happens to science once it is a commodity; how are consumers tempted to purchase science amidst a sea of other commodities; how is the reading public encouraged to give social acceptance to facts of nature; and how did marketing campaigns craft newspapers readers into a source of validation for the items of science advertised? In an age where the production of scientific knowledge increasingly relied upon sales to many rather than the endorsement of a single wealthy patron, marketing was the key to success.

Selling Science Fiction Cinema

J. P. Telotte
Selling Science Fiction Cinema Book PDF

Author : J. P. Telotte
Publisher : University of Texas Press
Page : 217 pages
File Size : 43,7 Mb
Release : 2023-07-18
Category : Performing Arts
ISBN : 9781477327340

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Selling Science Fiction Cinema by J. P. Telotte Pdf

How science fiction films in the 1950s were marketed and helped create the broader genre itself. For Hollywood, the golden age of science fiction was also an age of anxiety. Amid rising competition, fluid audience habits, and increasing government regulation, studios of the 1950s struggled to make and sell the kinds of films that once were surefire winners. These conditions, the leading media scholar J. P. Telotte argues, catalyzed the incredible rise of science fiction. Though science fiction films had existed since the earliest days of cinema, the SF genre as a whole continued to resist easy definition through the 1950s. In grappling with this developing genre, the industry began to consider new marketing approaches that viewed films as fluid texts and audiences as ever-changing. Drawing on trade reports, film reviews, pressbooks, trailers, and other archival materials, Selling Science Fiction Cinema reconstructs studio efforts to market a promising new genre and, in the process, shows how salesmanship influenced what that genre would become. Telotte uses such films as The Thing from Another World, Forbidden Planet, and The Blob, as well as the influx of Japanese monster movies, to explore the shifting ways in which the industry reframed the SF genre to market to no-longer static audience expectations. Science fiction transformed the way Hollywood does business, just as Hollywood transformed the meaning of science fiction.

Selling Science

Judge Steven,Lucas Richard
Selling Science Book PDF

Author : Judge Steven,Lucas Richard
Publisher : World Scientific
Page : 116 pages
File Size : 47,9 Mb
Release : 2018-08-30
Category : Business & Economics
ISBN : 9781786345745

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Selling Science by Judge Steven,Lucas Richard Pdf

Applying for grants, bidding for project funding or helping to sell products are part of the day to day life of a research scientist. Drawing on experience at leading research institutes and companies, the authors of this book turned to best practice in marketing to make 'selling science' interesting and rewarding for scientists. The central thesis of the book is that effective marketing means planning for the impact of research, and this is a skill that every scientist can easily acquire. It sets out a structured approach, supported by tools, checklists and hints from experience so that delivering impact from research becomes 'just the way things are done around here'. Starting with gathering background information (in much the same way as preparing the introduction to a scientific paper), the book describes methods to analyse the data and to implement a communication plan. The book is a valuable resource for research scientists from any discipline, and for team leaders wanting to involve members of their team in developing their organization's strategy.

SELL YOUR RESEARCH

Alexia Youknovsky,James Bowers
SELL YOUR RESEARCH Book PDF

Author : Alexia Youknovsky,James Bowers
Publisher : Springer Nature
Page : 157 pages
File Size : 40,7 Mb
Release : 2020-04-06
Category : Science
ISBN : 9783030341817

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SELL YOUR RESEARCH by Alexia Youknovsky,James Bowers Pdf

Public speaking is an essential component in the life of a scientist, whatever your level of career. In this book, the authors describe a tried-and-tested technique for preparing a presentation: the SELL Method. Following these three simple steps - Skeleton, Envelope, Life & Logistics - will help you make the most out of any talk. Whether it be a 3-minute pitch or an hour-long plenary session, you will find pages of advice, theory and practical exercises enabling you to SELL YOUR RESEARCH with impact. For scientists these days, the work is not done until it is communicated. And now that problem is solved. Solidly researched and immaculately written, Sell Your Research is a goldmine of useful advice. Whether you are brimming with confidence or just setting out, this gem of a guidebook will improve every presentation and nurture every budding science communicator. Dr. Stephen Webster, Director of Science Communication Unit, Imperial College London Public speaking is one of the most intimidating but crucial tasks in a scientist’s career. This book provides a welcoming, clear, step-by-step guide to improving your presentations at every level. Reading it and following its advice will make your science talks less frightening and more enjoyable. Dr. Laura Helmuth, Health, Science & Environment Editor, Washington Post

Selling Science in the Age of Newton

Jeffrey R. Wigelsworth
Selling Science in the Age of Newton Book PDF

Author : Jeffrey R. Wigelsworth
Publisher : Ashgate Publishing, Ltd.
Page : 232 pages
File Size : 45,8 Mb
Release : 2010
Category : History
ISBN : 1409400751

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Selling Science in the Age of Newton by Jeffrey R. Wigelsworth Pdf

At the time of Isaac Newton's rising popularity following the publication of his Principia (1687), this examination of how London newspaper advertisements (1687 to 1727) enticed consumers to purchase science related products, helps us understand science and the environment in which it developed. In an age when the production of scientific knowledge increasingly relied upon multiple sales, rather than the endorsement of a single wealthy patron, marketing was the key to success.

The New Science of Selling and Persuasion

William T. Brooks
The New Science of Selling and Persuasion Book PDF

Author : William T. Brooks
Publisher : John Wiley & Sons
Page : 256 pages
File Size : 52,8 Mb
Release : 2004-05-12
Category : Business & Economics
ISBN : 9780471656562

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The New Science of Selling and Persuasion by William T. Brooks Pdf

One of the world's most sought-after sales training and consulting experts reveals the strategies smart companies use to sell anything to anyone This book takes a new and relevant approach to sales from the perspective of both organizational and individual performance. Based on the author's broad-based personal experience working with over 2,000 sales organizations, it combines organizational guidelines, sales management strategies, how-to sales tips, and career guidance for sales executives, sales managers, and salespeople alike. Incorporating proprietary research, case studies, real-world examples, and practical information, this book will revolutionize the very way sales organizations sell. William (Bill) Brooks (Greensboro, NC) is the founder and CEO of The Brooks Group, an internationally recognized consulting firm whose clients have included General Motors, Chase Manhattan, Sara Lee, and Microsoft among thousands of others. He delivers more than 150 keynote speeches annually to sales organizations.

Selling Science

Dorothy Nelkin
Selling Science Book PDF

Author : Dorothy Nelkin
Publisher : W H Freeman & Company
Page : 217 pages
File Size : 45,5 Mb
Release : 1995
Category : Communication in science.
ISBN : 0716725959

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Selling Science by Dorothy Nelkin Pdf

This text discusses how the media cover science and technology. This revised edition replaces cases with current ones. It features a revised analysis to reflect recent changes in the way science is reported, with more attention paid to coverage of scientific fraud, the split between highly critical and promotional treatment of science and the increased role of scientists in the media. The book also includes more coverage of television reporting of science.

The SaaS Sales Method

Fernando Pizarro,Winning by Winning by Design,Dominique Levin,Dan Smith,Jacco Van Der Kooij
The SaaS Sales Method Book PDF

Author : Fernando Pizarro,Winning by Winning by Design,Dominique Levin,Dan Smith,Jacco Van Der Kooij
Publisher : Unknown
Page : 112 pages
File Size : 54,7 Mb
Release : 2021-07-29
Category : Electronic
ISBN : 9798507163298

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The SaaS Sales Method by Fernando Pizarro,Winning by Winning by Design,Dominique Levin,Dan Smith,Jacco Van Der Kooij Pdf

In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.

Lean for Sales

Sean Gillespie,Michael V. Testani, Sr.,Sreekanth Ramakrishnan
Lean for Sales Book PDF

Author : Sean Gillespie,Michael V. Testani, Sr.,Sreekanth Ramakrishnan
Publisher : CRC Press
Page : 178 pages
File Size : 47,6 Mb
Release : 2016-02-24
Category : Business & Economics
ISBN : 9781482253153

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Lean for Sales by Sean Gillespie,Michael V. Testani, Sr.,Sreekanth Ramakrishnan Pdf

This groundbreaking book describes the Lean journey as it extends to a business area that is mission critical, yet has been virtually untouched by the Lean transformation. Lean for Sales: Bringing the Science of Lean to the Art of Selling provides sales professionals, and their management teams, with a structured, fact-based approach to boosting sales close rates and delivering improved business value to customers. The time-tested Lean selling techniques described in this book have been proven to deliver profound results. In fact, it is not uncommon for sales close rates to see a threefold increase over current rates as a result of using the techniques described in this book. After reading the book, you will understand how to integrate the science of Lean with the art of sales to: Create winning sales proposals Use Lean selling storyboards to confirm what is truly valuable to your client and their business Improve sales team collaboration Define and qualify a client’s unique business problems and goals Manage sales process performance using a multi-dimensional measurement system that looks beyond sales revenue to include client value and process effectiveness This book outlines an innovative and proven approach to creating a common language with your customers that is based on waste elimination, root cause analysis, and time to value. Making the management of the sales cycle fact-based, rather than leaving it to intuition, this Lean selling manual presents tools that will enable sales professionals, and their managers, to collect sales opportunity data early and discard those leads that will ultimately waste valuable time and resources.