Selling Strategically

Author : Terry Barge
Publisher : Dagmar Miura
Page : 99 pages
File Size : 45,8 Mb
Release : 2016-01-10
Category : Business & Economics
ISBN : 9781942267140

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Selling Strategically by Terry Barge Pdf

In this post-recessionary era, sales professionals in every business-to-business sector must “up their game” significantly in order to create sustainable success for organisations and individuals alike. Selling Strategically: A 21st-Century Playbook provides a proven and practical journey through the pivotal sales “upgrades” necessary to achieve and sustain revenue growth and profitability in a demanding and highly competitive 21st-century business environment. This book provides both the “Why?” and the “How?” of “selling strategically” and tracks why this business-to-business sales methodology plays a key role in delivering sales success for forward-thinking organisations. It introduces the role of the Sales Strategist and delves deeply into the four key attributes that define that role. And to ensure that the book’s key sales principles can be applied immediately, there is a unique, step-by-step Playbook that provides the essential “how to” steps.

Author : Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja
Publisher : Kogan Page Publishers
Page : 324 pages
File Size : 49,8 Mb
Release : 2004
Category : Business & Economics
ISBN : 0749441305

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The New Strategic Selling by Robert B. Miller,Stephen E. Heiman,Diane Sanchez,Tad Tuleja Pdf

By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.

Author : Kulkarni
Publisher : Excel Books India
Page : 232 pages
File Size : 45,5 Mb
Release : 2009
Category : Electronic
ISBN : 8174466932

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Negotiations & Selling by Kulkarni Pdf

Author : Kenneth Le Meunier-FitzHugh,Tony Douglas
Publisher : Oxford University Press
Page : 216 pages
File Size : 49,5 Mb
Release : 2016
Category : Business & Economics
ISBN : 9780198706632

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Achieving a Strategic Sales Focus by Kenneth Le Meunier-FitzHugh,Tony Douglas Pdf

This publication considers how sales organisations are responding to increasing competition, more demanding customers and more complex selling environment, and offers discussions of some of the possible solutions to these challenges.

Author : Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Page : 324 pages
File Size : 50,6 Mb
Release : 1985
Category : Selling
ISBN : 0446386278

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Strategic Selling by Robert Bruce Miller,Stephen E. Heiman,Tad Tuleja Pdf

Author : Dawn Deeter-Schmelz,Gary Hunter,Terry Loe,Ryan Mullins,Gregory Rich,Lisa Beeler,Wyatt Schrock
Publisher : SAGE Publications
Page : 328 pages
File Size : 40,8 Mb
Release : 2023-01-15
Category : Business & Economics
ISBN : 9781948426558

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Professional Selling by Dawn Deeter-Schmelz,Gary Hunter,Terry Loe,Ryan Mullins,Gregory Rich,Lisa Beeler,Wyatt Schrock Pdf

Formerly published by Chicago Business Press, now published by Sage Professional Selling, 2e covers key sales concepts and strategies through the approach of highlighting detailed aspects of each step in the sales process, from lead generation to closing. Coauthored by faculty from some of most successful sales programs in higher education, this insightful text also offers unique chapters on digital sales, customer business development strategies, and role-play.

Author : Jim Holden,Ryan Kubacki
Publisher : John Wiley & Sons
Page : 262 pages
File Size : 40,8 Mb
Release : 2012-04-18
Category : Business & Economics
ISBN : 9781118240946

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The New Power Base Selling by Jim Holden,Ryan Kubacki Pdf

An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.

Author : Anna Meyendorff,Anjan V. Thakor
Publisher : MIT Press
Page : 340 pages
File Size : 54,7 Mb
Release : 2002
Category : Business & Economics
ISBN : 0262133911

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Designing Financial Systems in Transition Economies by Anna Meyendorff,Anjan V. Thakor Pdf

This collection examines the design of financial systems for central and eastern European countries engaged in the transition to market-based economies. It highlights the need for better approaches to measuring performance and providing incentives in banking and for financial mechanisms to encourage private-sector growth. Written by leading European and North American scholars, the essays apply modern finance theory and empirical data to the development of new financial sectors.

Author : Anonim
Publisher : Bookboon
Page : 56 pages
File Size : 44,7 Mb
Release : 2024-07-03
Category : Electronic
ISBN : 9788776817107

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Thinking Strategically by Anonim Pdf

Author : Frank V. Cespedes
Publisher : Harvard Business Press
Page : 330 pages
File Size : 50,9 Mb
Release : 2014
Category : Business & Economics
ISBN : 9781422196052

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Aligning Strategy and Sales by Frank V. Cespedes Pdf

"Most firms face a wide gap between their strategic goals and their sales and other go-to-market efforts. Aligning these activities is - or should be - an important component of competitive advantage for entrepreneurs and established companies. Yet for most, it isn't ... This book is about aligning strategy and go-to-market efforts. It starts by explaining why many sales problems in companies are really strategic alignment issues. It helps managers understand and diagnose both the overt and hidden costs of not aligning strategic goals with sales initiatives, and why getting better at selling typically requires more than a motivational speech, sales force reorganization, new incentives, or a good training seminar. It outlines a process for articulating strategy in ways that people in the field can understand and in ways that help strategy formulators understand the required sales tasks inherent in strategic plans for the enterprise. Given a coherent strategy, the book provides a framework for analyzing and managing the core levers available to firms when they seek to align selling behaviors with sales tasks, and examines each lever. Readers will learn how to synchronize strategy and sales activities across the organization, and get value from improving their firm's performance in the following areas: - How to move from a strategic vision to an integrated selling plan- How to build a sales organization to match strategy- How to create and maintain the optimal infrastructure and processes"--Publisher's description.

Author : Jim Pancero
Publisher : John Wiley & Sons
Page : 322 pages
File Size : 47,5 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 : Neil Rackham
Publisher : McGraw Hill Professional
Page : 236 pages
File Size : 48,5 Mb
Release : 1989-01-22
Category : Business & Economics
ISBN : 9780071708401

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Major Account Sales Strategy (PB) by Neil Rackham Pdf

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

Author : Steve Gielda,Kevin Jones
Publisher : Association for Talent Development
Page : 185 pages
File Size : 52,5 Mb
Release : 2012-09-25
Category : Business & Economics
ISBN : 9781607287414

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Premeditated Selling by Steve Gielda,Kevin Jones Pdf

Winning a sale doesn’t happen by accident. Selling requires thoughtful preparation and flawless execution. Because no two sales opportunities are exactly the same, a seller must develop a sales strategy for each opportunity that’s as unique as the opportunity itself. Premeditated Selling: Developing the Right Strategy for Every Opportunity provides a scalable five-step process and tools for managing complex sales. The authors also explore strategic elements that exist in every major sales opportunity and use case studies to show best (and worst) practices in action. The end result is a book that gives readers a solid foundation for developing effective opportunity strategies.

Author : Christian Koziol
Publisher : Springer Science & Business Media
Page : 216 pages
File Size : 47,8 Mb
Release : 2012-12-06
Category : Business & Economics
ISBN : 9783322820167

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Valuation of Convertible Bonds when Investors Act Strategically by Christian Koziol Pdf

Christian Koziol shows that various conversion strategies for convertible bonds can be optimal which result in different values for stocks and convertible bonds. A comparative static analysis examines the differences between the properties of the optimal conversion strategies and between the asset values for three conversion variants.

Author : Jeremy Kourdi
Publisher : A&C Black
Page : 185 pages
File Size : 51,5 Mb
Release : 2011-04-04
Category : Business & Economics
ISBN : 9781408155165

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Surviving a Downturn by Jeremy Kourdi Pdf

All businesses go through difficult times but how they react can make the difference between survival and going to the wall.. Realistic but inspiring and packed with ideas that really work, this book helps small business owners face and tackle the challenges of a downturn.