The Innovative Sale

Author : Mark Donnolo
Publisher : AMACOM
Page : 304 pages
File Size : 47,5 Mb
Release : 2014-02-20
Category : Business & Economics
ISBN : 9780814433485

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The Innovative Sale by Mark Donnolo Pdf

A left-brained salesperson uses logic and process to analyze their way to success. A right-brained salesperson flies by the seat of their parents to stumble upon exciting, innovative ways to bring in new business. Which is the better way to find success? Yes!When the left-brained learns how to integrate the right-brain aptitude for creativity, and the right-brained discovers how to draw on the left-brain affinity for operating analytically, a hybrid sales genius results who has learned how to address all their customers’ needs and can land more sales than they ever imagined possible. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to:• Define the sales challenge• Question assumptions and look for ways to reframe the problem• Mine unrelated situations for fresh solutions• Get comfortable with feeling lost as you explore new directions• Break some rules and learn to “grow with the flow”Drawing on the work of pioneering geniuses in design, architecture, and the arts, the tools and tips of this game-changing book will help any salesperson--left- or right-brained--unleash their own unique powers of intuition and innovation.

Author : Mark Donnolo
Publisher : Unknown
Page : 128 pages
File Size : 45,5 Mb
Release : 2014
Category : Creative ability in business
ISBN : OCLC:915156693

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The Innovative Sale by Mark Donnolo Pdf

Author : Jake Dunlap
Publisher : John Wiley & Sons
Page : 230 pages
File Size : 43,9 Mb
Release : 2024-04-09
Category : Business & Economics
ISBN : 9781394180240

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The Innovative Seller by Jake Dunlap Pdf

Practical and straightforward solutions to everyday sales challenges In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others. The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find: Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance Instructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experience Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results.

Author : Anneke Seley,Brent Holloway
Publisher : John Wiley & Sons
Page : 270 pages
File Size : 46,6 Mb
Release : 2008-12-23
Category : Business & Economics
ISBN : 9780470482803

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Sales 2.0 by Anneke Seley,Brent Holloway Pdf

Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0 is the marriage of Web 2.0 technologies with innovative sales processes. The book shows readers how to redeploy their sales teams for greater bottom-line results and reveals all the differences between Sales 2.0 and traditional selling. Through real world case studies, readers will learn how industry leaders achieved phenomenal results and a competitive advantage. Applicable to sales teams in any industry, Sales 2.0 presents the future of sales today.

Author : Brian Burns,Tom Snyder
Publisher : McGraw Hill Professional
Page : 241 pages
File Size : 55,6 Mb
Release : 2009-12-18
Category : Business & Economics
ISBN : 9780071639682

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Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products by Brian Burns,Tom Snyder Pdf

Your new product has changed the rules of the market. Now, you have to change the rules for selling it . . . Providing a truly innovative product or service is the difference between life and death for companies today. But once you’ve produced it, you have to answer the next big question: How do I sell this unique offering to customers who don’t even know they have a need for it? Brian C. Burns and Tom U. Snyder compared 27 highly successful emerging-growth and start-up corporations with 78 less successful companies in similar fields. The difference, they learned, lies neither with the product nor with marketing but with the sales strategy. In short, the losers relied on conventional sales methods; the winners deployed a unique sales strategy that focused on how organizations make decisions. Selling in a New Market Space helps you develop a sales strategy to approach potential buyers the right way—the first time around—using what the authors call the “Maverick Method.” This game-changing guide explains: What Maverick sellers do differently and why they hold the key to your success Where to find salespeople with the skills for selling to a new market How to create early market segments and marginalize competitors When to transition them away from Maverick selling Don’t be a victim of your own success. What good is the product you put all that money into if you can’t sell it? If you want to get the most out of your innovative offering, you need to create a new class of salesperson. With Selling in a New Market Space, you have the tool for driving your new product to the limits of its potential.

Author : Jake Dunlap
Publisher : John Wiley & Sons
Page : 230 pages
File Size : 51,6 Mb
Release : 2024-04-02
Category : Business & Economics
ISBN : 9781394180257

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The Innovative Seller by Jake Dunlap Pdf

Practical and straightforward solutions to everyday sales challenges In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others. The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find: Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance Instructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experience Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results.

Author : Mark Donnolo
Publisher : Association for Talent Development
Page : 201 pages
File Size : 51,7 Mb
Release : 2017-05-23
Category : Business & Economics
ISBN : 9781562867775

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Essential Account Planning by Mark Donnolo Pdf

Sales growth starts with planning Sales accounts are harder than ever to win, let alone keep. Globalization, cloud computing, and crowdsourcing create a marketplace where any account can be lured away by a hungry startup. And the face-time advantage? Forget it. Today's high-quality sale will likely involve six or more decision makers. That's why it's time to get strategic about how sales teams frame their approach. In Essential Account Planning, sales enablement expert Mark Donnolo blends his years of experience with expert interviews and stories to show you how planning can reliably drive revenue. His five-point framework will prepare you to address the arguments you're certain to hear against account planning, such as lack of commitment, ownership, and time. Each sales organization is unique, but most have similar challenges and succeed using common principles. And chances are, sales reps in your company already perform many of these account planning tasks, albeit on the fly or independent of others. This book's ready-to-use tools and templates will help you get everyone on the same page to deliver immediate results. In this book, you'll learn how to: Develop a consistent account plan structure. Create the habits and culture of an ongoing planning process. Navigate the politics that impede information sharing. Many salespeople believe that more selling creates more sales, but the salespeople who invest in account planning become the true sales leaders. Use Essential Account Planning to bring stability to your sales organization and start seeing the rewards of planning today!

Author : Mike Weinberg
Publisher : AMACOM
Page : 241 pages
File Size : 51,9 Mb
Release : 2012-09-04
Category : Business & Economics
ISBN : 9780814431788

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New Sales. Simplified. by Mike Weinberg Pdf

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results. In New Sales. Simplified., you will learn how to: Identify a strategic list of genuine prospects Draft a compelling, customer focused “sales story” Perfect the proactive telephone call to get face to face with more prospects Use email, voicemail, and social media to your advantage Prepare for and structure a winning sales call Make time in your calendar for business development activities New Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them. Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.

Author : Mark W. Johnston,Greg W. Marshall
Publisher : Routledge
Page : 905 pages
File Size : 44,6 Mb
Release : 2016-04-14
Category : Business & Economics
ISBN : 9781317359982

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Sales Force Management by Mark W. Johnston,Greg W. Marshall Pdf

In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

Author : Matthew Dixon,Brent Adamson
Publisher : Penguin
Page : 240 pages
File Size : 49,8 Mb
Release : 2011-11-10
Category : Business & Economics
ISBN : 9781101545898

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The Challenger Sale by Matthew Dixon,Brent Adamson Pdf

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Author : Steven Johnson
Publisher : Riverhead Books
Page : 322 pages
File Size : 55,5 Mb
Release : 2015-09-22
Category : Political Science
ISBN : 9781594633935

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How We Got to Now by Steven Johnson Pdf

This book is a celebration of ideas: how they happen and their sometimes unintended results. Johnson shows how simple scientific breakthroughs have driven other discoveries through the network of ideas and innovations that made each finding possible. He traces important inventions through ancient and contemporary history, unlocking tales of unsung heroes and radical revolutions that changed the world and the way we live in it

Author : Daphne Halkias,Michael Neubert,Paul W. Thurman,Chris Adendorff,Sameh Abadir
Publisher : Routledge
Page : 136 pages
File Size : 49,7 Mb
Release : 2020-11-01
Category : Business & Economics
ISBN : 9781000286717

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The Innovative Business School by Daphne Halkias,Michael Neubert,Paul W. Thurman,Chris Adendorff,Sameh Abadir Pdf

The Innovative Business School formulates a blueprint for the innovative business school of the next decade, with proposed areas of innovation which will train executives to transform the coming technological disruptions into an avenue for world economic development and prosperity. Offering a new model of business education, the book maps the way forward for business school innovators in exploring questions related to innovation and strategy needed on the part of academic and industry leaders and educators across demographic divides. The chapters cover an overall international and cross-cultural approach in examining the factors at play for business schools of the future and the challenges they face across a range of megatrends affecting today’s business environment. The authors impress the need for stakeholders to strategically engage others in the business and education ecosystems through commitment to experimentation, innovation, and sustainable business strategy. Identifying such opportunities for development of a new model for business schools is important to educators and policymakers in preparing to leverage and contribute to existing megatrends to create shared value for regional economies and in new directions. The Innovative Business School is written for business schools’ management and decision-makers, related stakeholders, universities, accreditation agencies, and postgraduate students.

Author : Stinnett
Publisher : Tata McGraw-Hill Education
Page : 0 pages
File Size : 44,5 Mb
Release : 2007-07
Category : Electronic
ISBN : 0070659605

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Selling Results by Stinnett Pdf

Selling Results! is packed with practical advice for putting Stinnett's cutting-edge ideas to use, and includes a 16-point implementation checklist for making the Results-Based Selling method work for you. These concepts, strategies, techniques, and tools can be implemented as a complete system, or individually integrated with whatever processes and infrastructure you already have in place.

Author : Rowan Gibson
Publisher : John Wiley & Sons
Page : 304 pages
File Size : 51,9 Mb
Release : 2015-03-02
Category : Business & Economics
ISBN : 9781118740248

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The Four Lenses of Innovation by Rowan Gibson Pdf

Ever wonder where big, breakthrough ideas come from? How do innovators manage to spot the opportunities for industry revolution that everyone else seems to miss? Contrary to popular belief, innovation is not some mystical art that’s forbidden to mere mortals. The Four Lenses of Innovation thoroughly debunks this pervasive myth by delivering what we’ve long been hoping for: the news that innovation is systematic, it’s methodical, and we can all achieve it. By asking how the world’s top innovators—Steve Jobs, Richard Branson, Jeff Bezos, and many others—came up with their game-changing ideas, bestselling author Rowan Gibson identifies four key business perspectives that will enable you to discover groundbreaking opportunities for innovation and growth: Challenging Orthodoxies—What if the dominant conventions in your field, market, or industry are outdated, unnecessary, or just plain wrong? Harnessing Trends—Where are the shifts and discontinuities that will, now and in the future, provide the energy you need for a major leap forward? Leveraging Resources—How can you arrange existing skills and assets into new combinations that add up to more than the sum of their parts? Understanding Needs—What are the unmet needs and frustrations that everyone else is simply ignoring? Other books promise the keys to innovation—this one delivers them. With a unique full-color design, thought-provoking examples, and features like the 8-Step Model for Building a Breakthrough, The Four Lenses of Innovation will teach you how to reverse-engineer creative genius and make radical business innovation an everyday reality inside your organization. “Rowan Gibson has done a superb job of ‘unpacking’ what it takes to innovate.” —Philip Kotler, S. C. Johnson Distinguished Professor of International Marketing at the Kellogg School of Management at Northwestern University “Can you develop an innovative mind? Yes, you can. And this book is the manual.” —John and Doris Naisbitt, authors of China’s Megatrends and The Global Game Change “An excellent piece of work for practitioners and organizations who seek to have innovation as part of their DNA.” —Camille Mirshokrai, Managing Director of Leadership Development, and Partner at Accenture “Rowan Gibson’s The Four Lenses of Innovation will inspire you to think big, look afresh at the challenges you face, and take bold action to change the world.” —Robert B. Tucker, author of Driving Growth Through Innovation

Author : Daniel F. Spulber
Publisher : Cambridge University Press
Page : 385 pages
File Size : 42,5 Mb
Release : 2014-06-16
Category : Business & Economics
ISBN : 9781107047259

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The Innovative Entrepreneur by Daniel F. Spulber Pdf

This book presents an economic framework that addresses the motivation of the innovative entrepreneur.