The New Power Base Selling

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The New Power Base Selling

Jim Holden,Ryan Kubacki

Author : Jim Holden,Ryan Kubacki
Publisher : John Wiley & Sons
Page : 262 pages
File Size : 43,9 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.

Power Base Selling

Jim Holden

Author : Jim Holden
Publisher : John Wiley & Sons
Page : 244 pages
File Size : 52,7 Mb
Release : 1999-03-29
Category : Business & Economics
ISBN : NWU:35556038867123

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Power Base Selling by Jim Holden Pdf

"Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."-Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division. "Jim Holden's book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."-Grant Evans, Vice President, Sales and Marketing Identicator Technology. "The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."- Colin Latham, President and CEO, MT&T (Canada). "Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.

SPIN® -Selling

Neil Rackham

Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 40,9 Mb
Release : 2020-04-28
Category : Business & Economics
ISBN : 9781000111484

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SPIN® -Selling by Neil Rackham Pdf

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

The Psychology of Selling

Brian Tracy

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 43,7 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060

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The Psychology of Selling by Brian Tracy Pdf

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Using Installed Base Selling to Maximize Revenue

Remi Gicquel,Paul-André Lambert

Author : Remi Gicquel,Paul-André Lambert
Publisher : Apress
Page : 154 pages
File Size : 43,6 Mb
Release : 2019-08-30
Category : Business & Economics
ISBN : 9781484251461

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Using Installed Base Selling to Maximize Revenue by Remi Gicquel,Paul-André Lambert Pdf

There is no such thing as an easy sale. However, selling to an existing customer—whether by refreshing an old product or introducing a new and different product—is often easier, faster, and returns higher margins. Centering your organization’s sales strategy on your installed base is a smart and proven way to achieve long-lasting, profitable growth. Using Installed Base Selling to Maximize Revenue reveals a step-by-step, integrated approach you can begin using today. Authors Remi Gicquel and Paul-André Lambert show how you can apply this robust and reliable end-to-end solution by illustrating concepts though real-world case studies from Spotify, Hewlett Packard Enterprise, Nestlé, and more. Full of wisdom fit for the digital era, this book presents the results of the authors’ experience and research into current installed base selling processes, identifying, from an objective point of view, what works and what does not. This book explains fundamental concepts such as the profitable growth paradox, the installed base profit wedge, operational methodologies for managing your installed base selling transformation, and much more. Innovative companies protect and nurture their most valuable asset—their customers and the data that defines them. They put installed base selling at the heart of their sales strategy. Now, it’s your turn! What You Will Learn How to maximize the return from installed base customers Fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams Keys to changing patterns to become a company that can enjoy higher profitable revenues for years Who This Book Is For General Managers, Sales and Marketing Leaders who are eager to transform their business to secure long-lasting profits, and for leaders looking for a pragmatic approach to transform their sales force to harvest the potential of their existing customers.

The Challenger Sale

Matthew Dixon,Brent Adamson

Author : Matthew Dixon,Brent Adamson
Publisher : Penguin
Page : 240 pages
File Size : 45,6 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.

The New Sultan

Soner Cagaptay

Author : Soner Cagaptay
Publisher : Bloomsbury Publishing
Page : 324 pages
File Size : 52,9 Mb
Release : 2017-04-30
Category : History
ISBN : 9781786722362

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The New Sultan by Soner Cagaptay Pdf

In a world of rising tensions between Russia and the United States, the Middle East and Europe, Sunnis and Shiites, Islamism and liberalism, Turkey is at the epicentre. And at the heart of Turkey is its right-wing populist president, Recep Tayyip Erdo?an. Since 2002, Erdo?an has consolidated his hold on domestic politics while using military and diplomatic means to solidify Turkey as a regional power. His crackdown has been brutal and consistent - scores of journalists arrested, academics officially banned from leaving the country, university deans fired and many of the highest-ranking military officers arrested. In some senses, the nefarious and failed 2016 coup has given Erdo?an the licence to make good on his repeated promise to bring order and stability under a 'strongman'. Here, leading Turkish expert Soner Cagaptay will look at Erdo?an's roots in Turkish history, what he believes in and how he has cemented his rule, as well as what this means for the world. The book will also unpick the 'threats' Erdogan has worked to combat - from the liberal Turks to the Gulen movement, from coup plotters to Kurdish nationalists - all of which have culminated in the crisis of modern Turkey.

Secrets of Question-Based Selling

Thomas Freese

Author : Thomas Freese
Publisher : Sourcebooks, Inc.
Page : 441 pages
File Size : 52,6 Mb
Release : 2013-11-05
Category : Business & Economics
ISBN : 9781402287534

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Secrets of Question-Based Selling by Thomas Freese Pdf

"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

The Joy of Selling

Steve Chandler

Author : Steve Chandler
Publisher : Robert Reed Pub
Page : 134 pages
File Size : 50,9 Mb
Release : 2010-01-01
Category : Business & Economics
ISBN : 1931741581

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The Joy of Selling by Steve Chandler Pdf

The Joy of Selling introduces powerful thinking processes that will help the reader to develop a creative state of mind. Chandler believes this state is essential for achieving extraordinary sales success. At the same time, he shows the reader how to enjoy the sales process. His book captures the same joyful spirit that enlivens his seminars. In concise, reader-friendly chapters, best-selling author Steve Chandler delivers over 50 powerful ideas guaranteed to stimulate fantastic sales success. Drawing on his extensive experience in the field, and using the most up-to-date psychological tools available, Chandler illustrates ways for both the novice and the seasoned pro to reach new heights of business prosperity. The Joy of Selling invites readers to be extraordinary, not only in sales but in all areas of life by making a conscious commitment to innovation, adventure, and clear communication.

Way of the Wolf

Jordan Belfort

Author : Jordan Belfort
Publisher : Simon and Schuster
Page : 256 pages
File Size : 45,7 Mb
Release : 2017-09-26
Category : Business & Economics
ISBN : 9781501164293

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Way of the Wolf by Jordan Belfort Pdf

Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker.

Shift!

Craig Elias,Tibor Shanto

Author : Craig Elias,Tibor Shanto
Publisher : iUniverse
Page : 256 pages
File Size : 49,6 Mb
Release : 2010-06-25
Category : Business & Economics
ISBN : 9781450240086

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Shift! by Craig Elias,Tibor Shanto Pdf

There is a silver bullet in sales its called timing when you get to highly motivated decision makers at EXACTLY the right time: after they experience a Trigger Event BUT before they call your competition. When you have the right timing the sale almost happens by itself There are few challenges getting to the prospect, understanding their dissatisfaction, presenting a solution, or closing the sale. By luck or sheer numbers youve had timing happen before, not its time to make it happen again, and again, and again. ... simple but profound truths that will help you leverage intent for immediate action and cut down the selling cycle, while creating lasting bonds with customers. Stephen M.R. Covey, author of the New York Times and #1 Wall Street Journal bestseller The Speed of Trust "... an entirely new perspective on things that are hiding in plain sight for all sales professionals. Well done!" Kevin Fancey, Senior Vice President of Sales, Ricoh Canada Inc By combining the power of relationships with timing - what Elias and Shanto call "Trigger Events" - the authors present a powerful sales strategy... Keith Ferrazzi, #1 NYT Bestselling author of Who's Got Your Back and Never Eat Alone Elias and Shanto have brought referrals into the 21st Century, showing you how to capitalize on the key moments that will bring you success in a busy, fast-paced world. This is a must read! Ivan Misner, NY Times Bestselling author and Founder of BNI and the Referral Institute

Mastering the Complex Sale

Jeff Thull

Author : Jeff Thull
Publisher : John Wiley and Sons
Page : 311 pages
File Size : 50,9 Mb
Release : 2010-03-10
Category : Business & Economics
ISBN : 9780470632598

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Mastering the Complex Sale by Jeff Thull Pdf

Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

Sales Manager Survival Guide

David Brock

Author : David Brock
Publisher : Partners in Excellence
Page : 358 pages
File Size : 43,9 Mb
Release : 2016-05-17
Category : Electronic
ISBN : 0997560207

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Sales Manager Survival Guide by David Brock Pdf

Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all - often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for: Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace - and in your company Dealing with, turning around, or terminating problem employees Analyzing and acting upon metrics to correct performance Managing the business and executive expectations Leveraging sales systems, tools, and processes Conducting performance reviews and setting expectations And more All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you'll face as a Front Line Sales Manager. If you're a sales manager, or want to become one, this book shows you how to survive-and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top-and beyond. "This is THE go-to resource for sales management!" Mike Weinberg, author of Sales Management Simplified

The Power of Zero, Revised and Updated

David McKnight

Author : David McKnight
Publisher : Crown Currency
Page : 162 pages
File Size : 41,5 Mb
Release : 2018-09-04
Category : Business & Economics
ISBN : 9781984823076

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The Power of Zero, Revised and Updated by David McKnight Pdf

OVER 300,000 COPIES IN PRINT, WITH A NEW CHAPTER ON THE 2018 TAX CUTS. There's a massive freight train bearing down on the average American investor, and it's coming in the form of higher taxes. The United States Government has made trillions of dollars in unfunded promises for programs like Social Security and Medicare—and the only way to deliver on these promises is to raise taxes. Some experts have even suggested that tax rates will need to double, just to keep our country solvent. Unfortunately, if you're like most Americans, you've saved the majority of your retirement assets in tax-deferred vehicles like 401(k)s and IRAs. If tax rates go up, how much of your hard-earned money will you really get to keep? In The Power of Zero, McKnight provides a concise, step-by-step roadmap on how to get to the 0% tax bracket by the time you retire, effectively eliminating tax rate risk from your retirement picture. Now, in this expanded edition, McKnight has updated the book with a new chapter on the 2017 Tax Cuts and Jobs Act, showing readers how to navigate the new tax law, and how they can extend the life of their retirement savings by taking advantage of it now. The day of reckoning is fast approaching. Are you ready to do what it takes to experience the power of zero?

The End of Power

Moises Naim

Author : Moises Naim
Publisher : Basic Books
Page : 208 pages
File Size : 44,7 Mb
Release : 2014-03-11
Category : Political Science
ISBN : 9780465065684

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The End of Power by Moises Naim Pdf

The provocative bestseller explaining the decline of power in the twenty-first century -- in government, business, and beyond. br> Power is shifting -- from large, stable armies to loose bands of insurgents, from corporate leviathans to nimble start-ups, and from presidential palaces to public squares. But power is also changing, becoming harder to use and easier to lose. In The End of Power, award-winning columnist and former Foreign Policy editor MoiséNaíilluminates the struggle between once-dominant megaplayers and the new micropowers challenging them in every field of human endeavor. Drawing on provocative, original research and a lifetime of experience in global affairs, Naíexplains how the end of power is reconfiguring our world. "The End of Power will . . . change the way you look at the world." -- Bill Clinton "Extraordinary." -- George Soros "Compelling and original." -- Arianna Huffington "A fascinating new perspective . . . Naímakes eye-opening connections." -- Francis Fukuyama

The New Power Base Selling

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

Power Base Selling by Jim Holden Pdf

SPIN® -Selling by Neil Rackham Pdf

The Psychology of Selling by Brian Tracy Pdf

Using Installed Base Selling to Maximize Revenue by Remi Gicquel,Paul-André Lambert Pdf

The Challenger Sale by Matthew Dixon,Brent Adamson Pdf

The New Sultan by Soner Cagaptay Pdf

Secrets of Question-Based Selling by Thomas Freese Pdf

The Joy of Selling by Steve Chandler Pdf

Way of the Wolf by Jordan Belfort Pdf

Shift! by Craig Elias,Tibor Shanto Pdf

Mastering the Complex Sale by Jeff Thull Pdf

Sales Manager Survival Guide by David Brock Pdf

The Power of Zero, Revised and Updated by David McKnight Pdf

The End of Power by Moises Naim Pdf

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