Beyond the Sales Process - 12 Proven Strategies for a Customer-Driven World

Dave Stein, Steve Andersen

Casa editrice: AMACOM

Sinossi

Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers. If you want to gain the winning edge for your sales performance, it’s time to embrace the entire customer life cycle.Beyond the Sales Process provides readers with a proven methodology for driving success before, during, and after every sale. Featuring instructional case studies from companies such as Hilton Worldwide, Merck, and Siemens, this one-of-a-kind resource reveals 12 essential strategies for the sales person wanting to take their performance to a whole new level, including:• Research your customer• Build a vision with them for their own success• Understand your customer’s drivers, objectives, and challenges• Create and realize value together• Leverage your results to forge lasting--and mutually beneficial--relationships• And more!See why Jeff Haden, Inc. called it one of 2017’s “15 Great Business Books You Should Definitely Read This Year.” If you want to successfully sell to your customers, you need to know your customers . . . beyond the sales process!

Disponibile da: 04/04/2017.

Economia e management

Altri libri che potrebbero interessarti

Who Rocked the Boat? - A Story...

Curtis Bateman

In this FranklinCovey book on responding to change, explore your own experiences with change using a river journey parable as a point of reference. Take this voyage and discover timeless principles and timely results from an industry leader who has helped numerous organizations turn disruptive change into individual and collective opportunity.               We all travel along various rivers in life, which means at any moment we can find ourselves navigating their uncertainty—whether a global pandemic, a new boss, a shift in employment, business restructuring, a new role on a team, the birth of a child, divorce, or responding to a setback on a project or personal goal.Change is going to happen. It's a fact of life. Understanding your reactions and making good choices could make the difference between capitalizing on an opportunity or resisting and missing an important chance.While every change is unique, there is a predictable pattern to change, and understanding this pattern and building the skills to navigate it is often the difference between success and failure. The FranklinCovey Change Model provides the structure necessary to orient, ground, and gain clarity about change.

Mostra libro

A Guide to Executing Film Content

Caroline Reed

A Guide to Executing Film Content is a concise roadmap for advertisers, demonstrating how to navigate the complexities of managing and collaborating with external creative partners.  Advertisers use creative content to sell products or services.  Creative film content (moving imagery) can reach consumers across multiple media platforms, including but not limited to television, the internet, in-store, or on mobile devices.  Creative content starts with an idea brought to life through the film production process, which consists of guiding principles centered on execution by way of specific tasks and actions.  The process of executing creative content is often face-paced, has it ups and downs, and even the best-laid plans can go awry.  Knowing how to navigate the process increases the changes for success.

Mostra libro

The 6% Club - Unlock the Secret...

Michelle Rozen

Learn the steps to build better habits and join the ranks of changemakers and goal achievers everywhereIn The 6% Club, Michelle Rozen, PhD, teaches audiences how to create and actually stick to new positive habits, unlocking the secret formula to the life, success, and happiness they've always dreamed of. The book was born from a recent study where Dr. Rozen surveyed 1,000 people who pledged to make a change in their lives, and, shockingly, only 6% had stuck to the change just a month later.Dr. Rozen's powerful and actionable methods have been tested on countless event attendees from all types of backgrounds for over a decade. In this book, listeners will learn how to:● Work out more, eat healthier, save more money, do better in business, or attain any other personal or professional goal● Make changes solo, or with another individual like a friend or partner● Stop making excuses, giving up, or putting it off—effortlesslyBased on science and written by one of the most sought-after motivational speakers on leadership and change, The 6% Club earns a well-deserved spot on the bookshelves of all individuals looking to make lasting changes in their personal and professional lives.

Mostra libro

Choosing Courage - The Everyday...

Jim Detert

An inspirational, practical, and research-based guide for embracing risk and making a powerful impact at work.Have you ever wanted to disagree with your boss in a meeting? Speak up about your company's lack of diversity or unequal pay practices? Make a tough decision that you know will be unpopular?We all have opportunities to be courageous at work. But since courage requires risk—to our reputations, our social standing, and, in some cases, our jobs—we often fail to act, which leaves us feeling powerless and regretful for not doing what we know is right. There's a better way to work and live—and Choosing Courage provides the moral imperative and research-based tactics to help you make better use of your courageous instincts at work.Doing for courage what Angela Duckworth has done for grit and Brene Brown for vulnerability, Jim Detert, the world's foremost expert on workplace courage, explains that courage isn't a character trait that only a few possess; it's a virtue developed through practice. And, with the right attitude and approach, you can learn to hone it like any other skill and incorporate it into your everyday life.

Mostra libro

The Case of the Missing Cutlery...

Kevin Allen

Kevin Allen, author of the Wall Street Journal best-selling The Hidden Agenda: A Proven Way to Win Business and Create a Following, is back, with a fabulously entertaining (and true) tale of a newly minted leader made buoyant during The Case of the Missing Cutlery: A Leadership Course for the Rising Star. As a young manager at an airline catering facility, Kevin had to find out why silverware was disappearing at a rapid clip. The route to solving this mystery of The Case of the Missing Cutlery results in Kevin learning to rise to the occasion, to become a leader who inspires followers and is able to rely on their hard work and support. For those who might find reading about leadership success at the Fortune 50 level inspiring but too far removed from their experience, the author offers up this down-to-earth story of an everyday employee turned rising star. The Case of the Missing Cutlery also provides exercises and further examples to bring the leadership messages home. [This edition contains content previously published as The Buoyant Leader.]

Mostra libro

Cyber Warand Peace - Building...

Nicholas Shevelyov

When evil men plot, good men must plan.                 ,,,—Martin Luther King, Jr. If anything is guaranteed about the future, it’s that technological innovation will advance more quickly each year. But progress isn’t just for those with good intentions. The technology that empowers you can also imperil you, making digital risk management an existential priority for your company.Some of our most famous predecessors also faced unprecedented obstacles, and their stories are more than good folklore—they provide us with principles that transcend time and space.In Cyber War…and Peace, Nick Shevelyov shares how lessons learned from history’s most poignant moments reveal strategies to help manage risk in today’s—and tomorrow’s—digital landscape. Nick’s insight and analysis will introduce you to concepts that will increase resiliency within your organization, no matter its size. This exploration of history, strategy, and the digital world around us will challenge you to reexamine the past, solve new problems, and embrace timeless techniques.

Mostra libro