Driving Demand: The CODE for Sales

ISBN-13: 9781502999900 / Angielski / Miękka / 2014 / 184 str.

Elizabeth Allen

Opis

Get your whole organization selling, using social media to farm your current customers and hunt for new ones. Today, more than ever, you need your entire organization to be part of the sales process. In her latest book, Driving Demand: The CODE for Sales, Elizabeth Allen explains a new way of thinking about the sales process that allows everyone to contribute. This process not only can help your company improve sales, but will help every employee with networking skills needed throughout their career and life outside work. This book features a foreword by Michael E. Gerber, the author of entrepreneurial best-seller "The E-Myth." Driving Demand is based on a proprietary program, called CODE(TM)-Communication-Organization-Documentation-Evaluation(TM)-that was developed by Elizabeth Allen and first introduced to business clients in 2001. After assisting in the sales and marketing turnaround of numerous organizations, and watching the enthusiastic responses of countless executives and managers at seminars and presentations conducted throughout the United States, CODE is available in book form. Driving Demand; The CODE for Sales will specifically address: -How to market your firm in the most cost-effective manner possible to build an effective and compelling brand image. This applies to start-up as well as established companies looking to reposition or reinvent themselves. -How to manage the four actionable sales phases: Lead Generation, Lead Qualification, The Sales Pitch and Post-Sales Activities. -How to organize your prospecting efforts so that you can "predictably fill the prospect pipeline" and end all guessing when it comes to assessing where someone is in the sales process or wondering "what the next step should be." -How to and where to find prospects when they don't easily identify themselves; how you can get a step ahead of everyone else so that you can identify and impact prospects before they even realize that they are prospects. -How to effectively position your company from the customer's perspective so that, from the first contact forward, you have a distinct advantage over the competition. -How to effectively coach CODE for every employee in the company, focusing on issues specific to the prospector, technology expert and closer. -How to qualify and categorize each lead, so that you don't invest valuable internal resources on leads that aren't going anywhere. -The importance of setting an agenda for each point of contact with a prospect, so that each contact is meaningful. -How to address clearly and with purpose the issues of price, proprietary solutions and competition so that you control and manage the expectations of the prospect through a series of disclosures that puts you in the driver's seat throughout your sales effort.