Kategoria BISAC: Business & Economics >> Sales & Selling - General

Real world, common sense strategies for selling more. The poignant collection of letters was compiled by Dale Ledbetter, based on correspondence he received from his mother - the first saleswoman in the pharmaceutical business. Her lessons transcend the industry. Whatever product or service you sell - this book will help you sell more of it.

Multiply the effectiveness of your campaigns with marketing automation

Marketing automation technology has been shown to dramatically increase lead conversions and average deal sizes as well as improving forecasting and customer segmentation. A subset of CRM, it focuses on defining, scheduling, segmenting, and tracking marketing campaigns. This friendly book demystifies marketing automation in straightforward terms, helping you leverage the tools and handle the processes that will enable a seamless integration with your CRM program. Learn to establish a buyer profile, assess...

Discover the most effective way of giving a professional presentation and making a sale at the same time. Aimed at anyone selling products, services or skills, this book provides invaluable tips and techniques to improve your performance and achieve greater sales. Whether you are working in a large sales team, are a small business owner or an entrepreneur, discover secrets to: -More effective planning and preparation -Using words that influence -Stronger delivery -Impactful demonstrating and proving -Handling question & answer sessions -Powerful Closing The vast experience of the two authors...

WHAT'S THE KEY TO SALES SUCCESS? BOLDNESS.

"Jeff Shore shows how to gain the essential confidence that is the first step to a great sales career." -- Neil Rackham, bestselling author of SPIN Selling

"This book is loaded with great ideas to educate, inspire, and make you unstoppable in sales." -- Brian Tracy, bestselling author of Unlimited Sales Success

Includes interviews with Daniel Pink, Larry Winget, Linda Richardson, and many others

The most common challenge every sales professional must overcome is not indecisive customers,...

Learn how to get your message heard above the online noise

The buying process is greatly changed. With the Internet, the buyer is in charge. If your product is going to compete, you need to master 21st century lead generation, and this book shows you how. It's packed with effective strategies for inbound and outbound marketing tactics that will generate leads in today's market. You'll learn the basics of lead generation, inbound and outbound marketing, lead nurturing, ways to track ROI, and how to score leads to know when one is -hot-. Follow the steps to create your own...

A dingy Stockholm apartment house under police surveillance blows up in an explosion that kills at least three people. Martin Beck doesn't suspect arson or murder until he discovers a peculiar link with a suicide that same day.

In this classic of marketing literature, best-selling author Tom Stanley explains the mindset and buying patterns of wealthy individuals. Stanley shows salespeople how to approach this enormously attractive market, open doors, appeal to the "hot buttons" of the affluent, and sell to extremely successful people.

He provides insights into different affluent groups including:

• Business owners
• Sales professionals
• Women
• Asian Americans
• Retired millionaires

Stanley also discusses how to sell both tangible products, such as luxury cars and real estate,...

Market-proven strategies to generate competitive advantage by identifying and always taking care of your best customers

The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts. Drawing on the expertise of S4 Consulting, Inc., a leading-edge provider of strategic account consulting, and Miller Heiman, a global sales training leader serving many Fortune 500companies, this how-to book shows how many of today's market leaders have learned to...

THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT

The long-awaited sequel to Solution Selling, one of history's most popular selling guides

Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time...

Lead Generation for the Complex Sale arms you with a sophisticated multimodal approach to generating highly profitable leads. Brian Carroll, CEO of InTouch Incorporated and expert in lead generation solutions, reveals key strategies that you can implement immediately to win new customers, accelerate growth, and improve your sales performance.

You'll start by defining your ideal leads and targeting your ideal customer. Then, you'll construct your lead generation plan, a crucial step to staying ahead of your competition long-term. To help you put your plan into action, Carroll...

Arms hardworking independent business owners with the tools for success. This series tackles an array of business topics using strategies developed by Sugars and the crack business coaches at Action International.

If you're a sales professional who wants to succeed, you can benefit from these familiar words: "Know thyself." Even more important, you should also know your customers. The Psychology of Sales Success shares insights into three psychological dynamics driving the sales process: the salesperson, the salesperson's desire for success, and the customer. Featuring action steps as well as knowledge from leading psychologists, psychiatrists, business school professors, successful authors, and talented sales professionals, the book will help you to:

• Develop a successful...

One hour: that's all the reading time you'll need to master one of the 15 essential sales topics outlined in The Ultimate Sales Training Workshop.

Just pick your subject, then read the hands-on guide for that chapter and additional reading materials for salespeople. Next, follow the preparation steps contained in the Sales Manager's Meeting Guide-a one-page checklist of items taking you from preplanning your workshop through set-up, organizing meeting materials, getting participants involved, topics of discussion, role-playing, debriefing sessions, getting feedback,...

"We don't have the luxury of selling the same way we sold five years ago-or even two years ago-and simply doing more of the same...We must continually evolve and rethink how we sell so that we are not just selling more, but selling better every single year."-From Chapter 1

In Selling Results Bill Stinnett, the bestselling author of Think Like Your Customer, takes his innovative sales philosophy to the next level by offering a complete sales system based on the belief that the best way to improve your sales results is to focus on helping your customers achieve...

Create an Army of Advocates for You and Your Business

Word-of-mouth, person-to-person connections matter more to your success than all the hard-sell strategies in the world. This ingenious self-marketing guide by America's #1 "Referral Guru" reveals surefire secrets that will help you to identify, and successfully meet, hundreds of high-quality referrals. Without spending a dime, you can shorten your sales cycle, increase your profits, and expand your network of friends and contacts--by giving them something to talk about. You will discover

• The 7 Deadly Referral...

The USA Today and New York Times Bestseller

Meet your sales objective and close more business in 20 minutes a day

• CONNECT with your customer immediately
• EXPLORE customer needs thoroughly and quickly
• LEVERAGE your solutions persuasively
• RESOLVE your customer's questions and objections confidently
• ACT when the time is right

"Your thinking 'What? Another book about selling?' Wrong This book is about winning These days, when those of us who sell need every molecule of competitive edge we can muster, Linda cleverly pulls...