roadmap to revenue how to sell the way your customers want to buy

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Roadmap To Revenue

Author : Kristin Zhivago
ISBN : 0974917923
Genre : Business & Economics
File Size : 24. 36 MB
Format : PDF, Kindle
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Buyers have changed the way they buy. But sellers have been slow to change the way they sell. This disconnect is proving to be frustrating for both sellers and buyers. Sellers aren't getting the sales they need, and buyers aren't getting the information they need to make a buying decision. In this one-of-a-kind revenue-growth how-to book, Revenue Coach Kristin Zhivago lays out the method that she has used to help hundreds of business owners and managers reverse-engineer their successful sales so they can manufacture new sales in quantity. Armed with these methods, managers can map out their customers' buying process and take the right steps to support every stage of that buying process. They can position their products and services in a way that will make them more attractive and valuable to prospective customers. They can focus their efforts on marketing and selling methods that will work (and stop wasting money on those that won't); produce content that satisfies buyer concerns; and use social media channels in a way that appeals to customers - and leads to more sales.

Expert Selling

Author : Sedric Hill
ISBN : 9781630477172
Genre : Business & Economics
File Size : 79. 69 MB
Format : PDF, ePub
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In today’s business environment, advanced sellers must not only achieve sales quotas, but must also sell more and more complex products and services that drive profitable revenue growth. The road from journeyman to expert is not achieved through traditional behavior-based training that requires large amounts of dedicated time, but instead happens between the ears—through cognitive skill development. Science has proven that experts differ from novices primarily in the speed in which the right knowledge is accessed and through their ability to perform the basics consistently well. In Expert Selling: A Blueprint to Accelerate Sales Excellence , sales trainer and success coach Sedric Hill unpacks the elusive “windows of expert advantage” and wraps them into the professional selling and persuasive communication domains. He reveals insights to expertise by teaching you to understand and improve the supreme mental skill in selling, connecting, which involves detecting, interpreting, and responding to buyers’ messages. You also discover the six essentials of persuasive communication—a roadmap to building excellent communication fundamentals (becoming brilliant at the basics). Finally, Hill introduces two innovative training approaches designed to accelerate selling expertise without requiring large amounts of dedicated training time. Expert Selling is not a typical how-to book. It’s more of a blueprint, guiding you like a GPS to the next level of success. As sales quotas and the preponderance of complex offerings continue to rise, a burning platform is created hastening the need for good salespeople to become journeymen and for journeymen to become experts faster than ever before!

Fire Your Sales Team Today

Author : Eric Keiles
ISBN : 9781608323630
Genre : Business & Economics
File Size : 49. 46 MB
Format : PDF, ePub
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How To Say It To Sell It

Author : Sue Hershkowitz-Coore
ISBN : 9781101215531
Genre : Business & Economics
File Size : 59. 29 MB
Format : PDF, ePub, Docs
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Based on a unique, customer-centric approach to selling, How to Say It(r) to Sell It provides practical, real world strategies proven to significantly increase sales results. Packed with power words, concrete examples, useable scripts, and specific communicative steps, this book is the key to reaching sales success.

Hacking Sales

Author : Max Altschuler
ISBN : 9781119281672
Genre : Business & Economics
File Size : 34. 2 MB
Format : PDF, Mobi
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Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.

Ignite Your Selling Potential

Author : Susan A. Lund
ISBN : 9781599325255
Genre : Business & Economics
File Size : 47. 60 MB
Format : PDF
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You’re in the drivers seat, take the wheel and ignite your selling potential! Experience results within 90 days. In Ignite Your Selling Potential, Author Susan A. Lund reveals a practical roadmap with 7 Accelerators™ to inspire, equip and empower you, your team and your organization to drive profitable revenue and results fast. You will gain access to proven strategies and principles that work to bring about the growth you desire and catapult your organization to greater success. You will learn how to: § Avoid hazards and navigate around challenges to your desired destination § Realize and maximize your selling potential and your teams’ selling potential § Get everyone on the same page to create a consistent, repeatable client experience § Transform activity into productivity® to gain a competitive advantage § Gain visibility and accountability and fuel stronger relationships Regardless of your challenges and where you are, you will gain access to proven strategies and steps to navigate around your challenges to your desired destination. When you apply what you learn and practice the fundamentals, as an individual, team or organization, you will realize sustainable results. This book is for anyone who aspires to grow, succeed or partner with sales to generate predictable, sustainable revenue and results. Ignite Your Selling Potential has a companion website, www.igniteyoursellingpotential.com, to include an assessment, access to courses and online learning with powerful productivity tools to accelerate your success. See inside for details. “Ignite Your Selling Potential provides individuals, teams and organizations with a differentiated approach to apply proven strategies and principles in a practical manner to drive profitable revenue and business results. While at the same time, bringing out the best in people!” ―LIONEL NOWELL III, Board of Directors; Darden, Reynolds American, Bank of of America, American Electric Power, Previous SVP and Treasurer, PepsiCo

Championship Selling

Author : Tom Blake
ISBN : PSU:000057823614
Genre : Business & Economics
File Size : 54. 12 MB
Format : PDF, ePub, Mobi
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If the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and salespeople have become embarrassed by their roles. Reversing this trend means adopting a new mindset, different processes, and fresh disciplines. In Championship Selling, three of North America’s most respected sales leaders offer a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative techniques and tools for establishing mutually productive relationships with customers. Most selling today is the same as it has always been — transactional. That is, the salesperson tries everything to get a foot in the door, follow their own agenda, close the deal and move on. However, transformational selling focuses on listening to, and working with, the customer to build enduring relationships that are valuable to both parties, and last far beyond the first transaction. Championship Selling portrays sales as a complex, vital, ongoing process, and outlines techniques and exercises to help salespeople, and their companies, evolve from a transactional mentality to a transformational one, for better long-term results. Praise for Championship Selling "Every business leader and sales professional will benefit from Championship Selling." —Jeffrey J. Fox , bestselling author of How to Become a Rainmaker "Championship Selling provides a comprehensive framework for individuals and entire companies to build lasting value. Read this book if you don't want to be left behind." —Mike Charette, Vice President Customer Development - Wal-Mart, Johnson & Johnson "Championship Selling will help you see the customer in a refreshing new light." —Tom Greco, Senior Vice President Sales, Frito-Lay North America "Forget books on getting the customer to see it your way. Championship Selling tells you something much more valuable: how to see it the customer's way." —George Cooke, CEO, Dominion of Canada General Insurance "The concepts in Championship Selling speak directly to the shift companies need to adopt if they want to position themselves for success in today's environment." —Steve Fox, Senior Vice President Customer Business Development, Nestlé "Sales leaders of the future will need to become customer general managers. Championship Selling will get them on the right road – fast." —Tom Muccio, former President Global Customer Teams, Procter & Gamble "You'll never look at customers the same way again." —Tim Boissinot, Executive Vice President, Quebecor "Championship Selling gives you the tools to create enduring, sustainable value. If you want a leadership edge, this is the book to get." —Kevin Cashman, CEO, LeaderSource and bestselling author of Leadership from the Inside Out

Beyond Referrals How To Use The Perpetual Revenue System To Convert Referrals Into High Value Clients

Author : Bill Cates
ISBN : 9780071791670
Genre : Business & Economics
File Size : 58. 8 MB
Format : PDF, ePub, Mobi
Download : 482
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More Introductions! More Appointments! More Clients! You face four hurdles to gaining new clients: finding enough of the right prospects, getting their attention, making the sale, and multiplying your clients through referrals. While referrals are important, they're not the endgame. Beyond Referrals helps you turn referrals into introductions, appointments, and sales--showing you how to turn referrals into introductions to the prospects who are eager to hear from you. Then, you'll learn proven ways to convert a high percentage of prospects into high-value clients. "Bill's referral system is being used throughout our company because the results are undeniable. He has truly revolutionized the way our advisors are acquiring new clients through referrals. This book will turbocharge your client acquisition!" -- JOE JORDAN, Senior Vice President, MetLife "Beyond Referrals is a gold mine of value-based, profit-creating information. Utilizing Bill's Perpetual Revenue System, we learn that obtaining the referral is only the first step in an ongoing and very profitable cycle." -- BOB BURG, coauthor of The Go-Giver and author of Endless Referrals "Beyond Referrals explains how to avoid leaving money on the table from what I call the 'second sale.' You can read this book and double your business, or you can merely work twice as hard. That's not much of a choice." -- ALAN WEISS, PhD, author of Million Dollar Consulting and Million Dollar Referrals This is the ultimate blueprint for converting referrals into clients." -- Ivan Misner, PhD, New York Times bestselling author and founder of BNI

Stop Selling And Start Leading

Author : James M. Kouzes
ISBN : 9781119446323
Genre : Business & Economics
File Size : 29. 32 MB
Format : PDF, ePub, Mobi
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Make extraordinary sales happen! In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them. In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness. • Inspire, challenge, and enable buyers • Change your behavior to build trust and increase sales • Step into your leadership potential • See yourself the way your buyers do • Feel good about selling again When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.

Service Is Not A Product

Author : Joseph Siderowicz
ISBN : 061554780X
Genre :
File Size : 72. 9 MB
Format : PDF, ePub, Mobi
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Service is Not a Product: Experts Guide to Selling Service Agreements will describe to new and experienced sales, marketing, and management people the keys to success for selling service agreements on technology-based products and systems. Personnel indirectly involved in service sales such as technicians, engineers, administrative assistants and others who work with customers will also find the book beneficial. Readers will learn the unique skills and methodology required to be successful from the industry expert. More than one million sales professionals are actively involved selling service agreements on technology-based products. For many it's a major source of income. In almost all cases it's the major source of profits for their companies. Every product or system manufactured and installed eventually falters or fails. Current product designs that integrate electronics, software, and mechanical devices require repair, retrofits, upgrades, and on-going maintenance. The growing number of products and systems being integrated has created a new category of users with wide ranging service needs. Product applications continue to grow, but for the most part service offerings and service sales strategies remain the same. Most companies utilize the same resources to train both service sales and product sales personnel. The information presented is typically generic in nature, falling short of what's needed. People selling products are trained to sell features, functions and benefits. Service sales people need to be trained to sell value and master abstract selling concepts. There is little commonality between the two sales processes. Service is Not a Product is written specifically for individuals engaged in selling service.

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