Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale

2003-04-14
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale

PDF Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale Download

  • Author: Rick Page
  • Publisher: McGraw Hill Professional
  • ISBN: 0071505121
  • Category : Business & Economics
  • Languages : en
  • Pages : 192

"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process

Hope is Not a Strategy

2017
Hope is Not a Strategy

PDF Hope is Not a Strategy Download

  • Author:
  • Publisher:
  • ISBN:
  • Category :
  • Languages : en
  • Pages : 8

Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale : The 6 Keys to Winning the Complex Sale

2003-03-24
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale : The 6 Keys to Winning the Complex Sale

PDF Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale : The 6 Keys to Winning the Complex Sale Download

  • Author: Rick Page
  • Publisher: McGraw Hill Professional
  • ISBN: 0071418717
  • Category : Business & Economics
  • Languages : en
  • Pages : 192

"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process

Taking Charge of Distribution Sales

2010
Taking Charge of Distribution Sales

PDF Taking Charge of Distribution Sales Download

  • Author: Gary T. Moore
  • Publisher: Natl Assn Wholesale-Distr
  • ISBN: 9781934014202
  • Category :
  • Languages : en
  • Pages : 196

#Plan to Win Tweet

2011-08-17
#Plan to Win Tweet

PDF #Plan to Win Tweet Download

  • Author: Ron Snyder
  • Publisher: Happy About
  • ISBN: 1616990694
  • Category : Business & Economics
  • Languages : en
  • Pages : 147

A sound territory/strategic account plan is essential to make the best use of your limited time and resources--especially in business-to-business selling. And, the effective execution of your plan will enable you to produce better results. To help accomplish your goals in this challenging environment, this book explores a broad range of sales strategy topics focused on developing and executing a winning plan, including: Leveraging industry trends in your market segment, geography, and vertical industry segment Growing high leverage customers Penetrating new accounts, such as high-probability target prospects Working with partners to improve results Developing and implementing your action plan Ensuring the right level of management engagement#PLAN to WIN tweet Book01" is designed to help new and experienced sales people and sales managers do a better job of territory planning, strategic account planning, and partner management. Further, the methods outlined will enable readers to dramatically improve their sales effectiveness and results. If you are an account manager, the material in this book will enable you to: Create insightful and achievable territory and target account plans Enhance or improve existing plans Develop and deploy winning strategies to penetrate and retain key accounts Improve your time and territory management for maximum returnIf you are a sales manager, this book will help you: Adopt/adapt proven planning tools into current practices Provide better sales coaching to your sales team on planning techniques Better monitor your sales team's leading indicators, wins and losses to respond quickly, and fine-tune your approach Improve sales and marketing alignment Manage change to enhance your team's sales productivity"#PLAN to WIN tweet Book01" is part of the THiNKaha series whose 112-page books contain 140 well-thought-out quotes (tweets/ahas).

The Wisdom of the Bullfrog

2023-04-04
The Wisdom of the Bullfrog

PDF The Wisdom of the Bullfrog Download

  • Author: Admiral William H. McRaven
  • Publisher: Hachette UK
  • ISBN: 1538707950
  • Category : Self-Help
  • Languages : en
  • Pages : 185

THE INSTANT #1 New York Times BESTSELLER From the acclaimed, bestselling author of Make Your Bed—a short, inspirational book of advice and leadership lessons that Admiral McRaven collected over his four decades as a Navy SEAL. The title “Bullfrog” is given to the Navy SEAL who has served the longest on active duty. Admiral McRaven was honored to receive this honor in 2011 when he took charge of the United States Special Operations Command. When McRaven retired in 2014, he had 37 years as a Navy SEAL under his belt, leading men and women at every level of the special operations community. In the ensuing four years, he served as Chancellor to the entire University of Texas System, with its 230,000 students and 100,000 faculty and health care workers. During those four decades, Admiral McRaven dealt with every conceivable leadership challenge, from commanding combat operations—including the capture of Saddam Hussein, the rescue of Captain Phillips, and the raid for Osama bin Laden. THE WISDOM OF THE BULLFROG draws on these and countless other experiences from Admiral McRaven’s incredible life, including crisis situations, management debates, organizational transitions, and ethical dilemmas, to provide readers with the most important leadership lessons he has learned over the course of his forty years of service. Each chapter provides a Make Your Bed-like parable, rich with insights like those featured in his bestselling memoir, Sea Stories, about the specific leadership traits required to be at the top of your game, including: Who Dares, Wins Run to the Sound of the Guns No Plan Survives First Contact with the Enemy THE WISDOM OF THE BULLFROG is Admiral McRaven’s clear-eyed treatise on the leadership qualities that separate the good from the truly great.

Fundraising the SMART Way, + Website

2014-03-24
Fundraising the SMART Way, + Website

PDF Fundraising the SMART Way, + Website Download

  • Author: Ellen Bristol
  • Publisher: John Wiley & Sons
  • ISBN: 1118640187
  • Category : Business & Economics
  • Languages : en
  • Pages : 272

Strategic planning and tactical fundraising can maximize income and minimize costs Fundraising is the lifeblood of the nonprofit, and, successful or otherwise, determines the organization's ability to provide for the group it serves. Every organization attempts to lower overhead while increasing donations, but this often proves to be impossible within existing frameworks. Effective fundraising - increasing donations while engaging more donors and lowering costs - requires a sound strategy that turns major roadblocks into minor hurdles that are easily overcome. It's not about trying harder, it's about working smarter. Fundraising the SMART Way provides the groundwork for a complete revamp of organizational fundraising systems. Author Ellen Bristol applies twenty years of corporate sales experience and eighteen years in fund development consultation to the problem of inefficient fundraising. Bristol turns her extensive sales expertise toward the perspective of "selling" an organization to potential donors, increasing the donor pool, and lowering the cost of fundraising. The book details the questions every nonprofit should be asking to maximize the effectiveness of fundraising efforts, and encourages systematic strategy development by zeroing in on key factors such as: Organizational goals, strengths, and weaknesses Donor actions and motivations Workload management and results QA Opportunity evaluation and organizational action The book outlines clear, concrete, actionable steps that can be immediately implemented to escalate income growth. Effective fundraising is sustainable, consistent, and on-target. It must exceed current need and expand to fill future need. Fundraising the SMART Way represents a true breakthrough in that it lays a foundation for true systemic overhaul, and can be the catalyst for the growth of any nonprofit.

Selling Big

2010-04-09
Selling Big

PDF Selling Big Download

  • Author: Michael Raquet
  • Publisher: Bloomsbury Publishing USA
  • ISBN: 0313380015
  • Category : Business & Economics
  • Languages : en
  • Pages : 217

Showcasing the Client Alignment® process, this book details steps for reorienting a company to expertly align plans and activities to the specific goals and objectives of large clients. The best business results are products of a company's successful utilization of a well-planned system. Developed over the course of 24 years of testing and refining, Selling Big: Growing Your Business within Large Companies details just such an approach to creating and growing business within large companies. The Client Alignment® process is a highly specific, entirely proven method for improving business development skills, an approach that is so clear and succinct anyone seeking to successfully develop business with large companies can benefit. The process is organized around the four stages of business development—lead generation, prospect generation, client generation, and loyal client generation—describing in detail the activities needed at each stage. Specifically, the book explains how to plan time effectively, run account teams, and find business opportunities, as well as how to align with the needs and desires of clients from all perspectives including sales, marketing, service, operations, and senior management. The bottom line? The difference between good and great starts right here.

Killer Brands

2007-04-12
Killer Brands

PDF Killer Brands Download

  • Author: Frank Lane
  • Publisher: Simon and Schuster
  • ISBN: 1440516804
  • Category : Business & Economics
  • Languages : en
  • Pages : 224

In today's saturated marketplace, consumers are inundated with too many choices. Only the strongest brands will capture attention, and only those Killer Brands will beat the competition. The losers eventually disappear from the marketplace, and the market share and profits go to the victor! Branding expert Frank Lane presents the three simple but essential principles of brand power to launch any successful product. Focus, Alignment, and Linkage represent an entirely new way to look at creating and marketing the Killer Brand. Focus is the compelling promise that a product is unique. Alignment is the marketing actions that are consistent with this promise. Linkage is the guarantee of the product design, packaging, and brand name. Dominate the marketplace with the help of Frank Lane and Killer Brands!

Education Reform in the Twenty-First Century

2020-11-04
Education Reform in the Twenty-First Century

PDF Education Reform in the Twenty-First Century Download

  • Author: Erinn Brooks
  • Publisher: Springer Nature
  • ISBN: 3030611957
  • Category : Education
  • Languages : en
  • Pages : 202

This book explores how, why, and with what consequences one no-excuses charter network marketizes teaching and learning, through the author’s 1000 hours of covert participant observation at a network charter school. In her research, Brooks found that the “AAG” (pseudonym) network re-conceptualized teaching by urging staff to envision their careers in corporate education rather than in classroom teaching. While some employees received a boost up the corporate ladder, others found themselves being pushed out of the organization. Despite AAG’s equity-conscious discourse, administrators emphasized controlling student behavior as a central measure of teaching effectiveness. Brooks develops the concept of creative compliance to describe the most successful teachers’ tactics for adhering to formal policies strategically, bending the rules in order to survive and advance in a workplace fraught with competition and insecurity.