July 3, 2022
SNAP Selling Book

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SNAP Selling

By Jill Konrath
  • ISBN Code: : 1101432950
  • Publisher : Penguin
  • Pages : 320
  • Category : Business & Economics
  • Reads : 174
  • Book Compatibility : Pdf, ePub, Mobi, Kindle
  • Pdf : snap-selling.pdf

Book Excerpt :

Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.

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Read Also This Books

Insight Selling

By Mike Schultz,John E. Doerr
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : John Wiley & Sons
  • Book Code : 1118875060
  • Total of Pages : 256
  • Category : Business & Economics
  • Members : 349
  • Pdf File: insight-selling.pdf

Book Short Summary:

What do winners of major sales do differently than the sellerswho almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors andworld-renowned sales experts, set out to find the answer. Theystudied more than 700 business-to-business purchases made by buyerswho represented a total of $3.1 billion in annual purchasing power.When they compared the winners to the second-place finishers, theyfound surprising results. Not only do sales winners sell differently, they sellradically differently, than the second-place finishers. In recent years, buyers have increasingly seen products andservices as replaceable. You might think this would meanthat the sale goes to the lowest bidder. Not true! A new breed ofseller—the insight seller—is winning the sale withstrong prices and margins even in the face of increasingcompetition and commoditization. In Insight Selling, Schultz and Doerr share thesurprising results of their research on what sales winners dodifferently, and outline exactly what you need to do to transformyourself and your team into insight sellers. They introduce asimple three-level model based on what buyers say tip the scales infavor of the winners: Level 1 "Connect." Winners connect the dots betweencustomer needs and company solutions, while also connecting withbuyers as people. Level 2 "Convince." Winners convince buyers that they canachieve maximum return, that the risks are acceptable, and that theseller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers bybringing new ideas to the table, delivering new ideas and insights,and working with buyers as a team. They also found that much of the popular and current advicegiven to sellers can damage sales results. Insight Sellingis both a strategic and tactical guide that will separate the goodadvice from the bad, and teach you how to put the three levels ofselling to work to inspire buyers, influence their agendas, andmaximize value. If you want to find yourself and your team in thewinner's circle more often, this book is a must-read.

Rainmaking Conversations

By Mike Schultz,John E. Doerr
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : John Wiley & Sons
  • Book Code : 9781118025772
  • Total of Pages : 288
  • Category : Business & Economics
  • Members : 493
  • Pdf File: rainmaking-conversations.pdf

Book Short Summary:

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations and Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success. Armed with the knowledge of the markets you serve, the common needs of prospects, and how your products and services can help, you can become a trusted advisor to your clients during and after the sale. With the RAIN system, you'll be able to: Build rapport and trust from the first contact Create conversations with prospects, referral sources, and clients using the telephone, email, and mail Uncover the real need behind client challenges Make the case for improved business impact and return on investment (ROI) for your prospects Understand and communicate your value proposition Apply the 16 principles of influence in sales Overcome and prevent all types of objections, including money Craft profitable solutions and close the deal The world-class RAIN SellingSM methodology has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance. Start bridging the gap between "hello" and profitable relationships today.

How to Say It: Business to Business Selling

By Geoffrey James
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Penguin
  • Book Code : 1101559039
  • Total of Pages : 208
  • Category : Business & Economics
  • Members : 938
  • Pdf File: how-to-say-it.pdf

Book Short Summary:

There are approximately 35 million business to business sales reps in the country selling everything from books and computers to furniture and flooring. They know as well as anyone that selling to other businesses is not the same as selling to consumers. Businesses have different budgets, needs, demands, and expectations from those of general consumers. That means an entirely different skill set is required of business to business sales reps. How to Say It: Business to Business Selling is the only book of its kind that caters exclusively to business to business sales professionals. Its short chapters provide tips and strategies tailored especially for the unique business to business selling process. You'll learn how to: Motivate Yourself to Sell Craft an Elevator Pitch Find Hot Sales Leads Make a Cold Call Use Voicemail to Sell Give a Sales Presentation Write a Sales Proposal Give a Product Demo Negotiate the Best Deal Close a Sale Create a Powerful Sales Process Sell to Top Executives Build Sales Partnerships Get a Customer Referral Accelerate Your Sales Cycle With How to Say It: Business to Business Selling you can sell business to business like a seasoned pro.

Selling Above and Below the Line

By William Miller
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : AMACOM
  • Book Code : 0814434843
  • Total of Pages : 240
  • Category : Business & Economics
  • Members : 859
  • Pdf File: selling-above-and-below-the-line.pdf

Book Short Summary:

Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.

A Mind for Sales

By Mark Hunter, CSP
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : HarperCollins Leadership
  • Book Code : 1400215765
  • Total of Pages : 240
  • Category : Business & Economics
  • Members : 954
  • Pdf File: a-mind-for-sales.pdf

Book Short Summary:

For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.

Selling the Invisible

By Harry Beckwith
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Grand Central Publishing
  • Book Code : 0446930032
  • Total of Pages : 272
  • Category : Business & Economics
  • Members : 584
  • Pdf File: selling-the-invisible.pdf

Book Short Summary:

SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness May Get You Nowhere Focus Groups Don'ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.

Sell Yourself First

By Thomas A. Freese
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Penguin
  • Book Code : 1101475196
  • Total of Pages : 256
  • Category : Business & Economics
  • Members : 478
  • Pdf File: sell-yourself-first.pdf

Book Short Summary:

Today more than ever, the biggest thing that separates you from your competitors is you. According to Thomas A. Freese, whose Question-Based Selling system has been adopted and implemented by thousands of salespeople in companies all over the world, YOU are the biggest differentiator between you and your competitors. Given the current business climate, sellers should no longer count on their product or service to sell itself because their toughest competitors are out there with similar products they claim are better. Instead, it's more likely that in closely contested sales, the decision will come down to whichever salesperson offers the best service, is the most responsive, or displays any number of other highly intangible attributes, such as credibility, expertise, helpfulness, and integrity. The challenge for sellers is to convey these qualities in a way that promises value to customers. Freese explains how to maximize a value proposition and ultimately win more sales through strategies that include: ? managing conversational dynamics ? influencing the customer's buying criteria ? justifying costs ? creating curiosity about your product

Smart Selling on the Phone and Online

By Josiane Feigon
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : AMACOM
  • Book Code : 0814414664
  • Total of Pages : 272
  • Category : Business & Economics
  • Members : 262
  • Pdf File: smart-selling-on-the-phone-and-online.pdf

Book Short Summary:

In an age of telesales and digital selling, this award-winning business book pinpoints the ten skills essential to high-efficiency, high-success sales performance based on the author’s TeleSmart 10 System for Power Selling. Bestselling author and TeleSmart Communications president Josiane Feigon equips salespeople with the powerful tools they need to open stronger, build trust faster, handle objections better, and close more sales when dealing with customers they can’t see face-to-face. In Smart Selling on the Phone and Online, you’ll learn how to: overcome ten different forms of “paralysis” and reestablish momentum; sell in sound bites, not long-winded speeches; ask the right questions to reveal customer needs; navigate around obstacles to get to the power buyer; and prioritize and manage your time so that more of it is spent actually selling. The world of selling keeps changing, and sales professionals are on the front line of innovation to keep profits flowing. Combining an accessible text with clear graphics and step-by-step processes, Smart Selling on the Phone and Online will help any rep master the world of sales 2.0 and become a true sales warrior.

Let's Get Real or Let's Not Play

By Mahan Khalsa,Randy Illig
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Penguin
  • Book Code : 144063291X
  • Total of Pages : 256
  • Category : Business & Economics
  • Members : 212
  • Pdf File: let-s-get-real-or-let-s-not-play.pdf

Book Short Summary:

The new way to transform a sales culture with clarity, authenticity, and emotional intelligence. Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening mindsClose the deal by opening minds

Cold Snap

By Eileen Spinelli
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Knopf Books for Young Readers
  • Book Code : 0307975681
  • Total of Pages : 40
  • Category : Juvenile Fiction
  • Members : 522
  • Pdf File: cold-snap.pdf

Book Short Summary:

Warm up with this charming neighborly tale about a small town determined to beat the deep freeze from a beloved picture-book author and a two-time Caldecott Honor illustrator! It’s snowy cold in the town of Toby Mills. The thermometer is sinking toward zero, and the icicle hanging from the nose of General Toby’s statue is growing closer to the ground. The newspaper headline reads “COLD SNAP!” The people of the town are losing hope—and the feeling in their toes—until the mayor’s wife saves the day with a toasty treat.

Snap

By Belinda Bauer
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Atlantic Monthly Press
  • Book Code : 0802165583
  • Total of Pages : 352
  • Category : Fiction
  • Members : 743
  • Pdf File: snap.pdf

Book Short Summary:

A teenage boy hunts for his mother’s killer in this Man Booker Prize-longlisted novel by “the true heir to the great Ruth Rendell” (Mail on Sunday, UK). Just before Jack’s mother disappeared up the road to get help, she put the eleven-year-old boy in charge of his two sister. As they wait for her on the shoulder of the road in their stifling, broken-down car, the three children bicker, whine and play I-Spy. But their mother never comes back. And after that long, hot summer’s day, nothing will ever be the same again. At fifteen-years-old, Jack is still in charge—supporting his sisters any way he can while evading social services. Meanwhile, a young woman across town wakes to find a knife beside her bed, and a note reading I could of killed you. The police are tracking a mysterious burglar they call Goldilocks, for his habit of sleeping in the beds of the houses he robs. But the woman doesn’t see the point of involving the police. And Jack, very suddenly, may be on the verge of finding out who killed his mother. The Gold Dagger Award-winning author of Blacklands reaffirms her reputation for masterful, twisty crime fiction with this “unnerving suspense novel” (Marilyn Stasio, The New York Times).

Fanatical Prospecting

By Jeb Blount
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : John Wiley & Sons
  • Book Code : 1119144760
  • Total of Pages : 304
  • Category : Business & Economics
  • Members : 672
  • Pdf File: fanatical-prospecting.pdf

Book Short Summary:

Ditch the failed sales tactics, fill your pipeline, and crush your number Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

To Sell Is Human

By Daniel H. Pink
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Penguin
  • Book Code : 1101597070
  • Total of Pages : 272
  • Category : Business & Economics
  • Members : 967
  • Pdf File: to-sell-is-human.pdf

Book Short Summary:

Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

Sales Mind

By Helen Kensett
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Profile Books
  • Book Code : 1782832459
  • Total of Pages :
  • Category : Business & Economics
  • Members : 711
  • Pdf File: sales-mind.pdf

Book Short Summary:

We're all selling something every day, whether at work or closer to home. But with advanced technology and mass competition, it's never been harder to capture people's attention. That's why we need to develop our sales mind: mastering our innate selling skills will help us cut through the noise in any situation. Drawing on the wisdom of psychology, mindfulness and cultural history, as well as a lifetime in sales, Helen Kensett has created 48 beautifully illustrated tools to help you: - become more focused, and develop a more mindful approach - gather crucial knowledge about your buyer, market and what you're selling - identify and communicate clearly the key aspects of your pitch - up your creativity, generate the best ideas and close the deal. From quick tricks for getting focused to simple skills like writing killer emails, Sales Mind is full of practical tools, real world tips and psychological insights to help you improve your selling at every step.

Selling Is Hard. Buying Is Harder.

By Garin Hess
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Greenleaf Book Group
  • Book Code : 1632992957
  • Total of Pages : 292
  • Category : Business & Economics
  • Members : 529
  • Pdf File: selling-is-hard-buying-is-harder.pdf

Book Short Summary:

Enable Your Buyer for Faster B2B Sales Garin Hess, the founder and CEO of Consensus, the leader in intelligent demo automation software, points out that when it comes to B2B sales effectiveness, the real challenge for salespeople is to get better at understanding and facilitating their customers’ buying group and buying process. Sales teams can shorten sales cycles and increase close rates by learning to equip their champion—the people promoting their solution inside the target account—effectively by using the DEEP-C™ buyer enablement framework: Discover, Equip, Engage, Personalize, and Coach. This book guides sales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model.

Emotional Intelligence for Sales Success

By Colleen Stanley
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : AMACOM
  • Book Code : 0814430309
  • Total of Pages : 224
  • Category : Business & Economics
  • Members : 661
  • Pdf File: emotional-intelligence-for-sales-success.pdf

Book Short Summary:

Even skilled salespeople buckle in tough selling situations—getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. These fight-or-flight responses are something salespeople learn to avoid when building their emotional intelligence. Sales trainer and expert Colleen Stanley cites studies that show how emotional intelligence (EI) is a strong indicator of sales success--and offers tips on how you can sharpen your skills and expand your emotional toolkit. Increasing your emotional intelligence is a sure way to overcome tough selling encounters. In Emotional Intelligence for Sales Success, you’ll learn: how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts which EI skills are most common among top sales producers, and much more. Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships. Emotional intelligence plays a vital role at every stage of the sales process. From business development to closing the deal, emotional intelligence will drive your performance--and your success.

The Sales Acceleration Formula

By Mark Roberge
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : John Wiley & Sons
  • Book Code : 111904717X
  • Total of Pages : 224
  • Category : Business & Economics
  • Members : 302
  • Pdf File: the-sales-acceleration-formula.pdf

Book Short Summary:

Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.

The Ultimate Book of Sales Techniques

By Stephan Schiffman
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Simon and Schuster
  • Book Code : 1440550255
  • Total of Pages : 224
  • Category : Business & Economics
  • Members : 233
  • Pdf File: the-ultimate-book-of-sales-techniques.pdf

Book Short Summary:

The secrets of breakout selling! Using his thirty years of experience training corporate sales forces, Stephan Schiffman has put together a collection of the most essential techniques for succeeding in the field. From getting leads and cold calling to establishing a solid relationship and closing the deal, Schiffman covers everything you need to know in order to improve your performance and make the sale. Inside this book, you'll find his proven sales philosophy, which includes such elements as: Sales don't happen unless questions are asked. An objection is an opportunity in disguise. A salesperson's responsibility is to help the client solve a problem. No one ever made a good sale by interrupting a client. Whether you're new to the field or looking for a quick refresher, you will finally be able to beat out the competition and take your career to the next level with The Ultimate Book of Sales Techniques!

Unlimited Sales Success

By Brian Tracy,Michael Tracy
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : AMACOM
  • Book Code : 0814433251
  • Total of Pages : 272
  • Category : Business & Economics
  • Members : 230
  • Pdf File: unlimited-sales-success.pdf

Book Short Summary:

While there is no secret to being an elite sales professional, there is a set of consistently successful selling techniques that most companies don’t reach their salespeople, and which most entrepreneurs think they don’t have the time to learn. If there were a single “secret” to finding untold sales success, everyone in sales would be enjoying ridiculous amounts of success. However, some things in life are too important to not take the time to learn, and this is certainly one of them! In Unlimited Sales Success, you will discover practical, time-tested principles that can be learned and utilized by anyone, including: The psychology of selling: your own mindset is just as important as your customer’s Personal sales planning and time management Prospecting power: get more and better appointments Consultative and relationship selling: position yourself as a partner with the account Identifying needs accurately: you’ll know how to arouse their interest and overcome objections Influencing customer behavior: learn what triggers quick buying decisions Closing the sale: the five best methods ever discovered, and more! Loaded with eye-popping facts, extremely beneficial exercises, and exhilarating stories of great selling techniques in action, Unlimited Sales Success will provide a use-it-now approach that will set you up for becoming a top sales professional in your industry today.

Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

By Michael D. Krause
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : McGraw Hill Professional
  • Book Code : 0071805435
  • Total of Pages : 224
  • Category : Business & Economics
  • Members : 903
  • Pdf File: smart-prospecting-that-works-every-time.pdf

Book Short Summary:

Get More Face Time and Higher Close Rates--the SMART Way Smart Prospecting That Works Every Time! introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment-setting techniques to help you connect with more clients and close more sales than ever. "Krause is an uncommon salesperson and author who can turn his common sense into your common dollars." -- Jeffrey Gitomer, author of The Little Red Book of Selling "By implementing Mike’s strategies, you will reap the benefits of making stronger connections with your ideal clients. Read it, use it, and succeed!" -- Tom Hopkins, author of How to Master the Art of Selling "Smart Prospecting cuts through the clutter and gets to the heart of making cold calls successfully." -- Jill Konrath, author of SNAP Selling and Selling to Big Companies "This is not just a must-read, it is must-do book for everyone in sales." -- Stephan Schiffman, author of Cold Calling Techniques (That Really Work!)

Selling

By Don Saracen
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : eBookIt.com
  • Book Code : 1456614525
  • Total of Pages : 132
  • Category : Business & Economics
  • Members : 610
  • Pdf File: selling.pdf

Book Short Summary:

National sales expert Don Saracen creator of "the People Proposition Process" provides 49 proven Tips to Out Sell the Competition for the New Economy. This professional sales how-to book gives you the reader, real world examples, stories and ideas that will accelerate the sales process and land you more new business! Learn how to professionally Connect, Communicate and Collaborate in today's rapid paced world.

Fatal Code (The SNAP Agency Book #2)

By Natalie Walters
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Baker Books
  • Book Code : 1493436317
  • Total of Pages : 320
  • Category : Fiction
  • Members : 718
  • Pdf File: fatal-code.pdf

Book Short Summary:

In 1964, a group of scientists called the Los Alamos Five came close to finishing a nuclear energy project for the United States government when they were abruptly disbanded. Now the granddaughter of one of those five scientists, aerospace engineer Elinor Mitchell, discovers that she has highly sensitive information on the project in her possession--and a target on her back. SNAP agent and former Navy cryptologist Kekoa Young is tasked with monitoring Elinor. This is both convenient since she's his neighbor in Washington, DC, and decidedly inconvenient because . . . well, he kind of likes her. As Elinor follows the clues her grandfather left behind to a top-secret nuclear project, Kekoa has no choice but to step in. When Elinor learns he has been spying on her, she's crushed. But with danger closing in on all sides, she'll have to trust him to ensure her discoveries stay out of enemy hands. Natalie Walters sucks you into the global race for space domination in this perfectly paced second installment of her SNAP Agency romantic suspense series.

She Reads Truth

By Raechel Myers,Amanda Bible Williams
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : B&H Publishing Group
  • Book Code : 1433692325
  • Total of Pages : 200
  • Category : Religion
  • Members : 123
  • Pdf File: she-reads-truth.pdf

Book Short Summary:

She wants faith, hope, and love. She wants help and healing. She wants to hear and be heard, to see and be seen. She wants things set right. She wants to know what is true—not partly true, or sometimes true, or almost true. She wants to see Truth itself, face-to-face. But here, now, these things are all cloudy. Hope is tinged with hurt. Faith is shaded by doubt. Lesser, broken things masquerade as love. How does she find something permanent when the world around her is always changing, when not even she can stay the same? And if she finds it, how does she hold on? She Reads Truth tells the stories of two women who discovered, through very different lives and circumstances, that only God and His Word remain unchanged as the world around them shifted and slipped away. Infused with biblical application and Scripture, this book is not just about two characters in two stories, but about one Hero and one Story. Every image points to the bigger picture—that God and His Word are true. Not because of anything we do, but because of who He is. Not once, not occasionally, but right now and all the time. Sometimes it takes everything moving to notice the thing that doesn’t move. Sometimes it takes telling two very different stories to notice how the Truth was exactly the same in both of them. For anyone searching for a solid foundation to cling to, She Reads Truth is a rich and honest Bible-filled journey to finally find permanent in a world that’s passing away.

Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology

By Doug Devitre
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : McGraw Hill Professional
  • Book Code : 0071848185
  • Total of Pages : 256
  • Category : Business & Economics
  • Members : 375
  • Pdf File: screen-to-screen-selling.pdf

Book Short Summary:

Screen to Screen Selling is one of the most powerful tools you will ever use. It’s on your desktop, your laptop, your tablet, and your smartphone. It puts face-to-face accessibility at your fingertips, delivers high impact at a low cost, and opens up a whole new world of sales possibilities. From remote business meetings to long-distance presentations to live customer feeds, screen-to-screen is where it’s at. And since it works on multiple platforms, it’s wherever you want to go. That’s the power of Screen to Screen Selling, a game-changing step-by-step guide that shows you how to: INCREASE SALES by reaching out to customers anywhere in the world BOOST PRODUCTIVITY by making every meeting count, getting every worker on board, and keeping every customer engaged IMPROVE PERFORMANCE by using visual aids in your screen-to-screen meetings, presentations, and conversations ENHANCE CUSTOMER EXPERIENCE by delivering the kind of personal, one-on-one service they won’t find anywhere else Filled with money-saving tips, time-saving strategies, and practical tech-smart solutions to all your business needs, screen to screen selling is the perfect go-to guide for making person-to-person connections that really count—and really pay off. If the success of your business depends upon your ability to communicate, influence, persuade, or present ideas that solve problems, you need to harness the power of screen to screen technology to help you get the job done—faster, more efficiently, and more affordably. This essential user’s guide provides all the information you need to access and implement the best digital and online tools available for conducting remote meetings, sales presentations, training sessions, and much more. Screen to Screen Selling will show you how to: Boost sales, performance, and customer experience—without being physically present Choose the right technology for the right job and the right budget Prepare the best visuals for every transaction, every client, every time you connect Find the highest-rated apps, software, and online services—at the lowest price possible Visually demonstrate value that only you can provide—in a way that makes you stand out from the competition Conduct meetings, train employees, coach teams, and give presentations that captivate audiences—and seal the deal every time Jam-packed with field-tested strategies, user-friendly tips, and market-ready solutions, this comprehensive guide will help you reduce your costs, manage your time, expand your customer base, and run your meetings more efficiently—even if you can’t be there in person. You’ll find revealing case studies of successful screen-to-screen sellers, as well as valuable presentation tools, security tips, and other online resources. As a bonus, the book includes a selection of links to screen-to-screen tutorials, webinars, checklists, and presentation slides—so you can access the information across multiple devices in multiple ways. These simple but powerful techniques can be applied to virtually any industry. Even if your primary responsibility isn’t sales, you can use this innovative technology to make better decisions, stronger connections, and more new contacts than ever before. It’s the picture-perfect way to sell your vision. Coast to coast. Person to person. Screen to screen. Doug Devitre is the founder of Doug Devitre International, Inc. He was inducted into the National Association of Realtors Business Specialties Hall of Fame, awarded Entrepreneur of the Year from University of Missouri-Columbia, and bestowed the top honor of Certified Speaking Professional Designation by the National Speakers Association.

Agile Selling

By Jill Konrath
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : Penguin
  • Book Code : 0698155599
  • Total of Pages : 272
  • Category : Business & Economics
  • Members : 951
  • Pdf File: agile-selling.pdf

Book Short Summary:

Sales expert Jill Konrath offers powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. This rapid change is often overwhelming, and sellers face an intense pressure from their bosses to deliver immediate results. Their livelihoods are totally dependent on their ability to get up to speed quickly. Sales guru Jill Konrath offers both new and experienced salespeople a plan for rapidly absorbing new information and mastering new skills by becoming agile sellers. Readers will learn the mindsets, learning strategies and habits that they can use in crazy-busy times to start strong and stay nimble. From time management tools to personal motivation, creativity, and gamification strategies, Konrath teaches sellers how to get more done in less time, regardless of the environment. To succeed in today's sales world, having go-to systems for rapid information and skill acquisition isn't only useful, but absolutely required. Konrath focuses on the meta-skills that will get sellers to high levels of sales and proficiency - and ultimately mastery - much faster than their usual methods. Readers who loved the no-nonsense advice in SNAP Selling and Selling to Big Companies will find Agile Selling equally valuable.

Mastering the World of Selling

By Eric Taylor,David Riklan
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : John Wiley & Sons
  • Book Code : 9780470651506
  • Total of Pages : 416
  • Category : Business & Economics
  • Members : 810
  • Pdf File: mastering-the-world-of-selling.pdf

Book Short Summary:

Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar

High-Profit Selling

By Mark Hunter, CSP
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : AMACOM
  • Book Code : 0814420109
  • Total of Pages : 272
  • Category : Business & Economics
  • Members : 729
  • Pdf File: high-profit-selling.pdf

Book Short Summary:

In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to short-term strategies like cutting prices, offering discounts, or making other concessions. High-Profit Selling teaches readers to rethink their approach to sales goals--so they not only sell a greater quantity but sell with the bottom line in mind. By explaining how short-term strategies are destructive to the long-term sustainability of a business, this eye-opening book helps readers instead focus their energy on “profit sales” that successfully execute product price increases while maintaining and strengthening current customer relationships. You’ll learn how to avoid negotiating, actively listen to customers, match the benefits of products or services with customers’ needs and pains, confidently communicate value, and ensure prospects are serious and not shopping for price. Too many salespeople believe that a sale at any price is better than no sale at all. High-Profit Selling teaches them to do away with this logic and instead make sales that satisfy and add value to both the client and company.

Value Propositions that SELL

By Lisa Dennis
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : eBook Partnership
  • Book Code : 0692155112
  • Total of Pages : 254
  • Category : Business & Economics
  • Members : 826
  • Pdf File: value-propositions-that-sell.pdf

Book Short Summary:

In today's hyper competitive markets, it's hard to get your message heard by the right buyers. Without a rock solid, relevant value proposition, attracting and closing new customers is just plain hard. Most value propositions are 'inside-out' - more focused on product and service features than they are on the buyers' needs. Today, you need a whole lot more than an elevator speech, a unique selling proposition or even the one or two-line statement of value from a seller to a buyer. Get the road-map for a Value Proposition Platform that helps you create highly relevant, value-based messaging for use in both marketing content and conversations with buyers. Get ready to create a value proposition that SELLS! Includes Development Success Tools: 1. Primary research conducted with B2B buyers 2. Two in-depth case studies that demonstrate how to build a value proposition platform from start to finish 3. Seven downloadable templates to guide your work step by step

The Four Steps to the Epiphany

By Steve Blank
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : John Wiley & Sons
  • Book Code : 1119690285
  • Total of Pages : 384
  • Category : Business & Economics
  • Members : 601
  • Pdf File: the-four-steps-to-the-epiphany.pdf

Book Short Summary:

The bestselling classic that launched 10,000 startups and new corporate ventures - The Four Steps to the Epiphany is one of the most influential and practical business books of all time. The Four Steps to the Epiphany launched the Lean Startup approach to new ventures. It was the first book to offer that startups are not smaller versions of large companies and that new ventures are different than existing ones. Startups search for business models while existing companies execute them. The book offers the practical and proven four-step Customer Development process for search and offers insight into what makes some startups successful and leaves others selling off their furniture. Rather than blindly execute a plan, The Four Steps helps uncover flaws in product and business plans and correct them before they become costly. Rapid iteration, customer feedback, testing your assumptions are all explained in this book. Packed with concrete examples of what to do, how to do it and when to do it, the book will leave you with new skills to organize sales, marketing and your business for success. If your organization is starting a new venture, and you're thinking how to successfully organize sales, marketing and business development you need The Four Steps to the Epiphany. Essential reading for anyone starting something new. The Four Steps to the Epiphany was originally published by K&S Ranch Publishing Inc. and is now available from Wiley. The cover, design, and content are the same as the prior release and should not be considered a new or updated product.

Modern Marketing Using AI

By Malay A. Upadhyay,Pooja Chitnis
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : BPB Publications
  • Book Code : 9391030211
  • Total of Pages : 330
  • Category : Business & Economics
  • Members : 834
  • Pdf File: modern-marketing-using-ai.pdf

Book Short Summary:

Your guide to becoming a marketing guru and supercharge your brand with modern technologies. KEY FEATURES ● Industry-led best practices and real-world examples of brand successes and failures. ● Leading AI tools, guidelines, and templates for Marketing, Sales, and Customer Success. ● Advanced forms of marketing such as Consumer Neuroscience, Subliminal Marketing, and Virtual Advertising. DESCRIPTION How can some businesses survive centuries while hundreds collapse every year - from micro-enterprises to global brands? A brand's journey to grow and maintain loyal supporters is one of the timeless foundations for every company that its customer teams need to know. 'Modern Marketing Using AI' covers it all by taking a customer perspective to look at best practices, industry-leading strategies, technologies, and their timing to maximise the value of a brand. The book starts with an overview of a brand journey, how marketing, sales, and customer success work at each stage, and why the usage of AI in this field has become a need. It then dives into each stage, teaching us how to validate a product, define the brand, expand its visibility, and turn customers into fans with AI-led marketing techniques for channels, accounts, referrals, affiliates, influencers, social media and much more. At every stage, it highlights brand stories and how operational automation and insights can be leveraged for marketing. We conclude with guidelines on how marketers can prepare for AI and even estimate its impact on their jobs. You will walk away with a keen awareness of how to drive your organizational growth and gain a professional advantage by being ready for the era of artificial intelligence. WHAT YOU WILL LEARN ● Learn how Marketing, Sales, and Customer Success work together to define a brand and grow its customer base. ● Learn how to create brand recognition, credibility, engagement, receptivity, and resonance to optimize brand equity. ● Create a robust marketing plan and perfectly time the different marketing initiatives, from digital channels to neuroscience. ● Learn when, how, and what AI-enabled tools to deploy in marketing, sales, and customer success operations. WHO THIS BOOK IS FOR This book is aimed at entrepreneurs and marketing professionals, as well as educators and students who want to learn how to create a successful brand leveraging modern technologies. Readers are only required to have a rudimentary understanding of marketing, sales, and customer success. TABLE OF CONTENTS Section 1: Understanding the Brand Journey 1. The Importance of Brand Equity 2. A Typical Brand Journey 3. The Convergence of Marketing, Sales and Customer Success 4. AI and the Future of Marketing Section 2: Attracting Customers 5. Validating Your Brand and Product 6. Brand Identity 7. Brand Awareness – Web Presence 8. Brand Awareness – Social Media 9. Brand Awareness – Online Ads Section 3: Winning the Customers 10. Operational Alignment and Automation 11. Brand Credibility 12. Brand Engagement 13. Selling Strategies Section 4: Turning the Customers into Fans 14. Customer Onboarding 15. Brand Receptivity 16. Brand Resonance 17. How to Prepare for the AI Era

Conversations That Sell

By Nancy Bleeke
  • File : Pdf, ePub, Mobi, Kindle
  • Publisher : AMACOM
  • Book Code : 081443181X
  • Total of Pages : 240
  • Category : Business & Economics
  • Members : 377
  • Pdf File: conversations-that-sell.pdf

Book Short Summary:

Leveraging her years of experience as a sales professional, sales manager, and sales coach, Nancy Bleeke became the founder and president of the training and consulting firm Sales Pro Insider. Now, with a shrewd understanding of buyer burnout and the need for more meaningful, collaborative conversations that will capture the buyer’s attention and drive buyers to act, Conversations That Sell shares Bleeke's five-step sales system designed to help salespeople in all industries increase their short- and long-term success. Packed with valuable tools and shrewd real-world examples, this book provides insight into Bleeke’s driven, determined approach to buyer conversations and shows readers how to identify sales opportunities, address buyer needs, work through objections, and keep the focus of every conversation where it belongs--on the buyer. Through it all, she maintains a keen awareness of her readers’ motivation, and the real reason behind the importance of her message--to help sales professionals achieve winning outcomes.