Thousands of entrepreneurs and innovators use Lean B2B to quickly find traction in the market.Packed with more than 20 case studies, Lean B2B consolidates the best thinking around Business-to-Business (B2B) customer development to help entrepreneurs focus on the right actions each step of the way, leaving as little as possible to luck.The audioook helps:Assess the market potential of opportunities to find the right opportunity for your teamFind early adopters, quickly establish credibility, and convince business stakeholders to work with youFind and prioritize business problems in corporations and identify the stakeholders with the power to influence a purchase decisionCreate a minimum viable product and a compelling offer, validate a solution, and evaluate whether your team has found product-market fitIdentify and avoid common challenges faced by entrepreneurs and learn ninja techniques to speed up product-market validation 1. Language: English. Narrator: Etienne Garbugli. Audio sample: http://samples.audible.de/bk/acx0/160225/bk_acx0_160225_sample.mp3. Digital audiobook in aax.
B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships ab 44.99 € als Taschenbuch: . Aus dem Bereich: Bücher, Wissenschaft, Wirtschaftswissenschaft,
The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout best seller hailed as a "sales bible" (Inc.com). If your organization's success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline - whether you're a sales or marketing executive, team leader, or sales representative. Based on the acclaimed business model that made Predictable Revenue a runaway best seller, this powerful approach to B2B prospecting will help you to: Identify the prospects with the greatest potential Clearly articulate your company's competitive position Implement account-based sales development using ideal account profiles Refine your lead targeting strategy with an ideal prospect profile Start a conversation with people you don't know Land meetings through targeted campaigns Craft personalized email and phone messaging to address each potential buyer's awareness, needs, and challenges Define, manage, and optimize sales development performance metrics Generate predictable revenue You'll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals - quickly, efficiently, and predictably. The book includes easy-to-use charts and email templates and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit. Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets - and generat 1. Language: English. Narrator: Todd Belcher. Audio sample: http://samples.audible.de/bk/graw/000210/bk_graw_000210_sample.mp3. Digital audiobook in aax.
10 Steps to Implementing B2B Product Management: The CEO Playbook offers an unprecedented, no-holds-barred look at how CEOs should be instituting the product management function - and reveals the reasons why they get it wrong. Whereas the bulk of the other product management resources are directed to product managers of B2C products, this brief book uniquely addresses the needs of the CEO when introducing product management in their B2B company. Jim Berardone examines how B2B business models have a profound impact on the product management function. In working over two decades with CEOs of different sized early-stage and established technology businesses, Berardone notes that smart, savvy CEOs can often struggle when it comes to making product management work. They get suggestions from trusted friends, teams, board members, investors, and others offering lots of ideas and advice on approaching product management. Yet, part of the challenge is there are many variations in the ways product management is implemented; there is no single way nor should there be. Off-the-shelf solutions don’t work. Berardone argues, “Every company’s situation is unique with its own business goals, strategies, business model and customer value propositions,” and every CEO needs to make-to-order their own, distinct product management solution. 10 Steps to Implementing B2B Product Management guides CEOs and other executives in the organization through the complex process of creating a customized, formal product management function. It has been created to help CEOs avoid common mistakes most organizations make when initiating a product management function. He challenges some widespread beliefs in this field. And, it’s intended to reduce the typical pain and pitfalls associated with product management. 1. Language: English. Narrator: Anthony G. Chiappetta. Audio sample: http://samples.audible.de/bk/acx0/135403/bk_acx0_135403_sample.mp3. Digital audiobook in aax.
B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships ab 34.99 € als pdf eBook: 1. Auflage. Aus dem Bereich: eBooks, Wirtschaft,
Sales genius is a team sport. As a B2B sales leader, you know that by Murphy's law, despite your team's best efforts, some deals will inevitably get stuck, or key relationships will go sour. And too often it's the most important ones - the last thing you need when millions of dollars are on the line. "Dealstorming" is Tim Sanders' term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it "a Swiss army knife for today's toughest sales challenges". It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team onboard for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from nonsales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real-world examples from major companies like Oracle and Skillsoft along with problem-finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration project 1. Language: English. Narrator: Tim Sanders. Audio sample: http://samples.audible.de/bk/peng/002775/bk_peng_002775_sample.mp3. Digital audiobook in aax.
Today’s B2B buyer is challenged by a more complex buying journey, with more stakeholders, lengthening decision cycles, and no decisions. In order to help buyers navigate this journey, sellers and marketers are evolving from pitch to purpose, providing the right content, tools and intelligence to better communicate and quantify business value outcomes and drive faster purchase decisions. However, the evolution is not without challenges. What if you had a roadmap to guide you on this difficult journey? This book on Evolved Selling is designed to help you navigate from pitch to purpose, highlighting the best path, and illuminating the dangers so you can survive the process, stronger and better. Evolved Selling simply and effectively guides you through a sales transformation journey through the 4 I’s of Evolved Selling: Inspire: leveraging a time honored value storytelling technique originally developed by Aristotle, and confirmed by modern neuroscience, to motivate buyers from “do nothing” to “yes”. Influence: learning how sellers can better access the right value-focused content at the right time in the right format to motivate buyers forward at pivotal moments during every conversation. Interact: Understanding how you can deliver data-driven interactive sales and marketing tools like diagnostic assessments, ROI and TCO calculators to foster collaborative discovery and financial justification. Intelligent: Providing integration, tracking and insights with machine learning and artificial intelligence to understand best outcomes and optimize each next best sales effort. You’ll have the opportunity to learn directly from leading analysts and the success and pitfalls of those who have made the Evolved Selling journey including: ADP, MillerCoors, PepsiCo, Splunk, and Workday. This Evolved Selling book provides an in-depth analysis into each of the 4 1. Language: English. Narrator: Tom Pisello, Betty Monroe. Audio sample: http://samples.audible.de/bk/ntgl/000989/bk_ntgl_000989_sample.mp3. Digital audiobook in aax.
Selling value to B2B buyers today can feel like trying to stop a freight train that's hurtling towards the sales graveyard of commoditization and discounting. Today's empowered buyer has done research, has a clear idea of his or her firm's needs, and knows how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customer's thinking without challenging the customer? That's the question that this audiobook will answer. In part one of this book, we will examine why Insight Selling will help you sell value and differentiate your product to empowered buyers. In part two, we will provide six reasons why Insight Scenarios™ trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes. Finally, in part three, we will show you how to create insight scenarios so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: They will be able to deliver insights without upsetting the buyer, and; They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product. 1. Language: English. Narrator: Dean Wendt. Audio sample: http://samples.audible.de/bk/acx0/033173/bk_acx0_033173_sample.mp3. Digital audiobook in aax.
B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships ab 44.99 EURO