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.
Growing a small business requires more than just sales Business Development For Dummies helps maximise the growth of small- or medium-sized businesses, with a step-by-step model for business development designed specifically for B2B or B2C service firms. By mapping business development to customer life cycle, this book helps owners and managers ensure a focus on growth through effective customer nurturing and management. It´s not just sales! In-depth coverage also includes strategy, marketing, client management, and partnerships/alliances, helping you develop robust business practices that can be used every day. You´ll learn how to structure, organise, and execute an effective development plan, with step-by-step expert guidance. Realising that you can´t just ´´hire a sales guy´´ and expect immediate results is one of the toughest lessons small business CEOs have to learn. Developing a business is about more than just gaining customers - it´s about integrating every facet of your business in an overarching strategy that continually works toward growth. Business Development For Dummies provides a model, and teaches you what you need to know to make it work for your business. * Learn the core concepts of business development, and how it differs from sales * Build a practical, step-by-step business development strategy * Incorporate marketing, sales, and customer management in general planning * Develop and implement a growth-enhancing partnership strategy Recognising that business development is much more than just sales is the first important step to sustained growth. Development should be daily - not just when business starts to tail off, or you fall into a cycle of growth and regression. Plan for growth, and make it stick - Business Development For Dummies shows you how.
The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You´ll Ever Need and The Lost Art of Closing.Like it or not, sales is often a zero-sum game: Your win is someone else´s loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that´s only growing by three percent?It´s not easy for any salesperson to execute a competitive displacement - or, in other words, ´´eat their lunch´´. You might think this requires a bloodthirsty ´´whatever it takes´´ attitude, but that´s the opposite of what works. If you act like a mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this audiobook shows you how to find and maintain a long-term competitive advantage by taking steps like:Ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solutionUnderstanding the different priorities for everyone in your prospect´s organization, from the CEO to the accountants, and addressing their various concernsDeveloping a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequenceYour competitors may be tough, but with the strategies you´ll discover in this audiobook, you´ll soon be eating their lunch. 1. Language: English. Narrator: Anthony Iannarino. Audio sample: http://samples.audible.de/bk/peng/004215/bk_peng_004215_sample.mp3. Digital audiobook in aax.
Elite Execution: Disciplines & Insights for Extraordinary Salespeople was written for experienced professionals. Jason Elmore shares practical action items and insightful concepts that have been compiled and tested during a sales career that spanned the globe, from B2B to Med Device, and resulted in top performance and accolades. These tools and approaches were recognized as being so critical to success that Jason was awarded the opportunity to build and execute new hire sales training at one of the fastest growing divisions of the world´s largest healthcare company where he reduced average time to hit quota for new hires 50%. Jason specializes in introducing disruptive technology to surgeons and the healthcare market. We all know selling isn´t easy...and surgeons are some of the toughest customers. Surgeons outrank their sales representatives in just about every measure: experience, education, and income. Additionally, a surgeon´s decision to try something new can have life changing risks and benefits to patients. Combine all of that with the increasing financial pressures in healthcare, increasing regulation, multiple deal-killing, stakeholders in the system, and you have a recipe for what is perhaps the most complex sales environment today. Bottom line: what works here...will work anywhere. As you begin to learn from Jason´s proven experience, you will be exploring many critical concepts and disciplines: Articulate insights, manipulate variables, replicate success, translate it to others, and sustain your success Ask the right questions without asking too many Re-think roleplays to become a leader among your peers Diagram and diagnose broken sales calls and capture the keys to successful sales calls Find a sales job that matches your skills and experience Understand what motivates elite sales reps to achieve the exceptional Understand ´´walk 1. Language: English. Narrator: A. J. Morrison. Audio sample: http://samples.audible.de/bk/acx0/097315/bk_acx0_097315_sample.mp3. Digital audiobook in aax.