Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where
BLUE OCEAN SHIFT is the essential follow-up to Blue Ocean Strategy, the classic and 3.6 million copy global bestseller by world-renowned professors W. Chan Kim and Renee Mauborgne. Drawing on more than a decade of new work, Kim and Mauborgne show you how to move beyond competing, inspire your people's confidence,
The dream of content marketing is that it’s going to be a magical funnel that drips money into your bank account. Its lure is that it will create an inbound sales machine. But what should you do when it doesn’t work like that? Or even at all? That’s the question that the
Marc Miller, author of the best-selling sales book Selling Is Dead, delivers another critical tool for connecting with decision-makers to make more and bigger sales. A Seat at the Table offers a new sales approach: stop selling and start helping customers win, win bigger, and win more often. Customers only care
How can you turn a passion into a thriving business? By growing a following of people who are passionate about the same thing as you and providing them with regular expert content and help related to your passion. Once you do, you can easily monetize that following—through books, courses, coaching, consulting,
We don’t usually take care of the tiniest of details and what they might tell about people or events happening around us. And Lindstrom thought that this is where marketers should start from. It’s not about the big data, instead, the details that aren’t obvious. Even if people share the same
For the first time ever, Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—opens his playbook and gives readers access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Belfort is ready to unleash
Have a passion project you want to share with the world? Something amazing you always wanted to do, but don't know how to reach an audience? Then let this Gundi Gabrielle walk you through SassyZenGirl's proven 7-STEP FORMULA to go from ZERO (followers) to INFLUENCER STATUS in just a few months!
Two effectiveness experts from The Gallup Organization use the latest statistics to debunk the most pervasive myths about sales and to determine that there is no one formula for success, and that training, knowledge and experience cannot make a great salesperson. They help salespeople understand themselves and their top sales talents
Hundreds of organizations everywhere now seek to change the world by creating a customer service revolution. It’s a major part of their business strategy, as they distance themselves from the competition. However, for it to be truly successful, it is critical you understand what creating a customer service revolution really means:
It’s old news that buyers have a lot more information about everything than in decades past. Also fairly well established is that today’s buyers are harder to reach, buying cycles are longer, and more decision makers are involved in every sale. Yes, buying has changed a lot, yet from the 1970s until
Delivering Knock-Your-Socks-Off Service means creating a positive, memorable experience for every customer, exceeding expectations, and satisfying needs in such a way that you’re seen as easy to do business with. It means looking for opportunities to wow and delight your customer in unique and unexpected ways. The customer who experiences all
In SPIN Selling, Rackham examines selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, you will be able to dramatically increase your sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing
Political marketing is about how political elites use marketing tools and concepts to understand, respond to, involve and communicate with their political market in order to achieve their goals. These goals can include–in addition to getting votes to be elected–creating more understanding of a complex policy, passing legislation, and winning control
You live in a time when online reviews are prominent and powerful. If you’re like many business stakeholders, you might be confused or overwhelmed by online reviews. In this book, showed valuable how-to instructions, advice from experts, insider tips from review venue representatives, and insights into consumer behavior that you can
Customers don’t simply buy products or services; they hire them to do a job. Understanding customers does not drive innovation success. Understanding customer jobs does. If you build your foundation on the pursuit of understanding your customers’ jobs, your strategy will no longer need to rely on luck. In fact, you’ll
The Greatest Salesman in the World is one of the bestsellers from Og Mandino. The book, just like many other inspirational works that he has done, is an outstanding story that leads a person through an interesting story that has great lessons. In this inspirational book, he combines great skills of
In Our Rapidly Changing world, selling is becoming more difficult because buyers are changing. The Lives of our best customers, those who have known and valued you the most, have been changed personally and professionally. In today's fiercely competitive marketplace, buyers are slashing costs to get by, which means there's more
Dedicated to the elimination of myths and misconceptions from the marketing process; those are the first words written by Al Ries and Jack Trout, as a prelude to a business classic book that has long since influenced marketing thought forever. Right from the very beginning, this book touches a nerve when
What are the most important assets of your business today? Your brand? Intellectual property? Physical facilities? Inventory? Employees? All of these are likely answers; however, there’s one asset that is constantly missing when we ask companies this very question: Audiences. The equation is simple: Bigger audiences = more revenue. You may think
Brands want to be talked about so people will buy their products and services. Consumers want to interact with brands that make the products and services they purchase. Brands also want consumers to relate to them, become highly loyal, and buy that same brand for the rest of their lives. They
Selling impacts every person on this planet. Your ability or inability to sell, persuade, negotiate, and convince others will affect every area of your life and will determine how well you survive. No matter what your title or position is in life, or what your role is in a company or
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five
It’s a vexing situation for business leaders that one of our most valuable assets is also the least likely to be quantified. Of course it’s hard enough to identify our best customers, let alone know what moves them to choose one brand over another. If you were asked about your company’s
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