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Summary of Erik Peterson & Tim Riesterer's The Expansion Sale
Please note: This is a companion version & not the original book. Sample Book Insights: #1 The brain science behind developing effective communications for the four must-win commercial moments in customer expansion is covered in this section. You will learn how to create messages that have been tested and proven to increase your chances of keeping and growing your existing customers. #2 The principles of Decision Science still apply to renewal and expansion conversations, but you must approach them differently. You must use a radically different method than traditional provocation-based sales, which is based on using triggers to get prospects to expand their businesses. #3 You must disrupt a...
Summary of Erik Peterson & Tim Riesterer's Conversations That Win the Complex Sale
Please note: This is a companion version & not the original book. Sample Book Insights: #1 The difference between winning and losing is not just about where you show up and who you speak with, but what you say when you get there. Sales methodology is about how to structure an opportunity or an account, but it’s the messaging that fuels the process. #2 In a hypercompetitive environment, where customers are overwhelmed by the amount and complexity of information, you must differentiate yourself from the competition by having the right messages. #3 The top strategic initiative for sales is to fuel better customer conversations, according to research conducted by several major analyst firms. #4 The success of a salesperson isn’t going to be determined by where they show up, but by what they say when they get there. Thus, it is important to evaluate your customer conversations and your sales process to see if they help you position your offerings as solutions to client problems.
Case on Appeal
None
Handbook of Magnetic Materials
Volume 17 of the Handbook on the Properties of Magnetic Materials, as the preceding volumes, has a dual purpose. As a textbook it is intended to be of assistance to those who wish to be introduced to a given topic in the field of magnetism without the need to read the vast amount of literature published. As a work of reference it is intended for scientists active in magnetism research. To this dual purpose, Volume 17 of the Handbook is composed of topical review articles written by leading authorities. In each of these articles an extensive description is given in graphical as well as in tabular form, much emphasis being placed on the discussion of the experimental material in the framework of physics, chemistry and material science. It provides the readership with novel trends and achievements in magnetism.*composed of topical review articles written by leading authorities *intended to be of assistance to those who wish to be introduced to a given topic in the field of magnetism *as a work of reference it is intended for scientists active in magnetism research *provide the readership with novel trends and achievements in magnetism
