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Selling with Integrity
Filled with in-depth examples of Buying Facilitation in action, Selling with Integrity details a practical questioning and listening process which facilitates buyers in understanding their complex buying environments.
Somebody Makes a Difference
Buying Facilitation: The New Way to Sell that Influences and Expands Decisions significantly updates Sharon Drew Morgen's revolutionary Bestseller Selling with Integrity and offers sellers additional skills to actually teach their buyers how to line up decision variables to discover and create their best solution. A true values-based approach, Buying Facilitation introduces the newest thinking in the field of sales, and is touted by marketing guru Philip Kotler as the next step beyond Consultative Selling. Sales is no longer merely a means to offer product data but a highly skilled profession in which sellers become true consultants, and lead buyers through all of those unique, internal, and...
Mastering the World of Selling
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...
Mastering the Complex Sale
Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Ma...
The Airbnb Way: 5 Leadership Lessons for Igniting Growth through Loyalty, Community, and Belonging
New from bestselling author Joseph Michelli! How Airbnb has disrupted the hospitality industry for unparalleled success—critical lessons that apply to any 21st Century business No one understands better than Joseph Michelli how businesses create and leverage world-class customer experiences. Over the past decade, Michelli has guided businesses in human experience transformation and revealed how Starbucks, Zappos, Mercedes, and other top companies design and execute the strategies that made them the undisputed leaders of their industries. Now, Michelli turns his attention to major disrupter, Airbnb. In The Airbnb Way, he shows how innovative leaders have managed to build an unique brand by ...
Rebuild: the Economy, Leadership, and You
We believe that there has never been a better time to start businesses and build an economy that works for all of us, and all our needs. This book gives builders of a better world the toolkit and building blocks capable of doing the job, because each is designed for a regenerative, sustainable, circular economy that delivers a good life for all within the planet's boundaries. Whatever you are focused on, from our the rapid depletion of everything we need to live on the planet, the climate emergency, the 17 UN SDG, to your own life, you will get proven cutting edge approaches to grow yourself bigger than your challenges; build agile, antifragile businesses that deliver impact and profit, without compromise on either, and are fit for human beings to thrive in; build local and global economies inherently healthy for us; a new economics, integrating our latest understanding across the disciplines.
SNAP Selling
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 su...
Insight Selling
The Internet provides such comprehensive product information that B2B buyers needn't deal with B2B sellers until quite late in the sales cycle. At that stage, customers don't need features-and-benefits information; they need specific insights told through stories that are tailored to their situation. Sales-training expert Michael Harris explains how B2B salespeople can deliver these insights for maximum results. His technique transforms B2B prospects' classical wariness of sales representatives into enthusiasm for learning about and buying what they sell. Harris backs up his recommendations with impressive research. He explains why salespeople must be able to tell good stories to win customers. Ironically, the author is a good instructor, but he could be a better storyteller. In most chapters, he explains his point of view quite satisfactorily, but in some, he's confusing and even contradictory. When Harris is on target, his advice is very useful. getAbstract recommends his potent approach to B2B salespeople who need to know how to tell their product's story for maximum sales impact.
Quantum Marketing
Raja Rajamannar, Chief Marketing Officer of Mastercard, shares breakthrough, frontier strategies to navigate the challenges that result from today’s unprecedented disruption. As technology has continually evolved in the last several decades, marketing has had to change with it, evolving through four significant stages that build on the strategies and tools of the previous era. What happens next in the fifth stage, or Fifth Paradigm, will not be an evolution, but a revolution. Almost everything about how marketing is done today, including the very notion of a brand itself, will require a complete re-imagination. As Chief Marketing Officer of Mastercard, one of the world’s most recognizabl...
Sword of Darkness
The new king of Camelot wears no shining armor: Arthur and his knights have fallen and a new king rules. In the darkest forest... A scared, forsaken youth has become the most powerful—and feared—man in the world. Ruthless and unrestrained, Kerrigan has long ceased to be human. In the heart of London... A spirited peasant mired in drudgery, Seren dreams of becoming her own woman, but never expects that by fleeing her fate, she will meet her destiny. Their worlds are forever changed... Kerrigan's goal is simple: barter or kill Seren to claim Arthur's Round Table. Yet she is the one person who holds no fear of him. More than that, her nobility sparks something foreign inside him. In his nether realm, kindness is weakness and a king who harbors any sort of compassion loses his throne. For countless centuries, Kerrigan has lived alone in the shadows. Now Seren's courage has forced him into the light that will bring either salvation to both of them...or death.
