Nonstop sales boom powerful strategies to drive consistent sales growth year after year
Companies often get trapped in a boom-and-bust pattern, with sales results lurching between highs and lows and the end of each quarter culminating in a mad scramble to meet quotas. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from m...
| Otros Autores: | |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
New York :
American Management Association
2014.
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628259806719 |
Tabla de Contenidos:
- Cover; Title; Copyright; Contents; Acknowledgments; Introduction. A Better Ways: A Nonstop Sales Boom; PART I: ENGAGEMENT; Chapter 1: The ""Destructive Power of Boom-Bust Cycles; Key Characteristics of Booming Companies; Moving to a Perpetual Boom: TalkSwitch Inc.; Sales Bust Cycles; Fourteen Reasons Why Boom and Bust Cycles Are Unnatural and Damaging; Chapter 2: The Sales Radars: How the Continuous Sweep of Customer Engagement Destroys Tunnel Vision; The Three Categories of Tunnel Vision; Discovering Your Sales Radar: Shattering the One-Direction Bias
- Your Sales Radar and the Four States of EngagementWhat Makes the Sales Radar So Unique?; Evaluating Your Success in Each of the Four States of Engagement; Your Sales Radar and the Sales Pipeline; PART II: ATTRACTION; Chapter 3: Of Math and MADness: How to Identify the Most Promising Prospects for Your Pipeline; Think Quantity: Set Your Prospecting Goals; Prequalification: You Don''t Have to Sell to Everyone!; Colleen''s Power Tip #1: Sales and Marketing Must Agree on Definitions; Colleen''s Power Tip #2: Pipeline Sales as Percentage Completed
- Chapter 4: ""Wow, I See You Everywhere!"": Leveraging New Pathways to Reach the ProspectThe Old Sales Process; The New Sales Process; Be Ubiquitous; Harness the Power of Social Media; Step Away from the Computer; Make Sure Sales and Marketing Are in Sync; Colleen''s Power Tip #3: Nine Keys for Prospecting Perfection; Colleen''s Power Tip #4: Be Consistent; Chapter 5: The Expert Salespersons Publish What You Know-in Every Way Possible; Become a Publisher; Prove It! Case Studies Reinforce Your Expertise; Colleen''s Power Tip # 5: Marketing Is Not Just for Marketers; PART III: PARTICIPATION
- Chapter 6: Before the Negotiations: Collaborate with Qualified Prospects on Proposed SolutionsQualification Requires Intimate Knowledge of Your Prospect; Vital Questions: What You Need to Know; Should They Stay or Should They Go?; Collaborate with Qualified Prospects on Solution Design; Evaluating a Proposal That''s Hard to Reject; Keep the Process Moving: How to Co-Create the Urgency to Participate; Colleen''s Power Tip# 6: 4M Meetings Get the Job Done; Chapter 7: Fearless Negotiatings How Candor and Rigorous Follow-Up Clear the Path to Closing
- Decision: The Buyer Cogitates on Whether to Accept a ProposalNegotiation: Be Involved and Hold Firm; The Engage Four-Step Negotiation Plan; Colleen''s Power Tip #7: Turn Confrontations into Conversations; Colleen''s Power Tip #8: Use the Engage SALE Methodology to Answer Questions; Chapter 8: Participation Continues: Stay Engaged After the Close; Hit the Ground Running: Quick Start, Early Wins, and a Thank-You; Help Customers Take Full Advantage; Communicate the Tangible and Intangible Value; Two-Listed Seller: How Glen Keeps His Clients Informed and Happy
- Colleen''s Power Tip #9: Eleven Tangible Ways to Create Intangible Value
