Tabla de Contenidos: “…-- Chapter 28 Three Choices for Your Time -- Chapter 29 Eat the Frog -- Chapter 30 Leverage High-Intensity Activity Sprints -- Part IV Sell Better -- Chapter 31 Don't Bring Charm to a Gunfight -- Chapter 32 It's the Sales Process, Stupid -- Chapter 33 Qualify Better -- Chapter 34 Deal with Decision Makers -- Chapter 35 Advance with Micro-Commitments -- Chapter 36 Keep the Faith -- Chapter 37 Discover Better -- Chapter 38 Emotional Experience Matters…”

Tabla de Contenidos: “…-- The three key leadership roles : sales, marketing, and sales operations/enablement -- Organizational tools and metrics for social selling success -- Start building a personal brand -- Develop buyer-centric profiles : LinkedIn, Twitter, and other social platforms -- Find : socially surround a buyer and the buying committee -- Educate : leveraging content to shape a buyer’s journey -- Engage : touching “every deal, every day” with social media -- Develop : scaling up your social networks -- Create a social selling routine -- Why does misalignment exist between sales and marketing? …”

Tabla de Contenidos: “…147 Chapter 18 How to Turn a Closed Internet Lead into Even More Sales 149 Bonus: Checking the Analytics and Metrics That Actually Matter (and what to do based on what you find) 153 Notes 163 Index 167.…”

Tabla de Contenidos: “…-- Repairing Email -- Chapter 3 Video: The Personal, Rehumanizing Tool -- Relationships Are the Whole Point -- Millennia of Human Brain Training -- Our Faces Speak the Same Language -- The Eyes Have It -- Talking With Your Hands -- The Warmth of Your Smile -- Outsmarting Our Mental Shortcuts -- Chapter 4 Six Signs This New Approach Is for You and Your Business -- Sign 1: You Teach, Train, Sell, or Serve -- Sign 2: You Drive Opportunities Toward Face-to-Face Meetings -- Sign 3: You Want to Improve Customer Experience -- Sign 4: You Risk Disintermediation by Web Apps, Tools, and Automations -- Sign 5: You Benefit From Word of Mouth -- Sign 6: You Win More Opportunities Face to Face -- Six Signs That You Need Personal Video -- Part 2 When to Rehumanize with Video -- Chapter 5 Nine Stories of Sales Acceleration and Better Customer Experience -- Author Dan Pink and Professor Dan Smith -- The Most Important Sound in Any Language -- Leadership, Video, and the Handwritten Note -- Appreciation You Can Feel -- More Sales Replies and Fewer Support Replies -- Even More Success in Customer Success…”

Tabla de Contenidos: “…Introduction : fight club and knock-out commitments -- Awful truths that can set you free -- Earning the right to win -- Building your platform -- Executing your combo strategy -- The act of personal sales leadership…”

“…It puts face-to-face accessibility at your fingertips, delivers high impact at a low cost, and opens up a whole new world of sales possibilities. From remote business meetings to long-distance presentations to live customer feeds, screen-to-screen is where it’s at. …”

“…The sad fact is, there are very few who are using LinkedIn to build meaningful connections that translate into measurable sales results. Forget the old sales and marketing gimmicks. …”

Materias: “…Francesc, de Sales, sant, 1567-1622 Vida espiritual…”

“…In Selling in a Crisis, the world's most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change. …”

“…It is also what sells a product – and simply by improving a sales script, a company can massively increase conversions. …”

Tabla de Contenidos: “…The Power of Understanding People: The Key to Strengthening Relationships, Increasing Sales, and Enhancing Organizational Performance; Contents; Preface; Introduction: We Are All Delusional!…”

Tabla de Contenidos: “…Machine generated contents note: DEDICATION 6 ACKNOWLEDGEMENTS 7 PREFACE 11 FOREWORD 17 CHAPTER 1: THE SCIENCE of SELLING 20 The Changing Nature of Selling 21 The Crisis in Sales Management 24 The Advent of Scientific Selling 29 CHAPTER 2: The SCIENCE of BEHAVIORAL ASSESSMENT 33 Behavioral Assessment 33 Behavioral Surveys 36 Business Applications of Behavioral Science 37 The Effectiveness of Behavioral Assessment 40 How to Choose a Behavioral Assessment Method 41 CHAPTER 3: The SCIENCE of SALES SKILLS ASSESSMENT 46 The History of Sales Skill Assessment 47 The Advent of Sales Process 48 The Limitations of Sales Process 49 Evolution of Sales Skills 51 Limitations of "Solution Selling" 52 The Selling Skills Assessment Tool (SSAT) 53 CHAPTER 4: THE SCIENCE of HIRING SALES TALENT 57 How Most Companies Hire (and Why It Fails) 59 The Scientific Approach to Hiring 61 How to Implement Scientific Hiring 62 STEP #1: Analyze the Job. 63 STEP #2: Design an Appropriate Recruitment Ad 64 STEP #3: Filter the Resumes 65 STEP #4: Conduct Telephone Interviews 66 STEP #5: Give the Candidates a Behavior Assessment 67 STEP #6: Conduct Strategic Interviews 68 STEP #7: Refine the Model 69 Case Study: Rainsoft 69 Case Study: Centier Bank 71 CHAPTER 5: THE SCIENCE of SALES TRAINING 73 Why Sales Training Fails 74 Why Sales Training Doesn't Get Measured 76 Scientific Measurement vs. …”

Tabla de Contenidos: “…Email Marketing Metrics That Matter -- Sales Metrics That Matter -- In Closing -- About the Author -- Notes -- Index -- EULA…”