“…Saling's Börsen-Jahrbuch für ... : ein Handbuch für Bankiers und Kapitalisten…”

“…Saling's Börsen-Jahrbuch für ... : ein Handbuch für Bankiers und Kapitalisten…”

Tabla de Contenidos: “…Intro -- Title Page -- Copyright -- Dedication -- Foreword -- Chapter 1: The Mysterious Brown Bag -- The Lesson of a Lifetime -- A Front-Row Seat into the Mind of a UHP -- Chapter 2: A Perfect Sales Storm -- Meet the Ultra-High-Performance Sales Professional -- Note -- Chapter 3: The Irrational Buyer -- Nail-Biting Suspense -- The Answer -- The Reason -- To Buy Is Human -- The Secret Ingredient -- Approach Buyers the Way They Buy -- Notes -- Chapter 4: Pattern Painting, Cognitive Biases, and Heuristics -- Pattern Monster -- Pattern Painting -- Mental Shortcuts -- People Act on Emotion and Justify with Logic -- Notes -- Chapter 5: The Four Levels of Sales Intelligence -- Innate Intelligence -- Acquired Intelligence -- A Thirst for Knowledge -- Technological Intelligence -- Emotional Intelligence -- IQ + AQ + TQ + EQ-A Powerful Combination -- Notes -- Chapter 6: Shaping Win Probability -- Poetry -- Win Probability Is the First Rule of Ultra-High Sales Performance -- Fanatical Prospecting -- The Law of Replacement -- Disciplined Qualifying -- Mapping Stakeholders -- Aligning the Three Processes of Sales -- Sales EQ and Human Influence Frameworks -- Note -- Chapter 7: Dual Process -- Sales EQ Balances the Scales -- Four Pillars of Sales-Specific Emotional Intelligence -- Chapter 8: Empathy -- The Foundation of Sales EQ -- Empathy Scale -- Intentional Empathy -- Regulating Empathy -- Notes -- Chapter 9: Self-Awareness -- Self-Awareness Is the Mother of High Sales EQ -- Psychometric Assessments -- Get a Coach or Mentor -- Ask for Feedback -- Write Down Your Goals and Plans -- 360-Degree Review -- Self-Reflection -- Notes -- Chapter 10: Sales Drive -- Developing Drive -- Physical Fitness -- Develop Mental Toughness -- Notes -- Chapter 11: Self-Control -- Managing Disruptive Emotions -- Genesis of Disruptive Emotions -- Fight or Flight…”

Tabla de Contenidos: “…Cover; Title; Contents; Foreword; Acknowledgments; Introduction; PART ONE: Blunt Truth from the Front Lines: Why So Many Sales Organizations Fail to Produce the Desired Results; CHAPTER 1 | As Goes the Leader, So Goes the Organization; CHAPTER 2 | A Sales Culture Without Goals Is a Sales Culture Without Results; CHAPTER 3 | You Can't Effectively Run a Sales Team when You're Buried in Crap; CHAPTER 4 | Playing CRM Desk Jockey Does Not Equate to Sales Leadership; CHAPTER 5 | You Can Manage, You Can Sell, but You Can't Do Both at Once…”

Tabla de Contenidos: “…Machine generated contents note: Foreword Introduction Chapter 1: The Work of a Sales Boss Chapter 2: The Importance of Sacred Rhythms Chapter 3: The DNA of a Sales Boss What It Takes To Be Great The Management Code Chapter 4: The Truth About Humans A unique insider language Rituals Having an enemy Chapter 5: Your First 30 Days as Boss Getting Started With Your Team- the first 30 Days Chapter 6: Understanding the Market for Hiring Why Hiring A Superstar Salesperson Is Tough Chapter 7: Step-By-Step to Hiring a Sales Superstar The Sales Selection Process Design A Well Written Job Posting Dissect the Resume The interview process The 10-minute phone screen Chapter 8: Use the Power of Science in Selection Chapter 9: Onboarding a New Member of the Sales Team Chapter 10: Know Your Sales Process and Your Numbers The Numbers That Matter Chapter 11: Who Gets My Time and Attention? …”