“…The authors support their framework with up-to-the-minute data, new case studies, executive interviews, and Top 10 Action Lists that empower decision-makers to act--and get results…”

Tabla de Contenidos: “…-- How to Choose the Right One -- Chapter 17: Tips on Managing Large Accounts -- How to Network Around An Account -- How to Get Extra Work From the Account -- Shaping the Strategy of Their Senior Managers -- When a Team Runs the Account -- Chapter 18: Tips on Negotiation -- Five Questions That Will Prepare Your Negotiation Position -- Nine Rules for the Actual Negotiations -- Group Negotiation -- Common Situations When Negotiating -- How Professional Buyers Buy -- Chapter 19: How to Measure Performance -- Measuring Your Performance Against the Competition -- Measuring Your Own Performance -- Your Real Chances of Winning the Work -- Sales Reporting -- Rewarding Sales Achievement -- Chapter 20: So What Makes the Difference Between Average and Top-Flight Sales Performance? …”

“…How to win the digital minds and analogue hearts of tomorrow's customers…”

Tabla de Contenidos: “…; What about Alliances and Joint Ventures as a Way to Grow?; Conclusion; Questions…”

“…Read it and start winning more.” —KEN BLANCHARD Co-author, The One Minute Manager® Be first on, last off, and add extra value Never trade results for excuses Solve problems in advance Always make those around you look good In the spirit of Who Moved My Cheese? …”

“…YOU'VE GOT JUST 60 MINUTES TO WIN OR LOSE YOUR NEXT SALE - HOW WILL YOU MAKE THEM COUNT? …”

Tabla de Contenidos: “…The Common Sense Guide To Developing Your Business Online. 14 Ways To Develop Your Business Through Joint Ventures And Collaboration. How To Win In Competitive Situations. …”

“…These timing indicators enable you to gauge the market strength and can be maintained by almost any investor in only a few minutes per week. Using Appel’s techniques, you’ll learn how to forecast the likely direction of the market, and its relative strength compared with fixed income and other investments. …”

“…Three new sections have been added: resumes that win interviews, competency-based interviews, and surviving and winning the behavior-based interview…”

Tabla de Contenidos: “…How to structure and run a sales meeting -- The difference between features and benefits -- What to do if you are faced with difficult questions from your lead -- Tips to help you write a winning proposal -- How to win a competitive pitch -- Part 5: The business of your brand -- Chapter 13: Curing the growing pains -- Managing growth -- The five phases of client portfolio growth -- Chapter 14: How to build your team -- How to build and develop a team -- What motivates people -- How to give effecctive feedback -- What is SBO? …”