199 products were found matching your search for Sales Strategy in 1 shops:

Sales Strategy Playbook provides state-of-the-art sales strategies and advanced tactics for salespeople who want to learn the secrets of becoming a top performer and achieve career success. It is a comprehensive reference guide for winning highly competitive accounts and a perennial resource to solve your toughest sales challenges. Inside, you'll find expert advice on how to: Create the winning sales strategy by controlling the sale cycleStrategically conduct sales calls and use value to differentiate yourself with C-level executivesInfluence buyers and evaluation committees by truly becoming a trusted advisorPenetrate new accounts using proven account-based marketing strategiesUse wider, higher, and deeper client account expansion and cross-selling strategiesPsychologically bond with customers using sales linguistics, the study of how the customer's mind uses languageTake your career to the next level by learning how top salespeople, sales leaders, and sales organizations perform. This sales reference guide includes 175+ illustrations, 50+ exercises, and extensive real-world examples with both subject chapters and toughest sales challenges table of contents. Consult Sales Strategy Playbook before you start working on a key deal, when you are in a tough situation and need a thought-provoking breakthrough, or whenever you personally require a dose of sales adrenaline.

"Sales Strategy From the Inside Out: How Complex Selling Really Works" is the fifth book in the Action Selling Book Series. Told in story format, 'Sales Strategy' works to demystify the process of strategic planning in complex selling environments by taking a unique and personal look at how sales strategy plays out - inside the heads of three buyers and three sellers.

"The best sales book of the year" strategy+business magazineThat gap between your company’s sales efforts and strategy? It’s real and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book.In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link your go-to-market initiatives with strategic goals. Cespedes offers a road map to articulate strategy in ways that people in the field can understand and that will fuel the behaviors required for profitable growth. Without that alignment, leaders will press for better execution when they need a better strategy, or change strategic direction with great cost and turmoil when they should focus on the basics of sales execution.With thoughtful, clear, and engaging examples, Aligning Strategy and Sales provides a framework for diagnosing and managing the core levers available for effective selling in any organization. It will give you the know-how and tools to move from ideas to action and build a sales effort linked to your firm’s unique goals, not a generic selling formula.Cespedes shows how sales efforts affect all elements of value creation in a business, whether you’re a start-up seeking to scale or an established firm looking to jump-start new growth. The book provides key insights to optimize your firm’s customer management activities and so improve selling and strategy.

The second volume of Shinichi Yano's pioneering New Lanchester Strategy gives detailed applications of the Lanchester strategy for small companies, strategy and tactics for market entry and new product introduction. Chapters include: product differentiation, local battles, single combat, close combat, the principle of concentration and diversionary tactics.

The second volume of Shinichi Yano's pioneering New Lanchester Strategy gives detailed applications of the Lanchester strategy for small companies, strategy and tactics for market entry and new product introduction. Chapters include: product differentiation, local battles, single combat, close combat, the principle of concentration and diversionary tactics.

Acceptable/Fair condition. Book is worn, but the pages are complete, and the text is legible. Has wear to binding and pages, may be ex-library. 1.94

Book is in NEW condition. 0.74

New! This book is in the same immaculate condition as when it was published 1.94

Book is in Used-VeryGood condition. Pages and cover are clean and intact. Used items may not include supplementary materials such as CDs or access codes. May show signs of minor shelf wear and contain very limited notes and highlighting. 1.27

Finally! A book loaded with tools to help you create the right atmosphere. Floyd Wickman’s 14 successful strategies come right from the field. Perfect reading for sales managers of any commission sales force, solidifying each link in the management chain: From RECRUITING, interviewing & hiring the right people. TRAINING new & experienced people. Dozens of tools for DIRECTING a sales force, solving the wide range of problems you face each day, MOTIVATING & UPGRADING your staff out of a slump, or helping your sales team reach new heights.

What is the "Gap"? For financial professionals, it is the gap between their current income and their potential income-and it's profound. The fact is, most financial industry pros have a massive, untapped income potential. Most are "just getting by" when they could be living the life of their dreams. But how do they bridge the Gap in way best that serves both themselves and their clients? Jim Effner has the answer. After decades as a top producer and managing partner at an industry leading financial services firm, Jim created a master plan for bridging the Gap, founded The P2P Group to teach his method to pros, and has already helped hundreds of financial advisors double and triple their income-and more. He can do the same for you. Bridge Your Gap is not another vacant "motivational" method, not another dated, "make more calls," diatribe. It is practical, actionable, and something that will elevate your career trajectory and your life the moment you put it into practice. If you're tired of staring into the Gap and ready to leap into the world of the Top Producer, buy this book. Then hold on. It's going to be an exciting ride!

Sales-Side Negotiation - What does it take to be a successful negotiator? What can we learn from history's most powerful negotiators? Patrick Henry Hansen's Sales-Side Negotiation draws on history's most compelling moments to teach modern negotiation principles--Ho Chi Min's tactics at the Paris Peace Talks, Sir Francis Drake's counter tactics against the Spanish Armada, Michelangelo's defiance of Pope Julius I, and more. Beginning each chapter with a captivating historical event, Sales-Side Negotiation both informs and entertains. Exercise Seller-Negotiator Power. Recognizing and Overcoming Tactics. Minimize Discounts. Prevent Unwarranted Concessions.

The first book on managing major sales from the bestselling author of SPIN® Selling.

How can a small winery possibly compete with the marketing of massive wine companies? How can it hope to capture the over-stimulated mindshare of the modern consumer? By being strategic. This completely revised and updated edition to the bestselling book puts the vast bank of wine marketing knowledge within reach of industry novices, and fresh, practical, and powerful strategies into the hands of veteran brand managers and marketing professionals. With 100 pages of new and expanded material, this book addresses such topics as importing and exporting; logistical management; marketing your tasting room and wine region as a prime tourist destination; how to generate greater retail sales; and how to grab the benefits, while avoiding the dangers, of social networking and viral marketing.

Offers an overview of the field of promotions: how promotions affect sales and profits, types of sales promotions, the interaction of promotion and advertising, and future research. With a practical orientation grounded in rigorous scholarship, this monograph is intended to be a resource to both academics and businesspeople.

B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the “procurement buzzsaw” – and it’s just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations, and avoiding the mindless discounting that wrecks profitability. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers, relationship buyers, value buyers, and poker players, reverse auctions, and much more. In this Second Edition, he offers extensive new coverage of establishing your foundation of value, and developing crucial give-get options, including value-added services. This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.

As a follow-up to their first book, Finding The Right Path: A Guide To Leading And Managing A Title Insurance Company, Chris Hanson and Roger Lubeck from Corporate Behavior Analysts, Ltd., share insights and experiences on the changing nature of sales in the Title Insurance Industry in their new book Finding The Right Strategy: How To Grow Sales in a Title Insurance Company. Finding The Right Strategy focuses on using time-tested concepts as well as new sales ideas for the evolving digital age and is based on the authors 23 years of consulting. Title industry executives, agency owners and managers, sales managers and account representatives will discover in Finding The Right Strategy, practical ideas and guidelines for the development of sales strategies and tactics. Finding The Right Strategy includes chapters on selecting sales strategies, branding, the importance of customer service as a strategy, determining what customers value, measuring customer satisfaction, sales skills, creating a sales plan, keeping sales staff accountable, and sales strategies in the digital age.

Sales force effectiveness drives every company’s success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Drawing on their strategic insight and pragmatic advice, Building a Winning Sales Force provides leaders with innovative yet practical tips for success by offering solutions to many of the most common issues faced by today’s sales organizations. The book shows readers how to: assess how good their sales force really is; identify sales force improvement opportunities; implement tools and processes that have an immediate impact on sales effectiveness; attract and retain the best salespeople; design incentive compensation plans; set goals; manage sales performance; and motivate the sales force. Filled with practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable your team to drive sales and help your company stay competitive.

The current US and global wine markets are practically unrecognizable from when the second edition of this text was published. Wineries can ship directly to their customers in 45 US states. Seventy percent of Americans are online. Advanced packaging tech can reveal chemical spoilage, verify provenance, and can even talk (virtually). This new, third edition of the bestselling wine marketing book in the English language explores these and many more new and surprising features of the modern wine marketing landscape. New topics include: Social Media Marketing & Ecommerce; Digital Marketing & Wine Delivery Applications; New Trends in Packaging, e.g. Augmented Reality Labeling; Sales and Marketing Metrics; Complete Regulatory Compliance; Going Mobile with Website Strategies; Supply Chain Management; The Promise of Direct-to-Consumer Sales; and the New Demographics of Wine Consumption & Wine Tourism. Wine Marketing and Sales covers every conceivable aspect of marketing and selling wine, from basic theory and principles, to the practical application of sales and marketing strategies in the real-world, brand-saturated marketplace. This book puts new and powerful tools into the hands of veteran brand managers and the vast bank of wine marketing knowledge within reach of the untrained winery owner desperate for a foothold. “It’s crucial to understand how to make a winery stand out from the crowd, and yet fit into people’s lifestyles in an enjoyable, meaningful way. This book does all of that...and more.”-Robert Mondavi

The current US and global wine markets are practically unrecognizable from when the second edition of this text was published. Wineries can ship directly to their customers in 45 US states. Seventy percent of Americans are online. Advanced packaging tech can reveal chemical spoilage, verify provenance, and can even talk (virtually).This new, third edition of the bestselling wine marketing book in the English language explores these and many more new and surprising features of the modern wine marketing landscape. Social Media Marketing & Ecommerce Digital Marketing & Wine Delivery Applications New Trends in Packaging, e.g. Augmented Reality Labeling Sales and Marketing Metrics Complete Regulatory Compliance Going Mobile with Website Strategies Supply Chain Management The Promise of Direct-to-Consumer Sales The New Demographics of Wine Consumption & Wine Tourism Wine Marketing and Sales covers every conceivable aspect of marketing and selling wine, from basic theory and principles, to the practical application of sales and marketing strategies in the real-world, brand-saturated marketplace. This book puts new and powerful tools into the hands of veteran brand managers and the vast bank of wine marketing knowledge within reach of the untrained winery owner desperate for a foothold.