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📒Sales Management Simplified ✍ Mike Weinberg
📝Sales Management Simplified Book Synopsis : Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small to find the answer-and it's one that may surprise you. Typically, the issue lies not with the sales team-but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: with the right guidance, results can be transformed. Blending blunt, practical advice with funny stories from the field, this book helps you: Implement a simple framework for sales leadership * Foster a healthy, high-performance sales culture * Conduct productive meetings * Create a killer compensation plan * Put the right people in the right roles * Coach for success * Retain top producers and remediate underperformers * Point salespeople at the proper targets * Sharpen your sales story * Regain control of your calendar * And more Long on solutions and short on platitudes, Sales Management. Simplified. delivers the tools you need to succeed.
📒Strategic Management Simplified ✍ Sidney L. Barton
📝Strategic Management Simplified Book Synopsis : "I have gone to school on his research and have found his model to be a malleable process that is readily shaped to incorporate new concepts and ideas. This durability is testament to the value of Sid's work." Don Bowers, Former CEO, Makino, Inc. Strategic Management Simplified is a handbook that is designed to help the reader achieve a critical balance so rare in business keeping your actions tied to your strategy, making decisions with a reasonable amount of assessment, and doing both in a real time way which allows you to adjust to changing business conditions. The author uses the term strategic management versus strategic planning because the term plan implies a static (or point in time) exercise, while the term management suggests interaction and responsiveness to dynamic context. All kinds of plans can be developed to lead action, but they should be based on a strategy for the organization. The challenge is to actually manage the organization's strategy over time and to think strategically as you are doing it. This book provides an overview of the management policies and culture necessary for sound strategic planning to flourish in any organization and goes on to offer practical steps on how to create and implement: A strategic statement which can guide your organization's resource allocation decisions. A strategic management system which allows you and your staff to change your strategic statement over time as you challenge the assumptions upon which it is based.
📒Sales Manager Survival Guide ✍ David Brock
📝Sales Manager Survival Guide Book Synopsis : Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all - often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for: Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace - and in your company Dealing with, turning around, or terminating problem employees Analyzing and acting upon metrics to correct performance Managing the business and executive expectations Leveraging sales systems, tools, and processes Conducting performance reviews and setting expectations And more All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you'll face as a Front Line Sales Manager. If you're a sales manager, or want to become one, this book shows you how to survive-and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top-and beyond. "This is THE go-to resource for sales management!" Mike Weinberg, author of Sales Management Simplified
📒New Sales Simplified ✍ MIKE WEINBERG
📝New Sales Simplified Book Synopsis : No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You’ll learn how to: • Identify a strategic, finite, workable list of genuine prospects • Draft a compelling, customer-focused “sales story” • Perfect the proactive telephone call to get face-to-face with more prospects • Use email, voicemail, and social media to your advantage • Overcome—even prevent—every buyer’s anti-salesperson reflex • Build rapport, because people buy from people they like and trust • Prepare for and structure a winning sales call • Stop presenting and start dialoguing with buyers • Make time in your calendar for business development activities • And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.
📒Sell With A Story ✍ Paul Smith
📝Sell with a Story Book Synopsis : Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to: Select the right story Craft a compelling and memorable narrative Incorporate challenge, conflict, and resolution Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.
📒Marketing Of Forest Products ✍ Stuart U. Rich
📝Marketing of Forest Products Book Synopsis :
📝Sales Management Book Synopsis :
📒Rethinking Sales Management ✍ Beth Rogers
📝Rethinking Sales Management Book Synopsis : Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.
📒Sales Management ✍ Ernest Cyril De Run, Kim Shyan Fam, R K Srivastava
📝Sales Management Book Synopsis : The survival and of many products and companies depend upon the marketing strategies adopted by them. In the rapidly changing scenario of markets, when even propaganda and advertisements are unable to do the magic, it is the dedicated marketing professionals who compel the customer to purchase their goods and services. In todayâ€™s business strategies, production of goods and services are not the end and means of everything. Neither financial or personnel management, nor inventory or time management are important today. It is Sales Management which has the last laugh over every other aspect of the business. Many a time it has been seen hat a better quality product or service has given place to an inferior quality product or service only due to superb marketing management. This book is a path-breaking effort and opens up a new dimension in the field of sales management, which is suitable to the present day needs and requirements. It takes into consideration the different academic aspects of Marketing and Sales Management for undergraduate and postgraduate students. This book would be of great help to managerial practitioners at any organizational level who are responsible for a function, department or a set of responsibilities.
📒Proceedings Of The Winter Conference ✍ American Marketing Association
📝Proceedings of the Winter Conference Book Synopsis :