Killing the Sale


Book Description

There are approximately 12.2 million salespeople in the United States-that's about 1 out of every 23 people! Salespeople are everywhere, selling everything imaginable. Some are making a killing, but a greater percentage end up victims of the sales industry-and their own mistakes. Some are normal bumps in the road toward success. Others are more damaging. But many are fatal to a career. Duncan addresses these catastrophic mistakes with clarity and directness. Whether you're a seasoned sales professional or someone considering sales as a career, Duncan's wisdom can help you avoid errors in perception, practice, and performance that could not only kill a sale but also your career.




Killing England


Book Description

The Revolutionary War as never told before. This breathtaking installment in Bill O’Reilly and Martin Dugard’s mega-bestselling Killing series transports readers to the most important era in our nation’s history: the Revolutionary War. Told through the eyes of George Washington, Benjamin Franklin, Thomas Jefferson, and Great Britain’s King George III, Killing England chronicles the path to independence in gripping detail, taking the reader from the battlefields of America to the royal courts of Europe. What started as protest and unrest in the colonies soon escalated to a world war with devastating casualties. O’Reilly and Dugard recreate the war’s landmark battles, including Bunker Hill, Long Island, Saratoga, and Yorktown, revealing the savagery of hand-to-hand combat and the often brutal conditions under which these brave American soldiers lived and fought. Also here is the reckless treachery of Benedict Arnold and the daring guerrilla tactics of the “Swamp Fox” Frances Marion. A must read, Killing England reminds one and all how the course of history can be changed through the courage and determination of those intent on doing the impossible.




The Psychology of Selling


Book Description

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.




Killing Marketing: How Innovative Businesses Are Turning Marketing Cost Into Profit


Book Description

Killing your current marketing structure may be the only way to save it! Two of the world’s top marketing experts reveal the next level of breakthrough success—transforming your marketing strategy into a standalone profit center. What if everything we currently know about marketing is what is holding us back? Over the last two decades, we’ve watched the entire world change the way it buys and stays loyal to brands. But, marketing departments are still operating in the same, campaign-centric, product-led operation that they have been following for 75 years. The most innovative companies around the world have achieved remarkable marketing results by fundamentally changing their approach. By creating value for customers through the use of owned media and the savvy use of content, these businesses have dramatically increased customer loyalty and revenue. Some of them have even taken it to the next step and developed a marketing function that actually pays for itself. Killing Marketing explores how these companies are ending the marketing as we know it—in favor of this new, exciting model. Killing Marketing provides the insight, approaches, and examples you need to understand these disruptive forces in ways that turn your marketing from cost center to revenue creator. This book builds the case for, literally, transforming the purpose of marketing within your organization. Joe Pulizzi and Robert Rose of the Content Marketing Institute show how leading companies are able sell the very content that propels their marketing strategy. You’ll learn how to: * Transform all or part of your marketing operation into a media company * Integrate this new operation into traditional marketing efforts * Develop best practices for attracting and retaining audiences * Build a strategy for competing against traditional media companies * Create a paid/earned media strategy fueled by an owned media strategy Red Bull, Johnson & Johnson, Disney and Arrow Electronics have succeeded in what ten years ago would have been deemed impossible. They continue to market their products as they always have, and, through their content-driven and audience-building initiatives, they drive value outside the day-to-day products they sell—and monetize it directly. Killing Marketing rewrites the rules of marketing—enabling you to make the kind of transition that turns average companies into industry legends.




Secrets of Question-Based Selling


Book Description

"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more




Conversations That Win the Complex Sale (PB)


Book Description

Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.




The Seller's Challenge


Book Description

This is more than just a book. It's a reference guide of practical advice on how to handle some of the most difficult challenges in B2B sales encountered today. This book will help both experienced and new sellers prepare and execute more effectively. Take your skills to a new level and read the Seller's Challenge today!




Bulletin


Book Description




Killing Sacred Cows


Book Description

Our culture is riddled with destructive myths about money and prosperity that are severely limiting our power, creativity, and financial potential. In "Killing Sacred Cows", Garrett B Gunderson boldly exposes ingrained fallacies and misguided traditions in the world of per-sonal finance. He presents a revolutionary perspective that can create unprecedented opportu-nity and wealth for individuals. Our financial lives are intimately connected to our societal contributions, and we must be financially free in order to achieve our fullest potential. Yet most people are held captive in their financial lives by misinformation, propaganda, and lack of knowledge. Through well-reasoned arguments and pitiless logic, Gunderson attacks these sacred cows with revelatory insights, such as: High returns without high risk; "Security" without a corporate job; Debt that increases your financial productivity; Enjoying your money instead of waiting for retirement. "Killing Sacred Cows" is a must-read for brave individuals willing to question common assumptions and teachings, overcome the herd mentality, break through financial myths, and live a purpose-ful, passionate, and prosperous life. Investors seeking financial advice in The Little Book That Makes You Rich will find this to be a must-read for anyone who wants to achieve their financial potential today.




Hunting November


Book Description

Surviving a few weeks at the world's most lethal boarding school was one thing. But now comes the real test: Can November Adley find her missing father before her enemies find her? Subterfuge is the name of the game in this thrilling sequel to Killing November, from the #1 New York Times bestselling author of How to Hang a Witch. After surviving a crash course in espionage at the mysterious Academy Absconditi, November has only one purpose: finding her missing father. Along with fellow student (and heartthrob) Ash, November follows the clues that her father left, embarking on the deadliest treasure hunt of her life. The first clue is in her hometown, where old friends beckon and unexpected enemies lurk around every corner. The second clue is in Europe, where revelations about her family's history will plunge her into an international web of deception, lies, and intrigue. The third clue is deep in enemy territory, surrounded by the most skilled assassins and master strategists, and where everyone wants her and her father dead. Can one girl with limited training infiltrate a centuries-old organization that is powerful enough to topple empires? November only knows that she'll do whatever it takes to save her father . . . or die trying.