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Sandler Enterprise Selling (PB)

Author : David H. Mattson

Publisher : McGraw Hill Professional

Page : 259 pages

File Size : 19,83 MB

Release : 2016-04-15

Category : Business & Economics

ISBN : 1259643255

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Book Description

The comprehensive 6-stage selling program from Sandler Training-- "Top 20 Sales Training Company" by Selling Power Magazine Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time. You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program’s powerful six stages will guide you to: 1. Set a baseline for success for each territory and account 2. Identify opportunities with the highest probability of success 3. Engage with buyers to qualify enterprise opportunities 4. Craft solutions that directly address your client’s needs 5. Propose your solution and achieve advancement 6. Serve and satisfy your client, earning the right to grow the business Each of the stages represents a key piece of the puzzle in the proactive, team-oriented Sandler Enterprise Selling (SES) process. With the proven training techniques in this book, you’ll be able to use SES to win, grow and serve enterprise clients. You’ll learn how to master 13 selling tools integral to your SES success—like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You’ll discover practical solutions to the vastly complex challenges in enterprise organizations - extended sales cycles, wide buyer networks, or significant investments in pursuits. Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts. Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.



Sandler Enterprise Selling (Pb)

Author : David Mattson

Publisher : McGraw-Hill Companies

Page : 0 pages

File Size : 37,35 MB

Release : 2023-06-20

Category : Business & Economics

ISBN : 9781265861100

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Book Description

The comprehensive 6-stage selling program from Sandler Training-- "Top 20 Sales Training Company" by Selling Power Magazine Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time. You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program's powerful six stages will guide you to: 1. Set a baseline for success for each territory and account 2. Identify opportunities with the highest probability of success 3. Engage with buyers to qualify enterprise opportunities 4. Craft solutions that directly address your client's needs 5. Propose your solution and achieve advancement 6. Serve and satisfy your client, earning the right to grow the business Each of the stages represents a key piece of the puzzle in the proactive, team-oriented Sandler Enterprise Selling (SES) process. With the proven training techniques in this book, you'll be able to use SES to win, grow and serve enterprise clients. You'll learn how to master 13 selling tools integral to your SES success--like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You'll discover practical solutions to the vastly complex challenges in enterprise organizations - extended sales cycles, wide buyer networks, or significant investments in pursuits. Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts. Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.



Beyond Selling Value

Author : Mark Shonka

Publisher : Kaplan Test Prep

Page : 308 pages

File Size : 13,35 MB

Release : 2002-09-16

Category : Business & Economics

ISBN : 9780793154708

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Book Description

How to sell value, increase margins, make price irrelevant, win executive-level credibility, and create competitive immunity. Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business. In Beyond Selling Value, top sales consultants Mark Shonka and Dan Kosch share their proven process for becoming a critical partner in their customers' success. From targeting the most promising prospects, to bypassing the gatekeepers, to reaching the decision makers who are empowered to buy, and to closing the deal with a powerful presentation, the authors impart their battle tested secrets to forging long term business relationships. For sales professionals tired of being beaten up on price, here is a new way to leverage their strengths, elevate their sales game, and establish relationships with those who appreciate their value. Selling Power magazine calls it "a detailed, street smart roadmap".



The Network Reshapes the Library

Author : Lorcan Dempsey

Publisher : American Library Association

Page : 308 pages

File Size : 36,39 MB

Release : 2014-08-18

Category : Language Arts & Disciplines

ISBN : 0838919979

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Book Description

Since he began posting in 2003, Dempsey has used his blog to explore nearly every important facet of library technology, from the emergence of Web 2.0 as a concept to open source ILS tools and the push to web-scale library management systems.



Strategic Selling

Author : Robert Bruce Miller

Publisher : Grand Central Publishing

Page : 324 pages

File Size : 15,78 MB

Release : 1985

Category : Selling

ISBN : 9780446386272

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Book Description



Teaching at Its Best

Author : Linda B. Nilson

Publisher : John Wiley & Sons

Page : 401 pages

File Size : 38,80 MB

Release : 2010-04-20

Category : Education

ISBN : 0470612363

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Book Description

Teaching at Its Best This third edition of the best-selling handbook offers faculty at all levels an essential toolbox of hundreds of practical teaching techniques, formats, classroom activities, and exercises, all of which can be implemented immediately. This thoroughly revised edition includes the newest portrait of the Millennial student; current research from cognitive psychology; a focus on outcomes maps; the latest legal options on copyright issues; and how to best use new technology including wikis, blogs, podcasts, vodcasts, and clickers. Entirely new chapters include subjects such as matching teaching methods with learning outcomes, inquiry-guided learning, and using visuals to teach, and new sections address Felder and Silverman's Index of Learning Styles, SCALE-UP classrooms, multiple true-false test items, and much more. Praise for the Third Edition of Teaching at Its BestEveryone veterans as well as novices will profit from reading Teaching at Its Best, for it provides both theory and practical suggestions for handling all of the problems one encounters in teaching classes varying in size, ability, and motivation." Wilbert McKeachie, Department of Psychology, University of Michigan, and coauthor, McKeachie's Teaching TipsThis new edition of Dr. Nilson's book, with its completely updated material and several new topics, is an even more powerful collection of ideas and tools than the last. What a great resource, especially for beginning teachers but also for us veterans!" L. Dee Fink, author, Creating Significant Learning ExperiencesThis third edition of Teaching at Its Best is successful at weaving the latest research on teaching and learning into what was already a thorough exploration of each topic. New information on how we learn, how students develop, and innovations in instructional strategies complement the solid foundation established in the first two editions." Marilla D. Svinicki, Department of Psychology, The University of Texas, Austin, and coauthor, McKeachie's Teaching Tips



College Safety 101

Author : Kathleen Baty

Publisher : Chronicle Books

Page : 208 pages

File Size : 26,72 MB

Release : 2011-05-04

Category : Health & Fitness

ISBN : 9780811869492

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Book Description

A must-have for every young woman headed off to college, this comprehensive guide to personal safety covers everything from daily life to more serious threats on campus. Safety expert and speaker Kathleen Baty offers young women essential advice for protecting themselves in the dorm, at parties, on Facebook, during spring break, and while studying abroad. She also advises on sexual harassment, domestic violence, and self-defense. Written in a friendly, accessible tone, and packed with checklists, personal anecdotes from students, safety secrets, and invaluable resources, College Safety 101 is the handbook every college student needs on her nightstand, and a priceless gift for high school grads.



Selling Technology the Sandler Way

Author : Rich Chiarello

Publisher :

Page : pages

File Size : 26,74 MB

Release : 2015-03-01

Category :

ISBN : 9780983261599

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Book Description

Rich Chiarello outlines the most critical success factors when selling high-tech solutions to today's businesses. Shows how the Sandler methodology is perfectly designed to help the salesperson overcome obstacles unique to high tech.



The Power of Being Yourself

Author : Joe Plumeri

Publisher : Da Capo Lifelong Books

Page : 242 pages

File Size : 23,6 MB

Release : 2015-04-14

Category : Business & Economics

ISBN : 0738218294

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Book Description

The philanthropist and former CEO of Willis Group Holdings and Citibank North America shares lessons on being true to your emotions and using them to guide you.



Humanitarian Military Intervention

Author : Taylor B. Seybolt

Publisher : Oxford University Press, USA

Page : 314 pages

File Size : 12,64 MB

Release : 2007

Category : Altruism

ISBN : 0199252432

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Book Description

Military intervention in a conflict without a reasonable prospect of success is unjustifiable, especially when it is done in the name of humanity. Couched in the debate on the responsibility to protect civilians from violence and drawing on traditional 'just war' principles, the centralpremise of this book is that humanitarian military intervention can be justified as a policy option only if decision makers can be reasonably sure that intervention will do more good than harm. This book asks, 'Have past humanitarian military interventions been successful?' It defines success as saving lives and sets out a methodology for estimating the number of lives saved by a particular military intervention. Analysis of 17 military operations in six conflict areas that were thedefining cases of the 1990s-northern Iraq after the Gulf War, Somalia, Bosnia and Herzegovina, Rwanda, Kosovo and East Timor-shows that the majority were successful by this measure. In every conflict studied, however, some military interventions succeeded while others failed, raising the question, 'Why have some past interventions been more successful than others?' This book argues that the central factors determining whether a humanitarian intervention succeeds are theobjectives of the intervention and the military strategy employed by the intervening states. Four types of humanitarian military intervention are offered: helping to deliver emergency aid, protecting aid operations, saving the victims of violence and defeating the perpetrators of violence. Thefocus on strategy within these four types allows an exploration of the political and military dimensions of humanitarian intervention and highlights the advantages and disadvantages of each of the four types.Humanitarian military intervention is controversial. Scepticism is always in order about the need to use military force because the consequences can be so dire. Yet it has become equally controversial not to intervene when a government subjects its citizens to massive violation of their basic humanrights. This book recognizes the limits of humanitarian intervention but does not shy away from suggesting how military force can save lives in extreme circumstances.