Author : Victor Antonio
Publisher :
Page : pages
File Size : 38,69 MB
Release : 2018-02-10
Category :
ISBN : 9780578200835
We are about to experience the equivalent of a major tectonic shift where the functional plates of sales, marketing, and technology will shear and, in some cases, smash against one another. Functions that were once the domain of salespeople will be transformed, subsumed, or obliterated.
Author : Art Sobczak
Publisher : John Wiley & Sons
Page : 261 pages
File Size : 35,94 MB
Release : 2010-03-04
Category : Business & Economics
ISBN : 0470619813
Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International
Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 407 pages
File Size : 21,15 MB
Release : 2020-07-28
Category : Business & Economics
ISBN : 1119742714
And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you: How to leverage human psychology to gain more influence on video calls The seven technical elements of impactful video sales calls The five human elements of highly effective video sales calls How to overcome your fear of the camera and always be video ready How to deliver engaging and impactful virtual demos and presentations Powerful video messaging strategies for engaging hard to reach stakeholders The Four-Step Video Prospecting Framework The Five-Step Telephone Prospecting Framework The LDA Method for handling telephone prospecting objections Advanced email prospecting strategies and frameworks How to leverage text messaging for prospecting and down pipeline communication The law of familiarity and how it takes the friction out of virtual selling The 5C's of Social Selling Why it is imperative to become proficient with reactive and proactive chat Strategies for direct messaging – the "Swiss Army Knife" of virtual selling How to leverage a blended virtual/physical selling approach to close deals faster As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.
Author : Bret Easton Ellis
Publisher : Vintage
Page : 193 pages
File Size : 33,74 MB
Release : 2010-06-15
Category : Fiction
ISBN : 0307593630
INTERNATIONAL BESTSELLER • The New York Times bestselling author of American Psycho delivers a riveting, tour-de-force sequel to Less Than Zero, set on the seedy side of Los Angeles. • "A haunting vision of disillusionment, twenty-first-century style" (People). Returning to Los Angeles from New York, Clay, now a successful screenwriter, is casting his new movie. Soon he is running with his old circle of friends through L.A.’s seedy side. His ex-girlfriend, Blair, is married to Trent, a bisexual philanderer and influential manager. Then there's Julian, a recovering addict, and Rip, a former dealer. Then when Clay meets a gorgeous young actress who will stop at nothing to be in his movie, his own dark past begins to shine through, and he has no choice but to dive into the recesses of his character and come to terms with his proclivity for betrayal. Look for Bret Easton Ellis’s new novel, The Shards!
Author : Victor Antonio
Publisher : Ginger Marks
Page : 170 pages
File Size : 14,15 MB
Release : 2010-10
Category : Business & Economics
ISBN : 0986676713
Let's face it, today's consumers has access to information and is often times just as well informed as you the seller. So what you need is an edge! You need something that's going to help you close more deals faster and hopefully bigger. 99 Things You Wish You Knew Before Going into Sales is a book designed specifically for salespeople on the run. Sales trainer Victor Antonio has compressed over 20 years worth of sales experience into bite-size sales techniques that you can apply immediately. Whether you're selling product or services, the techniques in this book will astound you and how effective, yet simple they are to use. Whether you're dealing with a small retail sale or a large account, it doesn't matter. This book covers the full sales spectrum from the simple to the complex deal. Here you'll find strategies and techniques that not only teach you how to sell, but more importantly exposes the thought process behind why people make buying decisions. The more you understand how buyers buy, the more effective you'll be in making your sales presentation and eventually closing more deal. And, for those of you who are veteran salespeople with years of experience, you're going to find the latest in sales and consumer research that will help you sharpen your sales saw by giving you that extra insight that your competitors don't have. You're busy! I'm busy! We're all busy! That's why we've designed '99 Things You Wish You Knew Before Going into Sales' was developed. What you need is a book a like this that delivers no fluff and gets straight to what you need to go out and SELL MORE NOW. In the book you'll find 99 tips and techniques that will either remind you of something you should've been doing or teach you something you should be doing to close more sales. Even the best-of-the-best never stop learning. Those top 5-10% of salespeople in any given company are the same salespeople who are always looking for that added advantage in selling. You can afford this book. You can afford a few minutes out of your day to improve. What you can't afford is not reading what's inside! Don't just buy a copy for yourself, buy a few extra for your salespeople or colleagues; they'll thank you for it!
Author : Chet Holmes
Publisher : Penguin
Page : 284 pages
File Size : 25,71 MB
Release : 2007-06-21
Category : Business & Economics
ISBN : 1101218339
NEWLY REVISED AND UPDATED The bestselling business playbook for turbocharging any organization, updated for modern audiences with new and never-before-seen material Every single day 3,076 businesses shut their doors. But what if you could create the finest, most profitable and best-run version of your business without wasting precious dollars on a thousand different strategies? When The Ultimate Sales Machine first published in 2007, legendary sales expert Chet Holmes gave us the key to do just that. All you need is to focus on twelve key areas of improvement—and practice them over and over with pigheaded discipline. Now, a decade later, Chet’s daughter Amanda Holmes breathes new life into her father’s classic advice. With updated language to match our ever-changing times and over 50 new pages of content, The Ultimate Sales Machine will help any modern reader transform their organization into a high-performing, moneymaking force. With practical tools, real-life examples, and proven strategies, this book will show you how to: • Teach your team to work smarter, not harder • Get more bang from your marketing for less • Perfect every sales interaction by working on sales, not just in sales • Land your dream clients This revised edition expands on these proven concepts, with checklists to get faster ROIs, Core Story Frameworks to get your company to number one in your marketplace, and a bonus, never-before-revealed chapter from Chet, “How to Live a Rich and Full Life,” that will put you in the best possible mindset to own your career. For every CEO, manager, and business owner who wants to take their organization to the next level, The Ultimate Sales Machine will put you and your company on the path to success—and help you stay there!
Author : Anthony Iannarino
Publisher : Penguin
Page : 241 pages
File Size : 14,63 MB
Release : 2017-08-08
Category : Business & Economics
ISBN : 0735211701
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Author : Christopher L. Bennett
Publisher : Simon and Schuster
Page : 326 pages
File Size : 34,91 MB
Release : 2012-07-17
Category : Fiction
ISBN : 1471105946
Following the events of Star Trek: The Motion Picture the captain and crew of the USS Enterprise found themselves haunted by their extraordinary encounter with the vast artificial intelligence of V'Ger, and by the sacrifice and ascension of their friend and shipmate, Willard Decker. As James T. Kirk, Spock and Leonard McCoy attempt to cope with the personal fallout of their ordeal, a chapter from their mutual past is reopened, raising troubling new questions about the relationship of God, man and A.I. On the recently settled world of Daran IV, the former refugees of the Fabrini worldship Yonada are divided by conflicting ideologies, some clinging to their theocratic past while others envision a future governed by reason alone. Years ago the officers of the Enterprise helped overthrow the Oracle, the machine-god that controlled Yonada. Now confronting the consequences of those actions, together with echoes of their strange encounter with V'Ger, Kirk, Spock and McCoy face choices which will decide the fate of a civilization - and which may change them forever.
Author : Colleen Hoover
Publisher : Simon and Schuster
Page : 249 pages
File Size : 18,72 MB
Release : 2018-07-17
Category : Fiction
ISBN : 1501171607
INSTANT NEW YORK TIMES BESTSELLER The #1 New York Times bestselling author of It Starts with Us and It Ends with Us—whose writing is “emotionally wrenching and utterly original” (Sara Shepard, New York Times bestselling author of the Pretty Little Liars series)—delivers a tour de force novel about a troubled marriage and the one old forgotten promise that might be able to save it. Quinn and Graham’s perfect love is threatened by their imperfect marriage. The memories, mistakes, and secrets that they have built up over the years are now tearing them apart. The one thing that could save them might also be the very thing that pushes their marriage beyond the point of repair. All Your Perfects is a profound novel about a damaged couple whose potential future hinges on promises made in the past. This is a heartbreaking page-turner that asks: Can a resounding love with a perfect beginning survive a lifetime between two imperfect people?
Author : John Carreyrou
Publisher : Vintage
Page : 354 pages
File Size : 17,67 MB
Release : 2018-05-21
Category : Business & Economics
ISBN : 1524731668
NATIONAL BESTSELLER • The gripping story of Elizabeth Holmes and Theranos—one of the biggest corporate frauds in history—a tale of ambition and hubris set amid the bold promises of Silicon Valley, rigorously reported by the prize-winning journalist. With a new Afterword covering her trial and sentencing, bringing the story to a close. “Chilling ... Reads like a thriller ... Carreyrou tells [the Theranos story] virtually to perfection.” —The New York Times Book Review In 2014, Theranos founder and CEO Elizabeth Holmes was widely seen as the next Steve Jobs: a brilliant Stanford dropout whose startup “unicorn” promised to revolutionize the medical industry with its breakthrough device, which performed the whole range of laboratory tests from a single drop of blood. Backed by investors such as Larry Ellison and Tim Draper, Theranos sold shares in a fundraising round that valued the company at more than $9 billion, putting Holmes’s worth at an estimated $4.5 billion. There was just one problem: The technology didn’t work. Erroneous results put patients in danger, leading to misdiagnoses and unnecessary treatments. All the while, Holmes and her partner, Sunny Balwani, worked to silence anyone who voiced misgivings—from journalists to their own employees.
