› › The New Selling Iq Combining The Power Of Buyer Seller Intelligence To Optimize Results

The New Selling IQ: Combining the Power of Buyer-Seller Intelligence to Optimize Results!

Author : Kim D. Ward

Publisher : Lulu.com

Page : 307 pages

File Size : 10,5 MB

Release : 2016-07-27

Category : Business & Economics

ISBN : 148345472X

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Book Description

If we are to produce our greatest levels of selling success, then we must accept the inevitable evolution of selling as a combined effort of buyer and seller cooperation! The Cooperation SellingTM methodology and applications creates an evolutionary convergence of buyer and seller intelligence establishing a seamless collaboration for creating and sustaining optimal selling results. Over the last twenty-five years, I have had the good fortune to educate, coach and observe over 70,000 of the best B2B sellers and sales leaders in the world. I've learned a tremendous amount from both them and their clients. The Cooperation SellingTM method is a natural extension of those experiences. Whether doing business with an individual decision maker or a more complex Decision Influence Group, you will find that the methodology, strategies and proven real world applications this book has to offer will elevate you to the pinnacle of your selling profession.



Professional Selling

Author : Dawn Deeter-Schmelz

Publisher : SAGE Publications

Page : 320 pages

File Size : 29,51 MB

Release : 2020-01-15

Category : Business & Economics

ISBN : 1948426196

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Book Description

Formerly published by Chicago Business Press, now published by Sage Professional Selling covers key sales concepts and strategies through the approach of highlighting detailed aspects of each step in the sales process, from lead generation to closing. Coauthored by faculty from some of most successful sales programs in higher education, this insightful text also offers unique chapters on digital sales, customer business development strategies, and role-play.



Positive Intelligence

Author : Shirzad Chamine

Publisher : Greenleaf Book Group

Page : 241 pages

File Size : 27,1 MB

Release : 2012

Category : Business & Economics

ISBN : 1608322785

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Book Description

Chamine exposes how your mind is sabotaging you and keeping your from achieving your true potential. He shows you how to take concrete steps to unleash the vast, untapped powers of your mind.



Bulletin of the Atomic Scientists

Author :

Publisher :

Page : 116 pages

File Size : 43,70 MB

Release : 1970-06

Category :

ISBN :

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Book Description

The Bulletin of the Atomic Scientists is the premier public resource on scientific and technological developments that impact global security. Founded by Manhattan Project Scientists, the Bulletin's iconic "Doomsday Clock" stimulates solutions for a safer world.



Change Intelligence

Author : Barbara A. Trautlein

Publisher : Greenleaf Book Group

Page : 273 pages

File Size : 33,83 MB

Release : 2013

Category : Business & Economics

ISBN : 1608324427

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Book Description

In the world of business, the ability to handle constant change makes the difference between success and failure. Today, executives, supervisors, and project managers have plenty of methodologies for managing change, yet the failure rate of major organizational change is still an abysmal 70 percent. In this innovative guide, Barbara Trautlein argues that this is because our current approaches are inadequate when not used in tandem with a deep understanding of change intelligence, or CQ the skill set required to lead a team or company through vital transformations. Inside, she gives readers access to a proprietary, interactive CQ assessment that s based on substantial research and experience in working with hundreds of top organizations. And after readers learn their own change leader style, they go on to discover practical strategies for leveraging their strengths and shoring up their weak spots. Trautlein, a leading authority on change leadership, keeps the theory light and delves into insightful case studies drawn from her decades of experience. Her example-based approach allows readers to plainly see how they can start driving real transformation not by adopting yet another new tool but by bolstering their own capacity for change leadership. "



Los Angeles Magazine

Author :

Publisher :

Page : 212 pages

File Size : 15,46 MB

Release : 2003-11

Category :

ISBN :

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Book Description

Los Angeles magazine is a regional magazine of national stature. Our combination of award-winning feature writing, investigative reporting, service journalism, and design covers the people, lifestyle, culture, entertainment, fashion, art and architecture, and news that define Southern California. Started in the spring of 1961, Los Angeles magazine has been addressing the needs and interests of our region for 48 years. The magazine continues to be the definitive resource for an affluent population that is intensely interested in a lifestyle that is uniquely Southern Californian.



Combo Prospecting

Author : Tony Hughes

Publisher : AMACOM

Page : 264 pages

File Size : 31,25 MB

Release : 2018-01-11

Category : Business & Economics

ISBN : 0814439128

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Book Description

How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? By learning how to combine time-tested sales processes with cutting-edge social media strategies. Sales expert and author Tony J. Hughes details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. In Combo Prospecting, you will learn how to: Locate leverage points that matter Secure decision-maker meetings Build a knockout online brand that distinguishes you from the pack Build a constantly growing list of profitable referrals And much more! Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. However, new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.



Emotional Intelligence for Sales Success

Author : Colleen Stanley

Publisher : AMACOM Div American Mgmt Assn

Page : 226 pages

File Size : 17,77 MB

Release : 2013

Category : Business & Economics

ISBN : 0814430295

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Book Description

Why do salespeople frequently fail to execute-even when they know what they should do?



The Science of Selling

Author : David Hoffeld

Publisher : Penguin

Page : 289 pages

File Size : 44,50 MB

Release : 2022-02-08

Category : Business & Economics

ISBN : 0143129333

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Book Description

The Revolutionary Sales Approach Scientifically Proven to Dramatically Improve Your Sales and Business Success Blending cutting-edge research in social psychology, neuroscience, and behavioral economics, The Science of Selling shows you how to align the way you sell with how our brains naturally form buying decisions, dramatically increasing your ability to earn more sales. Unlike other sales books, which primarily rely on anecdotal evidence and unproven advice, Hoffeld’s evidence-based approach connects the dots between science and situations salespeople and business leaders face every day to help you consistently succeed, including proven ways to: - Engage buyers’ emotions to increase their receptiveness to you and your ideas - Ask questions that line up with how the brain discloses information - Lock in the incremental commitments that lead to a sale - Create positive influence and reduce the sway of competitors - Discover the underlying causes of objections and neutralize them - Guide buyers through the necessary mental steps to make purchasing decisions Packed with advice and anecdotes, The Science of Selling is an essential resource for anyone looking to succeed in today's cutthroat selling environment, advance their business goals, or boost their ability to influence others. **Named one of The 20 Most Highly-Rated Sales Books of All Time by HubSpot



Tech-Powered Sales

Author : Justin Michael

Publisher : HarperCollins Leadership

Page : 273 pages

File Size : 15,47 MB

Release : 2021-06-29

Category : Business & Economics

ISBN : 1400226538

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Book Description

Conventional ways of selling are becoming outdated. Learn what it takes to go from the traditional sales mindset to a tech-enabled sales superhero. In tough markets and with more people working remotely, creating a quality sales pipeline in traditional ways is more challenging than ever. As sales technologies continue to evolve and advance, developing technical quotient (TQ) is an essential element of sales success. Record-setting sales expert Justin Michael and bestselling sales leadership author Tony Hughes combine to provide practical guidance on how professional sellers can maximize results with an effective sales tech-stack to increase sales effectiveness for outstanding results. In Tech-Powered Sales, Michael and Hughes share helpful advice that:? Reveal the techniques that enable you to break through with difficult to reach buyers Teach you how sales technologies can be employed for maximum benefit by raising your TQ Enable you to make the jump from being a beginner to a superuser within your sales team Show you how to thrive in the fourth industrial revolution to leverage technology rather than be at risk of being replaced by it Tech-Powered Sales delivers evidence-based strategies salespeople can use to create more opportunities than ever before. If you want to learn how to maximize your abilities to develop new business, this is the book for you!



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