The Sales Development Playbook

The Sales Development Playbook Book PDF
✏Book Title : The Sales Development Playbook
✏Author : Trish Bertuzzi
✏Publisher :
✏Release Date : 2016
✏Pages : 248
✏ISBN : 1519489080
✏Available Language : English, Spanish, And French

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✏The Sales Development Playbook Book Summary : A book to help companies find customers and create repeatable sales by developing effective inside sales organizations and development strategies.

The Sales Playbook Book PDF
✏Book Title : The Sales Playbook
✏Author : Jack Daly
✏Publisher : Forbesbooks
✏Release Date : 2016-10-26
✏Pages : 254
✏ISBN : 1599326418
✏Available Language : English, Spanish, And French

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✏The Sales Playbook Book Summary : As a salesperson, how much time do you spend learning proven sales techniques from your company's Top Producers? How much time do you spend practicing those techniques in-house, refining them with other team members before taking your final, polished approach on the road? And how much time each day or week does your Sales Manager spend helping you develop those high-performing techniques and processes?Same question for you, Sales Managers: How much of your day or week is dedicated to growing your sales team? How much time do you spend teaching or arranging for the mentoring or practicing of proven sales techniques? Are you teaching your salespeople how to fish, or are you just telling them how many fish they need to bring in to meet quota?In The Sales Playbook for Hyper Sales Growth, we not only delve into the necessity of developing these processes within a company but also provide valuable techniques, tools, and procedures that sales teams can begin implementing immediately.

The Sales Professionals Playbook Book PDF
✏Book Title : The Sales Professionals Playbook
✏Author : Nathan Jamail
✏Publisher : eBookIt.com
✏Release Date : 2013-02-01
✏Pages : 194
✏ISBN : 9781456605124
✏Available Language : English, Spanish, And French

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✏The Sales Professionals Playbook Book Summary : Being a professional sales person is a noble profession. Professional sales people help individuals and organizations make some of the most important decisions. Success in sales takes talent, skills, discipline, practice and, most importantly, honesty with a genuine concern for the client. Experienced sales professional and entrepreneur Nathan Jamail has developed a playbook of techniques and best practices, which have allowed thousands of sales professionals to find success in their selling. From prospecting for new clients to establishing likability, trust and influence with clients, The Sales Professional's Playbook focuses on how to help sales professionals take their sales from poor or mediocre to surpassing limitless expectations. Nothing in this book is theory - it is based on personal experiences learned throughout Nathan Jamail's extensive sales career. The Sales Professional's Playbook is a book written for sales professionals - designed to be straightforward, easy to read, and simple to understand. The ability to execute the skills and programs outlined takes a sales professional who is willing to prepare and practice, which allows persuasion to be a thing of the past. Mastering these professional selling skills will: * Improve confidence * Improve skills and abilities * Improve professionalism * Increase sales and profits Being a professional sales person is hard work but, more importantly, very rewarding. Don't wait for something to happen or someone to do something. Take control of your success and make the call!

The Sales Leaders Playbook Book PDF
✏Book Title : The Sales Leaders Playbook
✏Author : Nathan Jamail
✏Publisher : eBookIt.com
✏Release Date : 2013-02-21
✏Pages : 168
✏ISBN : 9781456605131
✏Available Language : English, Spanish, And French

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✏The Sales Leaders Playbook Book Summary : Winning is not a 'some of the time' activity it is an 'all of the time' activity. Success in sales takes talent, skills, discipline, practice, and most importantly honesty with a genuine concern for the client. Most sales leaders know what to do - they just do not know how to make it real for their organization. This barrier keeps them mediocre at best. Experienced sales professional and entrepreneur, Nathan Jamail has developed a playbook of techniques and best practices, which have allowed hundreds of sales teams to find success in their selling. From creating an organizational belief system to taking the bullet for those you lead, The Sales Leaders Playbook focuses on how to build a winning team. Nothing in this book is theory - it is based on personal experiences learned throughout Nathan Jamail's extensive sales career. The Sale Leaders Playbook is a book written for sales leader by a sales leader - designed to be straightforward, easy to read, and simple to understand. The ability to execute the skills and programs outlined requires effort. It takes a sales leader who is willing to hold a team accountable and more importantly hold themselves accountable. Mastering these sales leadership skills will: * Increase team morale * Improve skills and abilities * Improve communications * Increase sales and profits

📒Hacking Sales ✍ Max Altschuler

Hacking Sales Book PDF
✏Book Title : Hacking Sales
✏Author : Max Altschuler
✏Publisher : John Wiley & Sons
✏Release Date : 2016-05-31
✏Pages : 160
✏ISBN : 9781119281641
✏Available Language : English, Spanish, And French

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✏Hacking Sales Book Summary : Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.

📒Power Phone Scripts ✍ Mike Brooks

Power Phone Scripts Book PDF
✏Book Title : Power Phone Scripts
✏Author : Mike Brooks
✏Publisher : John Wiley & Sons
✏Release Date : 2017-06-26
✏Pages : 304
✏ISBN : 9781119418078
✏Available Language : English, Spanish, And French

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✏Power Phone Scripts Book Summary : Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like: “It costs too much” “We already have a vendor for that” “I’m going to need to think about it” “I need to talk to the boss or committee” and so many others… More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client. Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.

📒Sales Basics ✍ Sherry Moore

Sales Basics Book PDF
✏Book Title : Sales Basics
✏Author : Sherry Moore
✏Publisher :
✏Release Date : 2020-05-23
✏Pages : 164
✏ISBN : 9798645742287
✏Available Language : English, Spanish, And French

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✏Sales Basics Book Summary : This book contains 58 easy-to-use tips on closing the sale along with details on these tips. The Art of the Close is something far more than a few fancy words that you say at the end of the sales call. To get a higher number of prospects to buy and commit to keeping their purchase is a skill that you can acquire by learning and implementing the practices mentioned in this book. Learn what all goes into being a successful, ongoing closer who is consistent each day, with each prospect, and creates solid sales with prospects who don't return for a refund. Sales Tip #1: Smiling Sales Tip #2: Sales really is a numbers game Sales Tip #3: Always be honest Sales Tip #4: Its okay to not know all the answers in the beginning This book is easy to read, and the information within it is can be quickly and easily applied to your sales process to help you achieve more solid sales! About the Author: Designed by a proven sales professional with two decades of various sales experiences. Sherry Moore has done different types of sales styles from simple appointment setting (which is a part of the sales process) to consultative sales; from face-to-face to telemarketing; inbound and outbound sales; cold leads and warm leads; prospects and client renewals. Sherry has worked in all types of environments - being an entrepreneur since 2007, owning her own sole proprietorship and, before that, having worked in Corporate America for major companies like AT&T Yellow Pages and Verizon Yellow Pages. She's even worked in a call center for U-Haul International. Today, Sherry owns her own sales business. She does sales to gain new clients, and sales or appointment setting for her clients. More recently, she's turned to consulting, training, developing sales processes, and management by building and managing sales teams for her clients. She decided to assist entrepreneurs, business owners, sales people and customer service representatives alike by writing this book. A total of 2 books and 1 workbook were written to help you through your sales journey. Sales Basics: The Art of the Close is Book 2 of the Sales Basics series. Also look for my other books in the series, "Sales Basics" and "Sales Basics Workbook: How Do You Decide To Buy?" Thank you. Signed, Good Selling, Sherry Moore, May 2020 Topics that apply to this book: telemarketing books, closing techniques that really work, big league sales closing techniques, customer success book, customer success professionals handbook, customer success professional, customer success playbook, customer success sales, sales coaching, sales development playbook, sales development, sales enablement, sales growth, sales leadership books, sales negotiation books, sales strategies that close the sale, sales survival

Predictable Prospecting How To Radically Increase Your B2b Sales Pipeline Book PDF
✏Book Title : Predictable Prospecting How to Radically Increase Your B2B Sales Pipeline
✏Author : Marylou Tyler
✏Publisher : McGraw Hill Professional
✏Release Date : 2016-08-19
✏Pages : 208
✏ISBN : 9781259835650
✏Available Language : English, Spanish, And French

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✏Predictable Prospecting How to Radically Increase Your B2B Sales Pipeline Book Summary : The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a “sales bible” (Inc.) If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline — whether you’re a sales or marketing executive, team leader, or sales representative. Based on the acclaimed business model that made Predictable Revenue a runaway bestseller, this powerful approach to B2B prospecting will help you to: • Identify the prospects with the greatest potential • Clearly articulate your company’s competitive position • Implement account-based sales development using ideal account profiles • Refine your lead targeting strategy with an ideal prospect profile • Start a conversation with people you don’t know • Land meetings through targeted campaigns • Craft personalized e-mail and phone messaging to address each potential buyer’s awareness, needs, and challenges. • Define, manage, and optimize sales development performance metrics • Generate predictable revenue You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals—quickly, efficiently, and predictably. The book includes easy-to-use charts and e-mail templates, and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit. Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets—and generate more revenue than ever. That’s the power of Predictable Prospecting.

Sales Pros Get Paid Amateurs Don T Book PDF
✏Book Title : Sales Pros Get Paid Amateurs Don t
✏Author : David Villa
✏Publisher : Bookbaby
✏Release Date : 2018-05-07
✏Pages : 178
✏ISBN : 1543930247
✏Available Language : English, Spanish, And French

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✏Sales Pros Get Paid Amateurs Don t Book Summary : In Sales Pros Get Paid, Amateurs Don't: Playbook of a Sales Pro, David Villa will go over the steps required to go from a novice to an expert, an apprentice to a master, a rookie to a veteran, a contender to a champion, And an amateur, to a professional. Professionals get paid, amateurs do not. Which one are you?

The Playbook On Fixing Anemic Sales Pipelines Volume I Book PDF
✏Book Title : THE PLAYBOOK on Fixing Anemic Sales Pipelines Volume I
✏Author : Christopher Bass
✏Publisher : Surrogate Press
✏Release Date : 2018-04-11
✏Pages : 156
✏ISBN : 1947459147
✏Available Language : English, Spanish, And French

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✏THE PLAYBOOK on Fixing Anemic Sales Pipelines Volume I Book Summary : Christopher Bass is a sales expert with over twenty years of experience in every possible facet of sales. He speaks, writes, trains, and coaches companies and sales professionals on how to overcome the biggest challenges associated with generating qualified prospects and winning more sales. With field-tested, real-world experience, academics and intensive self-study under his belt, Christopher has the expertise to help your sales team WIN MORE sales today! In this book you'll learn: Why prospecting is still critically important despite the popularity of inbound marketing How to build the right foundation for prospecting success from day one The eight steps to becoming great at prospecting How to determine the best communication channels for generating prospects based upon your goals and objectives The four critical steps to generating an over-flowing pipeline of qualified prospects

📒Sell More Faster ✍ Amos Schwartzfarb

Sell More Faster Book PDF
✏Book Title : Sell More Faster
✏Author : Amos Schwartzfarb
✏Publisher : John Wiley & Sons
✏Release Date : 2019-09-04
✏Pages : 192
✏ISBN : 9781119597803
✏Available Language : English, Spanish, And French

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✏Sell More Faster Book Summary : From Amos Schwartzfarb, serial entrepreneur and veteran Managing Director of Techstars Austin comes the elemental, essential, and effective strategy that will help any startup identify, build, and grow their customers from day 1 Most startups fail because they can’t grow revenue early or quickly enough. Startup CEOs will tell you their early missteps can be attributed to not finding their product market fit early enough, or at all. Founders overspend time and money trying to find product-market fit and make false starts, follow the wrong signals, and struggle to generate enough revenue to scale and raise funding. And all the while they never really knew who their customers were, what product they really needed, and why they needed it. But it doesn’t have to be this way, and founders don’t need to face it alone. Through expert guidance and experienced mentorship, every startup can avoid these pitfalls. The ultimate guide for building and scaling any startup sales organization, Sell More Faster shares the proven systems, methods, and lessons from Managing Director of Techstars Austin and sales expert Amos Schwartzfarb. Hear from founders of multi-million-dollar companies and CEOs who learned firsthand with Techstars, the leading mentorship-driven startup accelerator and venture capital firm that has invested in and mentored thousands of companies, collectively representing billions of dollars in funding and market cap. Schwartzfarb, and the Techstars Worldwide Network of more than 10,000 mentors do one thing better than anyone: help startup entrepreneurs succeed. They know how to sell, how to hire people who know how to sell, and how to use sales to gain venture funding—and now you can, too. Sell More Faster delivers the critical strategies and guidance necessary to avoid and manage the hazards all startups face and beat the odds. This valuable resource delivers: A comprehensive playbook to identify product market direction and product market fit Expert advice on building a diverse sales team and how to identify, recruit, and train the kinds of team members you need Models and best practices for sales funnels, pricing, compensation, and scaling A roadmap to create a repeatable and measurable path to find product-market fit Aggregated knowledge from Techstars leaders and industry experts Sell More Faster is an indispensable guide for entrepreneurs seeking product-market fit, building their sales team, developing a growth strategy, and chasing accelerated, sustained selling success.

Facebook Advertising Build Your Online Business Empire Learn Marketing And The Internet Millionaire S Secret To Work From Home A Sales De Book PDF
✏Book Title : Facebook Advertising Build Your Online Business Empire Learn Marketing and the Internet Millionaire s Secret to Work from Home a Sales De
✏Author : Corey Walker
✏Publisher : Independently Published
✏Release Date : 2019-03-16
✏Pages : 260
✏ISBN : 1090642008
✏Available Language : English, Spanish, And French

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✏Facebook Advertising Build Your Online Business Empire Learn Marketing and the Internet Millionaire s Secret to Work from Home a Sales De Book Summary : Start Making Money From Home Now! How can you make $10,000 to even $100,000 a month and achieving financial freedom? It would be through Facebook Advertising. Many people don't know that Facebook ads can be one the most lucrative online businesses you can do. Thousands of people are making a living from Facebook advertising, and so can you after reading this book. This book goes into detail on how to start making money from Facebook ads, and we will talk about the deep secrets most successful advertisers don't want you to know about making money thru Facebook ads. Just remember, if you follow the steps in this book precisely as explained then you should have no problem making $10,000 a month from Facebook ads within 90 days. Remember to work hard and to read carefully. You will reap the benefits of this fantastic book. This book has solid tips and advice with real time strategies to take you where no Facebook ads book has gone before. Doesn't matter if you are a beginner or a pro, this book has it all. Inside you will learn: Why every Facebook advertiser needs this book - Explaining in detail as to why this book is a must read for any aspiring advertiser. How to pick a niche - How to find a niche which would be best suited for you the reader. How to make passive income from Facebook ads. Affiliate marketing - Going step by step on how to find a good affiliate program which will sell and make profits. Domain name + Hosting + WordPress- Explain how to find the best and the most cost-effective Domain name + Hosting + WordPress. SEO - Explaining the importance of SEO, also showing how to boost ranking on Google. First blog post - Explaining to readers how to set up your first blog post. Facebook groups, pages and more! Importance of YouTube- Why is YouTube an excellent idea for Facebook ads, and how it can help them get amazing traffic to their ads. How to build an email list- Showcasing some the most sought-after methods for collecting emails for your ads. Guest blogging- Learn how they can generate more traffic to their ads by guest posting. How to use all these methods- Summing up everything we just talked about in this book, and explaining how to use these methods for best results. All the popular Social Media Marketing sites and which ones are right for you. Keep growing your empire- Briefly touching on how to keep building your Facebook ads empire even after you have achieved the $10,000 a month mark. And much much more! So what are you waiting for? Get this book now before it is too late!

Humanizing Your Brand Be Successful Modern Business Growth Playbook Book PDF
✏Book Title : Humanizing Your Brand Be Successful Modern Business Growth Playbook
✏Author : David Vega Jr
✏Publisher : Independently Published
✏Release Date : 2019-02-28
✏Pages : 132
✏ISBN : 179824196X
✏Available Language : English, Spanish, And French

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✏Humanizing Your Brand Be Successful Modern Business Growth Playbook Book Summary : Congratulations on a quest to enhance your business and marketing skills to become independent or what I like to call a BRANDPRENUER. EXPERIENCE THE FREEDOM AND PROFITS IN BUSINESS. In today's world where automation and technology run our lives and businesses, many Entrepreneurs, Companies, and Brands are failing because they forget one fundamental piece of any business - REAL RELATIONSHIPS. David Vega is a recognized leader of a new generation in strategic sales, marketing success, and leadership. In this book, he outlines proven strategies to uncover hidden opportunities and small business profit potential through his simple yet effective marketing strategies. If you're launching a new small business or struggling with making smart decisions for your existing business, then grab this book now! The strategies in this book - when implemented with care - are guaranteed to make you more money with less effort. These are strategies that have helped businesses just like yours make hundreds of thousands of dollars - including your competitors. For the past 20 years (CEO of Tridence Agency) and several successful start-ups, David Vega been helping entrepreneurs, brands, and organizations create growth by building relationships through digital marketing. David's has been assisting hundreds of businesses in succeeding into six and seven figures models." What This Book is About: Helping Entrepreneurs, Small Business, and Brands Create Growth by establishing simple Business schemes and Building Relationships Through a Modern Business Growth Process. Brand storytelling strategy and sales should serve a higher purpose beyond selling products and services. The most successful businesses inspire within their brand to become a disruptive educator in the industry. Take Action! If you're already an accomplished business owner, use this book as a direction to enhance the speed of your business success. If you are not as accomplished as you would like to be then the smartest thing to do is: A) Understanding your Spiritual Growth (Spirituality) B) Leveraging Tech to make it work for you (Technology) C) Learning how to Communicate effectively. (Sales) These above principles are what David Vega teaches in what he calls the Digital Mind Blueprint (Modern Business Growth) Process. - Tridence Business Coaching and Training Academy. BONUS: Academy Links with key worksheets and growth hacks. Buy this book NOW and multiply your revenue and profits while also finding the Freedom of Life you deserve.

📒The Leadership Playbook ✍ Nathan Jamail

The Leadership Playbook Book PDF
✏Book Title : The Leadership Playbook
✏Author : Nathan Jamail
✏Publisher : Penguin
✏Release Date : 2014-07-31
✏Pages : 224
✏ISBN : 9780698157026
✏Available Language : English, Spanish, And French

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✏The Leadership Playbook Book Summary : The successful self-published author of The Sales Leaders Playbook writes his first mainstream leadership book There are enormous differences between managing and coaching. Yet many companies and organizations encourage their leaders to coach teams without ever teaching them how and without creating a culture that supports coaching. Nathan Jamail—a leading consultant, professional speaker, and the president of his own group of businesses—trains coaches at several Fortune 500 companies and learned that it takes not only different skills to achieve success, but a truly effective coach needs an organizational culture that creates and multiplies the success of every motivated team member. The Leadership Playbook shows leaders the skills necessary to be an effective coach and to build effective teams by: Fostering employees’ belief in the culture of a company Resolving issues proactively rather than reactively and creating an involvement that constantly pushes employees to be their best Focusing on the more humane principles of leadership—gratitude, positivity, and recognition—that keep morale high Holding teams and individuals accountable Constantly recruiting talent ("building the bench") rather than filling positions only when they are empty Combining research, interviews, and inspiring stories with the lessons that have earned Jamail the respect of the world’s foremost corporations including CISCO, FedEx, Sprint, the U.S. Army, and State Farm; The Leadership Playbook will dominate the category for years to come.

Coaching Salespeople Into Sales Champions Book PDF
✏Book Title : Coaching Salespeople into Sales Champions
✏Author : Keith Rosen
✏Publisher : John Wiley & Sons
✏Release Date : 2010-06-03
✏Pages : 352
✏ISBN : 9780470893418
✏Available Language : English, Spanish, And French

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✏Coaching Salespeople into Sales Champions Book Summary : Sales training doesn’t develop sales champions. Managers do. The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching FrameworkTM used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast. Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation. You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster. Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to: Boost sales, productivity and personal accountability, while reducing your workload Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business Design, launch and sustain a successful internal coaching program Turn-around underperformers in 30 days or less Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives Coach and retain your top performers Collaborate more powerfully and communicate like a world-class leader Training develops salespeople. Coaching develops sales champions. Your new competitive edge.

📒Franchising ✍ Robert T. Justis

Franchising Book PDF
✏Book Title : Franchising
✏Author : Robert T. Justis
✏Publisher : Dame Publications
✏Release Date : 2003
✏Pages : 596
✏ISBN : 0759320217
✏Available Language : English, Spanish, And French

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✏Franchising Book Summary : Franchising, 3e provides an overall evaluation of the world of franchising. First, students learn a comprehensive review of how to start and manage a franchising system – how to become a franchisor. In addition the book provides a look inside how the franchisee can chose and develop a single franchise unit. This book is an all-inclusive look at franchising and it helps anyone who wants to work in a franchising business.

The Opening Playbook A Professional S Guide To Building Relationships That Grow Revenue Book PDF
✏Book Title : The Opening Playbook A Professional s Guide to Building Relationships that Grow Revenue
✏Author : Andrew Dietz
✏Publisher : McGraw Hill Professional
✏Release Date : 2014-05-23
✏Pages : 240
✏ISBN : 9780071825894
✏Available Language : English, Spanish, And French

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✏The Opening Playbook A Professional s Guide to Building Relationships that Grow Revenue Book Summary : YOUR GAME PLAN FOR WINNING BUSINESS RELATIONSHIPS Just like a football game, client building requires a solid strategy executed by a series of well-designed plays. While the ultimate objective of a sports team is to put points on the board, the plays are designed to systematically get the team into scoring position. The score itself--a touchdown, a goal, a home run--is the closing play. But you can't get there without great opening plays. In the world of business development and sales, getting into scoring position means being in the room with decision makers and influencers--and that's what The Opening Playbook helps you to do. Business development guru Andrew Dietz takes you step-by-step through the process of getting yourself into the ideal position to sell your services, whether you're a one-person operation or work for a major firm. Taking on the role of your coach, Dietz shows you "game footage" of Sam Wentworth, a law firm associate on the cusp of becoming a partner. But first he has to prove himself on the field of play by demonstrating his business development abilities. Meanwhile, the play clock is getting close to zero . . . Throughout The Opening Playbook, Dietz stops the film at critical points, showing you where Sam succeeds and where he trips up. He provides the powerful opening-drive plays (best practices for establishing authentic business relationships), analyzes the defense (obstacles in the way of the success), and suggests audibles (on-the-spot tactical modifications to answer unplanned-for challenges). The team with the best plan usually wins the day. Put yourself several steps ahead of the competition and develop winning business relationships with The Opening Playbook. PRAISE FOR THE OPENING PLAYBOOK: "Dietz outlines both the behavioral pitfalls to avoid and the disciplines to embrace on one's path to truly connecting with clients. Truly honest instruction from the Lombardi of business development coaches." -- James H. Gilmore, coauthor, The Experience Economy and Authenticity "Andrew Dietz inspires you to create great conversations with your prospects so that you become a valuable, trusted advisor. If you want long-term relationships with your clients, this is the book for you." -- Shawn Kent Hayashi, author of Conversations that Get Results and Inspire Collaboration "If you want to have your clients for life, you must read The Opening Playbook! A great storyteller, Andrew Dietz provides invaluable insights on how to become a trusted advisor." -- Jagdish N. Sheth, Charles H. Kellstadt Professor of Marketing, Emory University, and author of Clients For Life "Dietz provides a great blend of strategic and tactical advice, wrapped in great stories and examples. It's an enjoyable and VALUABLE read!" -- Bill Cates, author of Get More Referrals Now and Beyond Referrals "Andrew Dietz is a master at building relationships, and his book is filled with insightful ideas and useful strategies." -- Alan Deutschman, author of Walk the Walk and Change or Die

Mergers And Acquisitions Playbook Book PDF
✏Book Title : Mergers and Acquisitions Playbook
✏Author : Mark A. Filippell
✏Publisher : John Wiley & Sons
✏Release Date : 2010-11-02
✏Pages : 336
✏ISBN : 0470918624
✏Available Language : English, Spanish, And French

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✏Mergers and Acquisitions Playbook Book Summary : The ultimate "tricks of the trade" guide to mergers and acquisitions Mergers and Acquisitions Playbook provides the practical tricks of the trade on how to get maximum value for a middle-market business. This book uniquely covers how to prepare for a sale, how to present the business most positively, and how to control the sale timetable. Written in a straight-talking style Provides the tricks of the trade on how to get maximum value for a middle-market business Shows how the sellers can take capitalize their inherent "unfair advantages" Examines the differences between "value" and "currency" Explains how to handle bankruptcy and distress company sales Offers tips on managing your lawyers in the documentation process Filled with empirical examples of successful-and unsuccessful-techniques, this practical guide takes you through every step of the M&A process, from how to manage confidentiality, how to create competition (or the impression of competition), to what to do once the deal is closed.

📒The Cio Playbook ✍ Nicholas R. Colisto

The Cio Playbook Book PDF
✏Book Title : The CIO Playbook
✏Author : Nicholas R. Colisto
✏Publisher : John Wiley & Sons
✏Release Date : 2012-06-29
✏Pages : 240
✏ISBN : 9781118411186
✏Available Language : English, Spanish, And French

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✏The CIO Playbook Book Summary : As our economy shifts from recession to recovery, our current economic climate is ripe for transformation. CIOs are in a unique position to leverage technology in order to drive innovation and boost business growth. The CIO Playbook is the handy desk reference for CIOs, CEOs, CFOs, and up and coming leaders, revealing a dynamic seven-step framework (Partner – Organize – Innovate – Deliver – Support – Protect – Grow) that will guide you in making essential changes to your organization. The proven strategies, tools, and techniques in The CIO Playbook make it the ultimate "how-to" resource for creating a high-performance IT organization that delivers value-added products and services to employees, customers, and shareholders. Author Nicholas Colisto provides solutions to the issues that concern business leaders and IT practitioners, including: How to truly partner with business peers Delivering high-quality products and services that are embraced by your user community How to ensure your team is focused on the right innovations Measuring performance and running your department like a business Ways to attract, motivate, and retain a talented team working toward a common vision Managing risks to operate effectively and protect corporate reputation Featuring online templates for each of the seven steps described in the book, The CIO Playbook can help you transform your IT department from a mere order taker to a high-performance organization that delivers extraordinary business outcomes, despite this era of turbulent economic challenges.

The Sports Event Management And Marketing Playbook Book PDF
✏Book Title : The Sports Event Management and Marketing Playbook
✏Author : Frank Supovitz
✏Publisher : John Wiley & Sons Incorporated
✏Release Date : 2005
✏Pages : 478
✏ISBN : UOM:39015061009893
✏Available Language : English, Spanish, And French

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✏The Sports Event Management and Marketing Playbook Book Summary : A proven framework to envision, plan, fund, and produce sports events The authoritative guide to sports event management and marketing "To know how to orchestrate a sports event is to know how our industry works. The NHL, under Frank Supovitz’s stewardship, has been a consistent leader at making its events grow its business and enhance its brand." –Mike Golub, Senior Vice President of Business Operations for the NBA Memphis Grizzlies "Only with the right strategic plan can sports events maximize the revenues for organizers and host venues, and drive exposure for sponsor partners. This guide offers practical advice to ensure you come up with a winning formula." –Mark Bisson, Editor, Stadia magazine "The Sports Event Management and Marketing Playbook is a step-by-step guide designed to help you stage events that surpass their goals, whether at your community’s recreation center or in front of a worldwide television audience." –Wayne Gretzky The Sports Event Management and Marketing Playbook is a step-by-step guide for the real world, offering expert advice on how to properly build sports events into successful and financially viable properties. Authored by a successful professional who’s in the trenches every day, this helpful resource offers both first-time planners and seasoned organizers with the expertise and framework for staging top-quality sports events at any level–from the community to the global stage. Along with practical checklists, tables, figures, and forms, The Sports Event Management and Marketing Playbook features: "Sideline Stories" presenting real-life examples of the development, management, and execution of sports events "Coach’s Clipboard" featuring questions and thought-provoking intellectual exercises that enable readers to apply the lessons of every chapter to hypothetical situations The Wiley Event Management Series–Series Editor, Dr. Joe Goldblatt, CSEP The Wiley Event Management Series provides professionals with the essential knowledge and cutting-edge tools they need to excel in one of the most exciting and rapidly growing sectors of the hospitality and tourism industry. Written by recognized experts in the field, the volumes in the series cover the research, design, planning, coordination, and evaluation methods as well as specialized areas of event management.

The Marketing Playbook Book PDF
✏Book Title : The Marketing Playbook
✏Author : John Zagula
✏Publisher : Penguin
✏Release Date : 2004-10-21
✏Pages : 336
✏ISBN : 9781440684975
✏Available Language : English, Spanish, And French

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✏The Marketing Playbook Book Summary : Every company needs to figure out the best way to beat the competition. What do you do if the other guy is already dominating the market? Should you challenge them head on or lie low for a while? Should you offer customers high-end features or a low-end price? Or both? During their years at Microsoft, John Zagula and Richard Tong answered such questions so effectively that they helped Microsoft Office and Windows grow from a 10 percent to 90 percent market share. As venture capitalists, Zagula and Tong have continued to test and perfect their system with hundreds of companies of all sizes and at all stages. Now they’re sharing their best ideas and methods in an easy-to-apply book that will be enormously helpful to marketers in every industry and leaders in every size company. The Marketing Playbook explains the five basic strategies for a competitive market—The Drag Race Play, The Best of Both Play, The High-Low Play, The Platform Play, and The Stealth Play. It illustrates how each one works, how to pick the best one for a given situation, and then how to implement it effectively in the real world. Just like a great sports coach with a well-designed playbook, managers who read this book will have the tools, tips, and tricks they need to leapfrog market research, craft a smart strategy, motivate their team, and start scoring major points with customers and against the opposition.

The Social Entrepreneur S Playbook Expanded Edition Book PDF
✏Book Title : The Social Entrepreneur s Playbook Expanded Edition
✏Author : Ian C. MacMillan
✏Publisher : Wharton School Press
✏Release Date : 2013-11-12
✏Pages : 234
✏ISBN : 9781613630303
✏Available Language : English, Spanish, And French

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✏The Social Entrepreneur s Playbook Expanded Edition Book Summary : Available for the First Time: The Complete Social Entrepreneur's Playbook Covers all three phases of the start-up to scale-up process, developed with reader feedback from "one of the more unusual ebook...experiments of the year" (ThinReads) Wharton professor Ian C. MacMillan and Dr. James Thompson, director of the Wharton Social Entrepreneurship Program, provide a tough-love approach that significantly increases the likelihood of a successful social enterprise launch in the face of the high-uncertainty conditions typically encountered by social entrepreneurs. MacMillan and Thompson used their own systematic framework to publish The Social Entrepreneur's Playbook. To test the market, they offered the first phase in their start-up method (step 1) as a free ebook. Readers were invited to join The Social Entrepreneur's Advisory Group, and nearly 300 aspiring and active social entrepreneurs shared feedback that helped shape the complete edition of the book, which covers all three steps in the start-up to scale-up process. Based on this crowd-sourced feedback from readers of the free ebook and drawing on the authors' more than 26 years' combined experience developing and studying social enterprises in the field across Africa and in the United States, this new edition provides guidance for each phase: Phase One: Pressure Test Your Start-Up Idea. Based on the free ebook, this expanded section now includes advice on setting revenue and social impact goals, how to navigate the sociopolitical landscape, and how to develop a strong concept statement. In addition, MacMillan and Thompson provide advice on how to identify and test a proposed revenue-generating solution and define and segment your target population. Phase Two: Plan Your Social Enterprise. All new to this edition, this critical phase shows you how to frame and scope the venture, determine what it will take to actually deliver a sustainable enterprise, identify the key assumptions that have been made, and design checkpoints to test those assumptions before making major investments. Phase Three: Launch and Scale Your Social Enterprise. Available for the first time in this edition, you will learn how to effectively launch your enterprise, manage upside potential and downside risk, and strategically scale up. Filled with accessible frameworks and tools, as well as inspiring stories of social entrepreneurs, The Social Entrepreneur's Playbook is a must-read for any aspiring or active social entrepreneur, as well as philanthropists, foundations, and nonprofits interested in doing more good with fewer resources. Includes access to downloadable planning documents, including user-friendly spreadsheets

Software Development Book PDF
✏Book Title : Software Development
✏Author :
✏Publisher :
✏Release Date : 1996
✏Pages :
✏ISBN : UOM:39015036238858
✏Available Language : English, Spanish, And French

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✏Software Development Book Summary :

Relationship Economics Book PDF
✏Book Title : Relationship Economics
✏Author : David Nour
✏Publisher : John Wiley & Sons
✏Release Date : 2011-02-08
✏Pages : 320
✏ISBN : 9781118076033
✏Available Language : English, Spanish, And French

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✏Relationship Economics Book Summary : A revised and updated guide to bridging relationship creationwith relationship capitalization Relationship Economics isn't about taking advantage of friends or coworkers to get ahead. It's about prioritizing and maximizing a unique return on strategic relationships to fuel unprecedented growth. Based on the author's global speaking and consulting engagements, Relationship Economics reveals that success comes from investing in people for extraordinary returns. This revised and updated version explains the three major types of relationships—personal, functional, and strategic—and how to focus each to fuel enterprise growth. It introduces new concepts in relationship management, including the exchange of Relationship Currency, the accumulation of Reputation Capital, and the building of Professional Net Worth. These are the fundamental measures of business relationship, and once you understand them, you'll be able to turn your contacts into better executions, performance, and results. "David Nour is the definitive expert on strategic relationships. He has captured practical, pragmatic, and timely insights in Relationship Economics and has been a valuable resource to my sales transformation efforts." —RANDY SEIDL, Senior VP, Enterprise Servers, Storage and Networking, Americas, HP "Although many understand the importance of relationships, the quantifiable and strategic values of relationships are often underemphasized. David Nour has done just that in¿Relationship Economics." —CRAIG LEMASTERS, President and CEO, Assurant Solutions "If a man is judged by the company he keeps, David Nour's Relationship Economics provides a systematic approach to building value in that judgment. The concepts reach well beyond networking to building lasting and productive relationships." —DENNIS SADLOWSKI, former president and CEO, Siemens Energy & Automation, Inc.

Marketing Playbook For Social Media Book PDF
✏Book Title : Marketing Playbook for Social Media
✏Author : Mark W. Lamplugh
✏Publisher : Createspace Independent Publishing Platform
✏Release Date : 2018-08-11
✏Pages : 106
✏ISBN : 1724979256
✏Available Language : English, Spanish, And French

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✏Marketing Playbook for Social Media Book Summary : This book contains helpful information about how to use social media to promote your business and boost your sales! The information in this book will help you to create and grow a strong social media presence for your business that will allow you to obtain the all the potential that social media has to offer. Social Media is being highly adopted by the wider population therefore it is imperative to deliver the right message to the right platform. By reading and taking action on each chapter, you need to learn how to build your social media presence for you can obtain the full benefits. This book will explain to you tips and techniques that will allow you to successfully increase your sales through Facebook, Twitter, YouTube, and other Social Networking Sites!

Selling Strategically Book PDF
✏Book Title : Selling Strategically
✏Author : Terry Barge
✏Publisher : Dagmar Miura
✏Release Date : 2016-01-10
✏Pages : 140
✏ISBN : 9781942267140
✏Available Language : English, Spanish, And French

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✏Selling Strategically Book Summary : In this post-recessionary era, sales professionals in every business-to-business sector must “up their game” significantly in order to create sustainable success for organisations and individuals alike. Selling Strategically: A 21st-Century Playbook provides a proven and practical journey through the pivotal sales “upgrades” necessary to achieve and sustain revenue growth and profitability in a demanding and highly competitive 21st-century business environment. This book provides both the “Why?” and the “How?” of “selling strategically” and tracks why this business-to-business sales methodology plays a key role in delivering sales success for forward-thinking organisations. It introduces the role of the Sales Strategist and delves deeply into the four key attributes that define that role. And to ensure that the book’s key sales principles can be applied immediately, there is a unique, step-by-step Playbook that provides the essential “how to” steps.

The B2b Executive Playbook Book PDF
✏Book Title : The B2B Executive Playbook
✏Author : Sean Geehan
✏Publisher : Clerisy Press
✏Release Date : 2011-08-09
✏Pages : 192
✏ISBN : 9781578604470
✏Available Language : English, Spanish, And French

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✏The B2B Executive Playbook Book Summary : The first book completely focused on successfully running B2B, which is very different from B2C. The fate of a B2B lies in the hands of a few individuals so what ultimately determines if a company thrives, or even survives, is how these key relationships are targeted, structured and managed. Over 30 percent of all B2B product development, marketing, and other discretionary dollars are wasted. When the realities of B2B marketplace are not integrated into a company's SOP, it is more likely that the company is wasting money as well as the employees' time and efforts. If the budget and plans aren't structured for B2B specifically, they won't move the meter. But there is good news -- there is a corresponding equal amount of potential revenue, growth and prosperity. The leading B2B companies dramatically build their top and bottom lines when leaders realize that success, undeniably and unquestionably, resides with how they engage with the their customers and how that will drive their internal alignment and operations. What is it that they are doing differently than their competition and others in their industry that drive revenue growth, deliver predictable earnings, retain and grow customers and develop new offerings that customers will not only buy, but for which they will pay premiums.

📒Sales Engagement ✍ Manny Medina

Sales Engagement Book PDF
✏Book Title : Sales Engagement
✏Author : Manny Medina
✏Publisher : Wiley
✏Release Date : 2019-03-12
✏Pages : 240
✏ISBN : 9781119584346
✏Available Language : English, Spanish, And French

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✏Sales Engagement Book Summary : The Sales Engagement movement is here! Join the world's most innovative companies, and build a sales organization made for the future. "This is a new era—a time where there are more options for the buyer than ever before. More information at their fingertips. More companies doing similar things. More salespeople to contact them about it. Salespeople need to be ready. They need a whole new education and suite of technology to go with it. I'm here to tell you that it has arrived. It's time to be where the buyer is. It's time to be testing and optimizing your outreach. It's time to be relevant. It's time to be personal. It's time to embrace the modern era of Sales Engagement. Companies doing this right are growing revenues at rates never seen before. Read on to learn the secrets to how they're leveraging modern Sales Engagement." —From the Preface From the leaders at Outreach—the company that boasts the leading Sales Engagement software—comes an essential guide for adopting the proven strategies and tactics of Sales Engagement. The authors explore the 7 major pain points in business, and show how Sales Engagement can solve these challenges. The Sales Engagement strategies presented within help organizations meet the needs and demands of today's smart buyers by providing a detailed and actionable game plan to humanize an organization's sales process through data, science, and the new art of sales. Sales Engagement contains perspectives from the savviest revenue-acceleration-focused thought leaders, customers, partners, practitioners, and executives that represent a vast array of companies of various sizes and industries.

The Sales Leaders Executive Gift Package Book PDF
✏Book Title : The Sales Leaders Executive Gift Package
✏Author : Nathan Jamail
✏Publisher : Scooter Pub
✏Release Date : 2010-11-17
✏Pages :
✏ISBN : 0981778933
✏Available Language : English, Spanish, And French

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✏The Sales Leaders Executive Gift Package Book Summary : 2 Books & CD. The Sales Leaders Executive Gift Package was created to be the premiere gift for all business and organisational leaders. The kit includes a copy of the number one selling business book, the audiobook version, and the Sale Leaders Playbook. Unlike most leadership books, The Sales Leaders Playbook is based on proven and simple principles that many of us have learned or experienced in playing sports and working in business. Management and coaching are often considered the same thing, but they often contradict one another. In coaching, conflict is the key to success. It's often the demanding coach who becomes the greatest difference in one's life. Such coaches demand the best and insist on regular practice to get there. Nathan reveals why it's better for leaders to spend more time coaching the top performers, who deserve and have earned attention, than managing the poor performers, who seem to consume the leader's attention.

The Business Model Innovation Playbook Book PDF
✏Book Title : The Business Model Innovation Playbook
✏Author : Gennaro Cuofano
✏Publisher : FourWeekMBA
✏Release Date : 2019-11-19
✏Pages : 23
✏ISBN :
✏Available Language : English, Spanish, And French

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✏The Business Model Innovation Playbook Book Summary : Business model innovation is about increasing the success of an organization with existing products and technologies by crafting a compelling value proposition able to propel a new business model to scale up customers and create a lasting competitive advantage. And it all starts by mastering the key customers. - The importance of business model innovation - Business model innovation enables you to create competitive moats - A multi-faceted concept - Analysts use business models to produce financial analyses - Academics study business models for the sake of classifying things - Most people confuse business models for business plans - Startups confuse business models for monetization strategies - Business model innovation is an experimentation mindset for entrepreneurs - An entrepreneur is not a scientist - Business model innovation is at the same time a mindset, a framework and a set of tools for entrepreneurs - Myth one: the best product wins - Myth two: technology is what gives a competitive advantage - Myth three: business model innovation is just about how you make money - What kind of questions do you need to ask with business model innovation? - Paths toward business model innovation - Engineer an innovative business model from scratch - Find an innovative business model along the way - Use business model innovation as a survival mechanism - Business model innovation examples - Netflix business model innovation (case study) - Amazon business model innovation (case study) - Apple business model innovation (case study) - Google business model innovation (case study) - Facebook business model innovation (case study) - Is business model innovation for anyone? - Key takeaways