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Sales Management. Simplified.

Sales Management. Simplified.
The Straight Truth About Getting Exceptional Results from Your Sales Team

by Mike Weinberg

  • Publisher : AMACOM
  • Release : 2015-10-21
  • Pages : 224
  • ISBN : 0814436447
  • Language : En, Es, Fr & De
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Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Every day, expert consultants like Mike Weinberg are called on by companies large and small to figure out why their sales departments are falling short. Is it lazy and ineffective salespeople? Is it outdated methods of client building? Why are these team members not producing as they should? And more often than not, the answers are not what they expected: the issue lies not with the sales team . . . but with how it is being led. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. In most organizations he has been hired as a consultant, he has found that through their attitude and actions, senior executives and sales managers have unknowingly been undermining the performances of their employees. But the good news is, that with the right guidance, results can be transformed. In this invaluable resource, Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets And much more Blending blunt, practical advice with funny stories from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. The solution starts with you!

New Sales. Simplified.

New Sales. Simplified.
The Essential Handbook for Prospecting and New Business Development

by Mike Weinberg

  • Publisher : AMACOM
  • Release : 2012-09-04
  • Pages : 240
  • ISBN : 081443178X
  • Language : En, Es, Fr & De
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Close more deals every day. Each page of this sales essential is packed with examples, anecdotes, and proven formulas to do exactly that. Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. You’ll learn how to: identify a strategic list of genuine prospects; draft a compelling, customer-focused “sales story”; perfect the proactive telephone call to get face-to-face with more prospects; use email, voicemail, and social media to your advantage; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities. Landing on HubSpot’s Top 20 Sales Books of All Time, New Sales. Simplified. is about overcoming--and even preventing--buyers’ anti-salesperson reflex by establishing trust. The easy-to-follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.

Sales Manager Survival Guide

Sales Manager Survival Guide
Lessons from Sales' Front Lines

by David Brock

  • Publisher : Partners in Excellence
  • Release : 2016-05-17
  • Pages : 358
  • ISBN : 9780997560206
  • Language : En, Es, Fr & De
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Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all - often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for: Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace - and in your company Dealing with, turning around, or terminating problem employees Analyzing and acting upon metrics to correct performance Managing the business and executive expectations Leveraging sales systems, tools, and processes Conducting performance reviews and setting expectations And more All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you'll face as a Front Line Sales Manager. If you're a sales manager, or want to become one, this book shows you how to survive-and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top-and beyond. "This is THE go-to resource for sales management!" Mike Weinberg, author of Sales Management Simplified

Sales Management Simplified

Sales Management Simplified
The Vital Importance of Practice in Sales, in Other Words, The Art of Always Be Right and Being a Successful Salesman

by James Gower

  • Publisher : Unknown Publisher
  • Release : 2020-11-11
  • Pages : 268
  • ISBN : 9781801188845
  • Language : En, Es, Fr & De
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When you're selling your products or services, are you aware that, it isn't important only what you sell, but how do you sell it? It's fundamental to have a good starting point (whenever you're selling toothbrushes, diamonds, houses, horses or professional services). I mean, the quality of your product or service has to be at the top of your possibilities, but what makes a substantial difference is the art of selling it. You should own the best solution in the world, but if you are not able to be noticed, between the mass, nobody will buy it! During a phone call or in the Internet universe, you have to know what you're doing, because the time is limited: just a few seconds or a minute maximum is the concrete time your potential customer will give to you! The solution is always planning, studying, analyzing the proper strategy to adopt with potential, new, and old customers. It is not that easy! Don't overlook even a single potential customer or any complain your customer should have! Here some suggestions about strategy: Have an impeccable customer service. Calling on customers. Maintenance and extension of sales territory. To build your image. Developing product knowledge.  These are just some starting points! This book describes and analyzes several new tactics and strategies to understand the word of sales and how to succeed in it!

Strategic Management Simplified

Strategic Management Simplified
What Every Manager Needs to Know About Strategy and How to Manage it

by Dr. Sidney L. Barton

  • Publisher : iUniverse
  • Release : 2010-01-21
  • Pages : 188
  • ISBN : 1440194211
  • Language : En, Es, Fr & De
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"I have “gone to school” on his research and have found his model to be a malleable process that is readily shaped to incorporate new concepts and ideas. This durability is testament to the value of Sid’s work." —Don Bowers, Former CEO, Makino, Inc. Strategic Management Simplified is a handbook that is designed to help the reader achieve a critical balance so rare in business – keeping your actions tied to your strategy, making decisions with a reasonable amount of assessment, and doing both in a real time way which allows you to adjust to changing business conditions. The author uses the term strategic management versus strategic planning because the term “plan” implies a static (or point in time) exercise, while the term “management” suggests interaction and responsiveness to dynamic context. All kinds of plans can be developed to lead action, but they should be based on a strategy for the organization. The challenge is to actually manage the organization’s strategy over time and to think strategically as you are doing it. This book provides an overview of the management policies and culture necessary for sound strategic planning to flourish in any organization and goes on to offer practical steps on how to create and implement: A strategic statement which can guide your organization’s resource allocation decisions. A strategic management system which allows you and your staff to change your strategic statement over time as you challenge the assumptions upon which it is based.

Sales Truth

Sales Truth
Debunk the Myths. Apply Powerful Principles. Win More New Sales.

by Mike Weinberg

  • Publisher : HarperCollins Leadership
  • Release : 2019-06-11
  • Pages : 240
  • ISBN : 1595557547
  • Language : En, Es, Fr & De
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A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want. Can you handle the truth? Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” keep posting on LinkedIn and beginning to question their proclamation that everything in sales has changed? Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack. Yet, ironically, it seems that the more of these new miracle solutions you adopt, the harder it is to get results. In Sales Truth, Mike Weinberg offers a blunt wake-up call to salespeople and sales leaders on how to get past the noise and nonsense, so you can start winning more New Sales. Here’s the truth: Many of these so-called sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team. What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today, and you can discover these accessible, simple truths and best practices that will drive the results you want in this bold new book. Mike Weinberg, bestselling author of New Sales. Simplified. and Sales Management. Simplified., brings sanity back to the sales effectiveness table by sharing proven strategies that he sees working firsthand across sales teams in a myriad of industries around the globe. Stop looking for the shortcut or secret sales sauce and instead apply Weinberg’s proven, powerful principles to help you master the fundamentals of professional selling and create more new sales opportunities than you ever believed possible.

Selling & Sales Management

Selling & Sales Management
Developing Skills for Success

by Lisa Spiller

  • Publisher : SAGE
  • Release : 2021-09
  • Pages : 552
  • ISBN : 1529766672
  • Language : En, Es, Fr & De
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A step-by-step "how-to" guide to selling in the contemporary world with a focus on storytelling to enhance relationship building and help drive sales; alongside skills development for sales management and today’s role for sales data analytics.

Sales Management

Sales Management
Analysis and Decision Making

by Thomas N. Ingram,Raymond W. LaForge,Ramon A. Avila,Charles H. Schwepker Jr.,Michael R. Williams

  • Publisher : Routledge
  • Release : 2015-03-27
  • Pages : 378
  • ISBN : 1317511638
  • Language : En, Es, Fr & De
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The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes current coverage of the trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include: Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices An expanded discussion on trust building and trust-based selling as foundations for effective sales management All new chapter-opening vignettes about well-known companies that introduce each chapter and illustrate key topics from that chapter New or updated comments from sales managers in "Sales Management in the 21st Century" boxes An online instructor's manual with test questions and PowerPoints is available to adopters.

Project Management Simplified

Project Management Simplified
A Step-by-Step Process

by Barbara Karten

  • Publisher : CRC Press
  • Release : 2016-01-06
  • Pages : 280
  • ISBN : 1498729355
  • Language : En, Es, Fr & De
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Are projects a problem for you? Do your projects cost too much, take too long, or are just not quite right? If so, Project Management Simplified: A Step-by-Step Process is the book for you. It applies well-defined processes for managing projects to managing change in our lives. It describes an approach modeled on a process used successfully in busi

Salesmanship And Sales Management

Salesmanship And Sales Management
A Book

by Promod K Sahu

  • Publisher : Vikas Publishing House
  • Release : 2003-11-01
  • Pages : 330
  • ISBN : 9788125911623
  • Language : En, Es, Fr & De
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Salesmanship today comprises a wide range of activities and constitutes an integral part of management. This book presents the basic elements of the subject in a simplified and graded approach. Maintaining the features of the earlier edition, all the chapters of this edition are qualitatively updated. The examples and illustrations in the book are drawn from realistic situations which help the reader develop winning confidence.

High-Profit Prospecting

High-Profit Prospecting
Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

by Mark Hunter, CSP

  • Publisher : AMACOM
  • Release : 2016-09-16
  • Pages : 224
  • ISBN : 0814437796
  • Language : En, Es, Fr & De
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Search engines and social media have certainly changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. Even today, the key to success for every salesperson is his pipeline of prospects. Top producers are still prospecting. All. The. Time.However, buyers have evolved, therefore your prospecting needs to as well. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry will help you:• Find better leads and qualify them quickly• Trade cold calling for informed calling• Tailor your timing and message• Leave a great voicemail and craft a compelling email• Use social media effectively• Leverage referrals• Get past gatekeepers and open new doors• And moreFor the salesperson, prospecting is still king. Take back control of your pipeline for success!

Sales Management by Dr. F. C. Sharma (eBook)

Sales Management by Dr. F. C. Sharma (eBook)
SBPD Publications

by Dr. F. C. Sharma

  • Publisher : SBPD Publications
  • Release : 2020-12-12
  • Pages : 255
  • ISBN : 935167021X
  • Language : En, Es, Fr & De
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An excellent book for commerce students appearing in competitive, professional and other examinations. 1. Nature and Scope of Sales Management, 2. Salesmen or Sales Executives (Functions, Roles and Types), 3 . Sales Organisation, 4. Salesmanship, 5. Personal Selling, 6. Prospecting, Approaching, Demonstrating and Displaying, 7. Distribution Channels, 8. Marketing Middlemen, 9. Physical Distribution, 10. Recruitment of Sales Force, 11. Selection of Sales Force, 12. Sales Force Training, 13. Sales Force Compensation (Remunerating the Sales Persons), 14. Controlling Salespeople, 15. Sales Budget, 16. Sales Quotas, 17. Sales Territories.

Simplified Practice, what it is and what it Offers

Simplified Practice, what it is and what it Offers
Summary of Activities of the Division of Simplified Practice and Description of Services Offered to American Industries

by United States. National Bureau of Standards. Division of simplified practice

  • Publisher : Unknown Publisher
  • Release : 1929
  • Pages : 67
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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Simplified Practice, what it is and what it Offers

Simplified Practice, what it is and what it Offers
Summary of Activities of the Division of Simplified Practice and Description of Services Offered to American Industries

by United States. National Bureau of Standards

  • Publisher : Unknown Publisher
  • Release : 1929
  • Pages : 67
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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Scrum for Sales

Scrum for Sales
A B2B Guide to Agility in Organization, Performance, and Management

by Michael J. Scherm

  • Publisher : Springer Nature
  • Release : 2021-10-30
  • Pages : 255
  • ISBN : 3030829782
  • Language : En, Es, Fr & De
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Many companies want to make their sales agile. Some of them have tried to set up agile sales organizations, but such top-down approaches and big-bang rollouts seldom seem to work. This book shows how the elements of the leading agile framework “Scrum” should be applied to install agility in the salesforce, improve sales performance, and resolve typical performance issues in sales organizations. It contains concrete guidelines, real-world examples, and useful tools to create the necessary change step by step and built to last.

The Building Blocks of Sales Enablement

The Building Blocks of Sales Enablement
A Book

by Mike Kunkle

  • Publisher : American Society for Training and Development
  • Release : 2021-09-14
  • Pages : 200
  • ISBN : 1952157633
  • Language : En, Es, Fr & De
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The Ultimate Sales Framework for Achieving Business Success Sales enablement is no longer the new kid on the block. Having grown rapidly in recent years, it’s now considered a best practice at many sales organizations. But there’s little alignment across the sales profession on what sales enablement is or how to achieve it, nor is there a formalized strategy on what a sales enablement practice is or requires. In his new book The Building Blocks of Sales Enablement, sales enablement expert Mike Kunkle addresses these issues and presents a proven approach that both supports sales talent and achieves true business results. Kunkle lays out an easy-to-follow structure through the concept of building blocks, interconnected by systems thinking and supported by a consistent cadence of training, coaching, and content. Comprehensive and versatile, this book is for senior sales leaders and sales enablement leaders who are starting or evolving a sales enablement function as well as for struggling sales practitioners to use as a diagnostic tool and road map. Chapters detail how to use each building block, with reflective questions and guidance for creating your own analysis and tools. The book also includes a chapter on sales onboarding, separate chapters on how to integrate communication and support services, and recommended resources. Impactful sales enablement projects are basically change management initiatives in disguise. Use the building blocks framework to navigate challenges, measure successes, and determine a path forward to improving business outcomes.

Sales EQ

Sales EQ
How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

by Jeb Blount

  • Publisher : John Wiley & Sons
  • Release : 2017-03-20
  • Pages : 320
  • ISBN : 1119312574
  • Language : En, Es, Fr & De
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The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

Sales Management Success

Sales Management Success
Optimizing Performance to Build a Powerful Sales Team

by Warren Kurzrock

  • Publisher : John Wiley & Sons
  • Release : 2019-10-22
  • Pages : 240
  • ISBN : 1119575923
  • Language : En, Es, Fr & De
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The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results. While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book: Contains the most up-to-date strategies for sales executives Offers compelling real-world examples Includes the ideas and tools that can be put into action immediately Draws on the experience of the CEO of Porter Henry & Co. Reinforces the immediate application and learning with assessments, exercises, professional toolbox Sales Management Success: Optimizing Performance to Build a Powerful Sales Team offers a well-organized, real-world process for today's sales leader to meet the challenge of a most challenging, chaotic job.

A Primer of Simplified Practice

A Primer of Simplified Practice
A Book

by United States. National Bureau of Standards. Division of Simplified Practice,Ernest L. Priest

  • Publisher : Unknown Publisher
  • Release : 1926
  • Pages : 58
  • ISBN : 9876543210XXX
  • Language : En, Es, Fr & De
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Sales Management

Sales Management
Theory and Practice

by Bill Donaldson

  • Publisher : Macmillan International Higher Education
  • Release : 2004-05-30
  • Pages : 320
  • ISBN : 1137108800
  • Language : En, Es, Fr & De
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Retaining international scope and a balance between theory and practice, this new edition of Bill Donaldson's highly successful textbook is fully updated throughout, making it the definitive text for undergraduate, postgraduate and MBA students of selling and sales management. Also available is a companion website with extra features to accompany the text, please take a look by clicking below - http://www.palgrave.com/business/donaldson/