Agile Selling Download Ebook PDF Epub Online

Author : Jill Konrath
Publisher : Penguin
Release : 2014-05-29
Page : 272
Category : Business & Economics
ISBN 13 : 0698155599
Description :


Sales expert Jill Konrath offers powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. This rapid change is often overwhelming, and sellers face an intense pressure from their bosses to deliver immediate results. Their livelihoods are totally dependent on their ability to get up to speed quickly. Sales guru Jill Konrath offers both new and experienced salespeople a plan for rapidly absorbing new information and mastering new skills by becoming agile sellers. Readers will learn the mindsets, learning strategies and habits that they can use in crazy-busy times to start strong and stay nimble. From time management tools to personal motivation, creativity, and gamification strategies, Konrath teaches sellers how to get more done in less time, regardless of the environment. To succeed in today's sales world, having go-to systems for rapid information and skill acquisition isn't only useful, but absolutely required. Konrath focuses on the meta-skills that will get sellers to high levels of sales and proficiency - and ultimately mastery - much faster than their usual methods. Readers who loved the no-nonsense advice in SNAP Selling and Selling to Big Companies will find Agile Selling equally valuable.


Author : Robert Wollan
Naveen Jain
Publisher : John Wiley & Sons
Release : 2013-01-14
Page : 384
Category : Business & Economics
ISBN 13 : 1118526309
Description :


Experience the growth multiplier effect through transforming thedistribution and sales network Selling Through Someone Else tackles new opportunities todrive company growth by taking a fresh look at the customer smartdistribution and sales process. The authors, from Accenture, one ofthe world's largest consulting companies, explain how companies canbe smarter about what their customers truly want and maximize thereturn on investment from all available resources for growthopportunities by exploring creative distribution options, includingleveraging partners, online outlets, iPads/tablets, yourtraditional sales force, and more. Selling Through Someone Else demonstrates thattraditional approaches are no longer effective and how, bycapitalizing on converging forces, companies can transform their"sales" approaches to grow revenue, and enhance customer and brandloyalty. Explores how globalization, new competitors, and low-costthreats are reshaping the way sales is happening today, and how toprepare your company to be successful in this new dynamic anditerative selling model Shows how analytics, the shift to digital selling and mobilesales tools, and new approaches to sales operations can reshape theentire sales function Demonstrates how new ecosystems of partners are created,managed, and incented to drive greater sales and profitability Accenture has helped numerous clients collaborate across IT,Sales, and Marketing to dramatically grow distribution and adapt tothe different "playing field" of today. Selling through SomeoneElse applies the trends and lessons learned from Fortune 500and Global 500 companies to mid-sized enterprises and small-mediumbusinesses owners.


Author : David Meerman Scott
Publisher : John Wiley & Sons
Release : 2016-06-14
Page : 304
Category : Business & Economics
ISBN 13 : 1119272440
Description :


The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more 'selling'—there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost. The New Rules of Sales and Service demystifies the new digital commercial landscape and shows you how to stay ahead of the pack. Companies large and small are revolutionizing the way business gets done, and this book takes you inside the new methods and strategies that are critical to success in the modern market. Real-world examples illustrate the new marketplace in action, and demonstrate the brilliant utility of taking a new look at your customer and your business. This new edition has been updated to reflect the current reality of this rapidly-evolving sphere, with fresh strategies, new tools, and new stories. Whether you're an independent contractor, a multi-national corporation, a start-up, or a nonprofit, this book is your essential guide to navigating the new digital marketplace. David Meerman Scott provides up-to-the-minute analysis of the current state of the digital commercial landscape, plus expert guidance toward the concepts, strategies, and tools that every business needs now. Among the topics covered in detail: Why the old rules of sales and service no longer work in an always-on world The new sales cycle and how informative Web content drives the buying process Providing agile, real-time sales and service 24/7 without letting it rule your life The importance of defining and understanding the buyer personas How agile customer service retains existing clients and expands new business Why content-rich websites motivate interest, establish authority, and drive sales How social media is transforming the role of salesperson into valued consultant Because buyers are better informed, and come armed with more choices and opportunities than ever before, everything about sales has changed. Salespeople must adapt because the digital economy has turned the old model on its head, and those who don't keep up will be left behind. The New Rules of Sales and Service is required reading for anyone wanting to stay ahead of the game and grow business now.


Author : David Meerman Scott
Publisher : John Wiley & Sons
Release : 2016-06-27
Page : 304
Category : Business & Economics
ISBN 13 : 1119272424
Description :


The essential roadmap for the new realities of selling when buyers are in charge Sales and service are being radically redefined by the biggest communications revolution in human history. Today buyers are in charge! There is no more 'selling'—there is only buying. When potential customers have near perfect information on the web, it means salespeople must transform from authority to consultant, product narratives must tell a story, and businesses must be agile enough to respond before opportunity is lost. The New Rules of Sales and Service demystifies the new digital commercial landscape and shows you how to stay ahead of the pack. Companies large and small are revolutionizing the way business gets done, and this book takes you inside the new methods and strategies that are critical to success in the modern market. Real-world examples illustrate the new marketplace in action, and demonstrate the brilliant utility of taking a new look at your customer and your business. This new edition has been updated to reflect the current reality of this rapidly-evolving sphere, with fresh strategies, new tools, and new stories. Whether you're an independent contractor, a multi-national corporation, a start-up, or a nonprofit, this book is your essential guide to navigating the new digital marketplace. David Meerman Scott provides up-to-the-minute analysis of the current state of the digital commercial landscape, plus expert guidance toward the concepts, strategies, and tools that every business needs now. Among the topics covered in detail: Why the old rules of sales and service no longer work in an always-on world The new sales cycle and how informative Web content drives the buying process Providing agile, real-time sales and service 24/7 without letting it rule your life The importance of defining and understanding the buyer personas How agile customer service retains existing clients and expands new business Why content-rich websites motivate interest, establish authority, and drive sales How social media is transforming the role of salesperson into valued consultant Because buyers are better informed, and come armed with more choices and opportunities than ever before, everything about sales has changed. Salespeople must adapt because the digital economy has turned the old model on its head, and those who don't keep up will be left behind. The New Rules of Sales and Service is required reading for anyone wanting to stay ahead of the game and grow business now.


Author : Jill Konrath
Publisher :
Release : 2014
Page : 250
Category : Selling
ISBN 13 : 9781322724461
Description :



Author : Jill Konrath
Publisher : Penguin
Release : 2010-05-27
Page : 320
Category : Business & Economics
ISBN 13 : 1101432950
Description :


Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.


Author : Darrell K. Rigby
Sarah Elk
Publisher : Harvard Business Press
Release : 2020-05-26
Page : 256
Category : Business & Economics
ISBN 13 : 1633698718
Description :


Agile has the power to transform work--but only if it's implemented the right way. For decades business leaders have been painfully aware of a huge chasm: They aspire to create nimble, flexible enterprises. But their day-to-day reality is silos, sluggish processes, and stalled innovation. Today, agile is hailed as the essential bridge across this chasm, with the potential to transform a company and catapult it to the head of the pack. Not so fast. In this clear-eyed, indispensable book, Bain & Company thought leader Darrell Rigby and his colleagues Sarah Elk and Steve Berez provide a much-needed reality check. They dispel the myths and misconceptions that have accompanied agile's rise to prominence--the idea that it can reshape an organization all at once, for instance, or that it should be used in every function and for all types of work. They illustrate that agile teams can indeed be powerful, making people's jobs more rewarding and turbocharging innovation, but such results are possible only if the method is fully understood and implemented the right way. The key, they argue, is balance. Every organization must optimize and tightly control some of its operations, and at the same time innovate. Agile, done well, enables vigorous innovation without sacrificing the efficiency and reliability essential to traditional operations. The authors break down how agile really works, show what not to do, and explain the crucial importance of scaling agile properly in order to reap its full benefit. They then lay out a road map for leading the transition to a truly agile enterprise. Agile isn't a goal in itself; it's a means to becoming a high-performance operation. Doing Agile Right is a must-have guide for any company trying to make the transition--or trying to sustain high agility.


Author : David Meerman Scott
Publisher :
Release : 2014
Page : 260
Category :
ISBN 13 :
Description :



Author : Mike Schultz
John E. Doerr
Publisher : John Wiley & Sons
Release : 2014-05-05
Page : 242
Category : Business & Economics
ISBN 13 : 1118875354
Description :


Delves into the details and specifics of “Rain Selling,” a strategy for making sales used by the Rain Group that encompasses three levels of contact and follow-up that resulted in over $3.1 billion in annual purchases: Connect, Convince and Collaborate.


Author : Management Association, Information Resources
Publisher : IGI Global
Release : 2017-01-30
Page : 2314
Category : Business & Economics
ISBN 13 : 152251838X
Description :


The implementation of effective decision making protocols is crucial in any organizational environment in modern society. Emerging advancements in technology and analytics have optimized uses and applications of decision making systems. Decision Management: Concepts, Methodologies, Tools, and Applications is a compendium of the latest academic material on the control, support, usage, and strategies for implementing efficient decision making systems across a variety of industries and fields. Featuring comprehensive coverage on numerous perspectives, such as data visualization, pattern analysis, and predictive analytics, this multi-volume book is an essential reference source for researchers, academics, professionals, managers, students, and practitioners interested in the maintenance and optimization of decision management processes.


Author : Jill Konrath
Publisher : Penguin
Release : 2016-12-06
Page : 256
Category : Business & Economics
ISBN 13 : 0698155602
Description :


"I felt like time was taunting me: 'Behind again? You'll never get it all done.' I worked harder and longer hours, sacrificing my limited personal time to stay ahead of the game. Still, it wasn't sufficient. My work just kept expanding, demanding more of me. I could never seem to call it a day. In my entire career, I'd never faced a sales problem of this magnitude." Sound familiar? If so, you're probably an overwhelmed seller. Your clients expect more, with faster turnarounds. Your quota keeps going up. You need to leverage social media, keep up-to-date on your industry, figure out how to sell new products and services, and learn all the latest technologies. The demands are never-ending. You could work nonstop around the clock and still not get it all done. It's a huge problem faced by experienced sales pros, busy entrepreneurs, and sales rookies. If you don't stay on top of your time, it's tough to make your numbers, let alone blow them away. Konrath, a globally recognized sales consultant and speaker, knew she needed help, but found that advice aimed at typical workers didn't work for her—or for others who needed to sell for a living. Salespeople need their own productivity guidelines adapted to the fast-paced, always-on sales world. So Konrath experimented relentlessly to discover the best time-savers and sales hacks in order to deliver the first productivity guide specifically for sales success. In More Sales, Less Time, Konrath blends cutting-edge behavioral research with her own deep knowledge of sales to teach you how to succeed in this age of distraction. You'll discover how to: • Reclaim a minimum of one hour per day by eliminating major time sucks and changing the way you tackle e-mail and social media. • Free up time to focus on activities that have the highest impact on your sales results, such as preparing, researching, strategizing, and connecting with customers. • Optimize your sales processes to eliminate redundancies and wasted time. • Transform your mind-set to effortlessly incorporate new, more productive habits; leverage your best brainpower; and stay at the top of your sales game. Konrath helps you develop strategies specifically tailored to your life in sales, using your strengths to cut through the feeling of being overwhelmed. All salespeople have the same number of hours in a day; it's up to you to rescue your time to sell smarter.


Author : Stu Heinecke
Publisher : BenBella Books, Inc.
Release : 2016-02-16
Page : 240
Category : Business & Economics
ISBN 13 : 1941631797
Description :


The hard part just got easy. You know how to sell—that's your job, after all—but getting CEOs and VIPs to call you back is the tricky part. You're in luck: That impossible-to-reach person isn't so impossible to reach after all. Hall-of-Fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers to reach those elusive executives by thinking outside the box and using personalized approaches he calls ""Contact Campaigns."" Including presidents, a prime minister, celebrities, countless CEOs, and even the Danish model who became his wife, Heinecke found that getting meetings with previously unreachable people was easier than ever. Now he shares his tactics and tips in this essential guide for anyone who needs to make contact. In How to Get a Meeting with Anyone, Heinecke explains how you can use your own creative Contact Campaigns to get those critical conversations. He divulges methods he's developed after years of experience and from studying the secrets of others who've had similar breakthrough results—results that other marketers considered impossible, with response rates as high as 100 percent. Through real-life success stories, Heinecke lays out 20 categories of Contact Campaigns that anyone can research and execute. Tactics range from running a contact letter as a full-page ad in The Wall Street Journal to unorthodox uses of the phone, social media, email, and snail mail to using personalized cartoons to make connections. He also packs in plenty of tips on how to determine your targets, develop pitches, and gain allies in your contact's circle of influence. How to Get a Meeting with Anyone provides you with a new toolkit you can put to work right away so you can make the connections that are essential to your success."


Author : Jim Highsmith
Publisher : Pearson Education
Release : 2009-07-10
Page : 432
Category : Computers
ISBN 13 : 9780321659170
Description :


Best practices for managing projects in agile environments—now updated with new techniques for larger projects Today, the pace of project management moves faster. Project management needs to become more flexible and far more responsive to customers. Using Agile Project Management (APM), project managers can achieve all these goals without compromising value, quality, or business discipline. In Agile Project Management, Second Edition, renowned agile pioneer Jim Highsmith thoroughly updates his classic guide to APM, extending and refining it to support even the largest projects and organizations. Writing for project leaders, managers, and executives at all levels, Highsmith integrates the best project management, product management, and software development practices into an overall framework designed to support unprecedented speed and mobility. The many topics added in this new edition include incorporating agile values, scaling agile projects, release planning, portfolio governance, and enhancing organizational agility. Project and business leaders will especially appreciate Highsmith’s new coverage of promoting agility through performance measurements based on value, quality, and constraints. This edition’s coverage includes: Understanding the agile revolution’s impact on product development Recognizing when agile methods will work in project management, and when they won’t Setting realistic business objectives for Agile Project Management Promoting agile values and principles across the organization Utilizing a proven Agile Enterprise Framework that encompasses governance, project and iteration management, and technical practices Optimizing all five stages of the agile project: Envision, Speculate, Explore, Adapt, and Close Organizational and product-related processes for scaling agile to the largest projects and teams Agile project governance solutions for executives and management The “Agile Triangle”: measuring performance in ways that encourage agility instead of discouraging it The changing role of the agile project leader


Author : Uwe Flick
Publisher : SAGE Publications Limited
Release : 2014-02-04
Page : 616
Category : Social Science
ISBN 13 : 9781446267790
Description :


Lecturers - request an e-inspection copy of this text or contact your local SAGE representative to discuss your course needs. In the new edition of his bestselling book, Uwe Flick introduces all of the main theoretical approaches to qualitative research, and provides unmatched coverage of the full range of methods now available to qualitative researchers. Organised around the process of doing qualitative research, the book guides you through ethics, research design, data collection, and data analysis. In this fifth edition, you will find: a new chapter outlining methodological approaches to qualitative research new introductory sections at the beginning of each of the book’s seven parts, which prepare the ground and define key terms lots of new practical examples which show you how to carry out all aspects of a qualitative research project new exercises that give you the opportunity to test your understanding of what you’ve read a brand new companion website full of resources for lecturers and students including suggested answers to the exercises in the book, full text journal articles and links to additional resources: http://uk.sagepub.com/flick5e


Author : Jeffrey W. Brown
Publisher : CRC Press
Release : 2021-09-12
Page : 394
Category : Business & Economics
ISBN 13 : 1000440273
Description :


This book is for cybersecurity leaders across all industries and organizations. It is intended to bridge the gap between the data center and the board room. This book examines the multitude of communication challenges that CISOs are faced with every day and provides practical tools to identify your audience, tailor your message and master the art of communicating. Poor communication is one of the top reasons that CISOs fail in their roles. By taking the step to work on your communication and soft skills (the two go hand-in-hand), you will hopefully never join their ranks. This is not a “communication theory” book. It provides just enough practical skills and techniques for security leaders to get the job done. Learn fundamental communication skills and how to apply them to day-to-day challenges like communicating with your peers, your team, business leaders and the board of directors. Learn how to produce meaningful metrics and communicate before, during and after an incident. Regardless of your role in Tech, you will find something of value somewhere along the way in this book.


Author : Girard, John
Publisher : IGI Global
Release : 2015-02-28
Page : 312
Category : Business & Economics
ISBN 13 : 1466681233
Description :


The ability to uncover, share, and utilize knowledge is one of the most vital components to the success of any organization. While new technologies and techniques of knowledge dissemination are promising, there is still a struggle to derive and circulate meaningful information from large data sets. Strategic Data-Based Wisdom in the Big Data Era combines the latest empirical research findings, best practices, and applicable theoretical frameworks surrounding data analytics and knowledge acquisition. Providing a multi-disciplinary perspective of the subject area, this book is an essential reference source for professionals and researchers working in the field of knowledge management who would like to improve their understanding of the strategic role of data-based wisdom in different types of work communities and environments.


Author : Josh Patrick
Publisher : Morgan James Publishing
Release : 2021-04-06
Page :
Category : Business & Economics
ISBN 13 : 1631953303
Description :


For those who own a privately held business, there will be a time they need to plan for leaving their business and The Sale Ready Company walks them through the process. Meet John Aardvark. He has a dilemma. To be more exact, he has several dilemmas. He knows it’s time to start the transfer process for his business. He has a son and daughter. He would like to keep the business in the family. The problem is he doesn’t know if he can afford to leave, his daughter doesn’t have the experience yet and his son is a complete and total jerk. In this fast-paced parable, readers go along with John’s ride as he works with his long-time consultant to first identify what needs to be done and then put together plans with the right team doing the right things. In The Sale Ready Company, business owners find solutions that appear to be hard but are really easy. Join John on his journey as he finds out how to get his business sale ready and what that’ll mean for his future.


Author : Lyssa Adkins
Publisher : Addison-Wesley Professional
Release : 2010-05-18
Page : 352
Category : Computers
ISBN 13 : 0321660358
Description :


The Provocative and Practical Guide to Coaching Agile Teams As an agile coach, you can help project teams become outstanding at agile, creating products that make them proud and helping organizations reap the powerful benefits of teams that deliver both innovation and excellence. More and more frequently, ScrumMasters and project managers are being asked to coach agile teams. But it’s a challenging role. It requires new skills—as well as a subtle understanding of when to step in and when to step back. Migrating from “command and control” to agile coaching requires a whole new mind-set. In Coaching Agile Teams, Lyssa Adkins gives agile coaches the insights they need to adopt this new mind-set and to guide teams to extraordinary performance in a re-energized work environment. You’ll gain a deep view into the role of the agile coach, discover what works and what doesn’t, and learn how to adapt powerful skills from many allied disciplines, including the fields of professional coaching and mentoring. Coverage includes Understanding what it takes to be a great agile coach Mastering all of the agile coach’s roles: teacher, mentor, problem solver, conflict navigator, and performance coach Creating an environment where self-organized, high-performance teams can emerge Coaching teams past cooperation and into full collaboration Evolving your leadership style as your team grows and changes Staying actively engaged without dominating your team and stunting its growth Recognizing failure, recovery, and success modes in your coaching Getting the most out of your own personal agile coaching journey Whether you’re an agile coach, leader, trainer, mentor, facilitator, ScrumMaster, project manager, product owner, or team member, this book will help you become skilled at helping others become truly great. What could possibly be more rewarding?


Author : Robert C. Martin
Micah Martin
Publisher : Pearson Education
Release : 2006-07-20
Page : 768
Category : Computers
ISBN 13 : 9780132797146
Description :


With the award-winning book Agile Software Development: Principles, Patterns, and Practices, Robert C. Martin helped bring Agile principles to tens of thousands of Java and C++ programmers. Now .NET programmers have a definitive guide to agile methods with this completely updated volume from Robert C. Martin and Micah Martin, Agile Principles, Patterns, and Practices in C#. This book presents a series of case studies illustrating the fundamentals of Agile development and Agile design, and moves quickly from UML models to real C# code. The introductory chapters lay out the basics of the agile movement, while the later chapters show proven techniques in action. The book includes many source code examples that are also available for download from the authors’ Web site. Readers will come away from this book understanding Agile principles, and the fourteen practices of Extreme Programming Spiking, splitting, velocity, and planning iterations and releases Test-driven development, test-first design, and acceptance testing Refactoring with unit testing Pair programming Agile design and design smells The five types of UML diagrams and how to use them effectively Object-oriented package design and design patterns How to put all of it together for a real-world project Whether you are a C# programmer or a Visual Basic or Java programmer learning C#, a software development manager, or a business analyst, Agile Principles, Patterns, and Practices in C# is the first book you should read to understand agile software and how it applies to programming in the .NET Framework.


Author : Mike Cohn
Publisher : Addison-Wesley Professional
Release : 2004-03-01
Page : 304
Category : Computers
ISBN 13 : 9780132702645
Description :


Thoroughly reviewed and eagerly anticipated by the agile community, User Stories Applied offers a requirements process that saves time, eliminates rework, and leads directly to better software. The best way to build software that meets users' needs is to begin with "user stories": simple, clear, brief descriptions of functionality that will be valuable to real users. In User Stories Applied, Mike Cohn provides you with a front-to-back blueprint for writing these user stories and weaving them into your development lifecycle. You'll learn what makes a great user story, and what makes a bad one. You'll discover practical ways to gather user stories, even when you can't speak with your users. Then, once you've compiled your user stories, Cohn shows how to organize them, prioritize them, and use them for planning, management, and testing. User role modeling: understanding what users have in common, and where they differ Gathering stories: user interviewing, questionnaires, observation, and workshops Working with managers, trainers, salespeople and other "proxies" Writing user stories for acceptance testing Using stories to prioritize, set schedules, and estimate release costs Includes end-of-chapter practice questions and exercises User Stories Applied will be invaluable to every software developer, tester, analyst, and manager working with any agile method: XP, Scrum... or even your own home-grown approach.