Baseline Selling Download Ebook PDF Epub Online

Author : Dave Kurlan
Publisher :
Release : 2005-11
Page : 232
Category : Business & Economics
ISBN 13 : 9781420895667
Description :


MINDY WASHINGTON has been listening to dogs' secrets for most of her life. These confidences have rarely been shared with others; but now, with the persuasion and encouragement of her friends, Ms. Washington has gathered together some of the most poignant, funny and touching communications between dog and Deity ever penned (pawed?). Discover a dog's thoughts and see how humans and canines share more of the sacred than you'd suppose. " A unique triumph in the annals of confessional literature" -Professor Grover T. Wunderhund "Buy this book. I will NOT say this again. " -Melon C.P. Del Sol (Chihuahua/Corgi mix, age 19- or thereabouts). " 'Dogs' Letters... ' is divine! You do not want to miss this book." -Rev. R.T. Weiler


Author : David Kurlan
Publisher :
Release : 2005-11
Page : 232
Category :
ISBN 13 :
Description :


Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with an elegant and very effective simplicity. Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population-less than 75 percent of all salespeople, to be exact. Why? Because of the complexity, learning curve and difficulty in applying the concepts in these systems. In response to the urgent need for a flexible, innovative process that will enable people to grasp the essential skills necessary to close a sale in any situation, Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize, and above all, one that complements and enriches advanced sales methodologies. Salespeople who read this book and put its wisdom to work will succeed at acquiring more opportunities as they learn to get appointments more easily. They will excel at creating opportunities with prospects who are "not interested." They'll sell at higher margins by using the "Rule of Ratios." Their closing percentages will improve dramatically as they implement the simple Inoffensive Close." Salespeople selling commodities, struggling to differentiate themselves, will love "Commodity Busters" and every salesperson will be able to shorten their sell cycle by "Taking a Lead." Quite simply, Baseline Selling introduces a way for salespeople to visualize and touch all the "sales bases" without over-complicating the process.


Author : Dave Kurlan
Publisher : Dave Kurlan
Release : 2005-11-01
Page : 232
Category : Business & Economics
ISBN 13 : 1420895672
Description :


Journeys of the World is proud to present its collection of beautiful Travel Photography books, with its first publication: "Journeys of Cinque Terre". This book features a wide variety of photography from all 5 villages, which make up this world renowned and protected area in North Western Italy (Cinque Terre). Regardless of how many countries you plan on visiting or have visited, it's very likely that you will encounter the vast majority of what is featured in our publication when visiting Cinque Terre. In Journeys of Cinque Terre, the photos were taken on the spot, with no prior arrangements and on the "go". Unlike many other publications, we don't stage or make prior arrangements for our photography. Our product also contains over 90% of photography. This is truly what makes this an exciting item. Journeys of Cinque Terre, along with all other products to come out, has been set up to promote the beauty of its chosen location. This item wants to promote the visual history of Cinque Terre, for both Esthetic and Educational purposes. We guarantee that our publication will satisfy any of your curiosities, through the magic of our lenses. For more info, also check out www.journeysoftheworld.com


Author : Maryann Golik
Publisher :
Release : 2021-03-05
Page : 184
Category :
ISBN 13 :
Description :


"Baseline Selling" will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with elegant and very effective simplicity. Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize, and above all, one that complements and enriches advanced sales methodologies. This Baseline Selling Guide Book provides a sales process and real-world sales strategies and tactics, in an enjoyable, entertaining, memorable, and easy to apply way. The author uses baseball as the metaphor and easily moves back and forth between the sport and the profession of selling, including powerful and funny stories along the way


Author : Carson Berreth
Publisher :
Release : 2021-03-05
Page : 184
Category :
ISBN 13 :
Description :


"Baseline Selling" will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today's sales "experts" with elegant and very effective simplicity. Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize, and above all, one that complements and enriches advanced sales methodologies. This Baseline Selling Guide Book provides a sales process and real-world sales strategies and tactics, in an enjoyable, entertaining, memorable, and easy to apply way. The author uses baseball as the metaphor and easily moves back and forth between the sport and the profession of selling, including powerful and funny stories along the way


Author : Eric Taylor
David Riklan
Publisher : John Wiley & Sons
Release : 2010-07-30
Page : 416
Category : Business & Economics
ISBN 13 : 9780470651506
Description :


Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar


Author : Corey Sommers
David Jenkins
Publisher : John Wiley & Sons
Release : 2013-03-20
Page : 256
Category : Business & Economics
ISBN 13 : 1118461576
Description :


Create compelling whiteboard presentations to engage your customers and win their business Whiteboard Selling offers a step-by-step approach to transforming your message and selling style by using powerful visual stories that inspire and engage customers and prospects. Free your sales force from relying on slides and other static sales tools during the sales process. Whiteboard Selling offers practical guidance and skills to enable marketing and sales teams to quickly adopt visual story telling practices that apply to today's fast-moving, competitive selling environment. Explains how to take a sales message inventory Illustrates how to design your visual stories Empowers your sales force to tell the story and extend the reach of visual storytelling Through the power of technology and effective storytelling, you and your team can create and deliver effective presentations that engage your customers, hold their attention, and win their business. Whiteboard Selling shows you how.


Author : Brian Signorelli
Publisher : John Wiley & Sons
Release : 2018-04-16
Page : 288
Category : Business & Economics
ISBN 13 : 1119473446
Description :


Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question. With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the inside—his unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn: How inbound sales grew out of inbound marketing concepts and practices A step-by-step approach for sales professionals to become inbound sellers What it really means to be a frontline sales manager who leads a team of inbound sellers The role executive leadership plays in affecting an inbound sales transformation For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.


Author : Brené Brown
Publisher : Random House
Release : 2018-10-09
Page : 320
Category : Business & Economics
ISBN 13 : 0399592547
Description :


#1 NEW YORK TIMES BESTSELLER • Brené Brown has taught us what it means to dare greatly, rise strong, and brave the wilderness. Now, based on new research conducted with leaders, change makers, and culture shifters, she’s showing us how to put those ideas into practice so we can step up and lead. Look for Brené Brown’s new podcast, Dare to Lead, as well as her ongoing podcast Unlocking Us! NAMED ONE OF THE BEST BOOKS OF THE YEAR BY BLOOMBERG Leadership is not about titles, status, and wielding power. A leader is anyone who takes responsibility for recognizing the potential in people and ideas, and has the courage to develop that potential. When we dare to lead, we don’t pretend to have the right answers; we stay curious and ask the right questions. We don’t see power as finite and hoard it; we know that power becomes infinite when we share it with others. We don’t avoid difficult conversations and situations; we lean into vulnerability when it’s necessary to do good work. But daring leadership in a culture defined by scarcity, fear, and uncertainty requires skill-building around traits that are deeply and uniquely human. The irony is that we’re choosing not to invest in developing the hearts and minds of leaders at the exact same time as we’re scrambling to figure out what we have to offer that machines and AI can’t do better and faster. What can we do better? Empathy, connection, and courage, to start. Four-time #1 New York Times bestselling author Brené Brown has spent the past two decades studying the emotions and experiences that give meaning to our lives, and the past seven years working with transformative leaders and teams spanning the globe. She found that leaders in organizations ranging from small entrepreneurial startups and family-owned businesses to nonprofits, civic organizations, and Fortune 50 companies all ask the same question: How do you cultivate braver, more daring leaders, and how do you embed the value of courage in your culture? In this new book, Brown uses research, stories, and examples to answer these questions in the no-BS style that millions of readers have come to expect and love. Brown writes, “One of the most important findings of my career is that daring leadership is a collection of four skill sets that are 100 percent teachable, observable, and measurable. It’s learning and unlearning that requires brave work, tough conversations, and showing up with your whole heart. Easy? No. Because choosing courage over comfort is not always our default. Worth it? Always. We want to be brave with our lives and our work. It’s why we’re here.” Whether you’ve read Daring Greatly and Rising Strong or you’re new to Brené Brown’s work, this book is for anyone who wants to step up and into brave leadership.


Author : Steve Blank
Publisher : John Wiley & Sons
Release : 2020-03-17
Page : 384
Category : Business & Economics
ISBN 13 : 1119690285
Description :


The bestselling classic that launched 10,000 startups and new corporate ventures - The Four Steps to the Epiphany is one of the most influential and practical business books of all time. The Four Steps to the Epiphany launched the Lean Startup approach to new ventures. It was the first book to offer that startups are not smaller versions of large companies and that new ventures are different than existing ones. Startups search for business models while existing companies execute them. The book offers the practical and proven four-step Customer Development process for search and offers insight into what makes some startups successful and leaves others selling off their furniture. Rather than blindly execute a plan, The Four Steps helps uncover flaws in product and business plans and correct them before they become costly. Rapid iteration, customer feedback, testing your assumptions are all explained in this book. Packed with concrete examples of what to do, how to do it and when to do it, the book will leave you with new skills to organize sales, marketing and your business for success. If your organization is starting a new venture, and you're thinking how to successfully organize sales, marketing and business development you need The Four Steps to the Epiphany. Essential reading for anyone starting something new. The Four Steps to the Epiphany was originally published by K&S Ranch Publishing Inc. and is now available from Wiley. The cover, design, and content are the same as the prior release and should not be considered a new or updated product.


Author : Anthony Parinello
Publisher : Simon and Schuster
Release : 2010-07-15
Page : 256
Category : Business & Economics
ISBN 13 : 1440506698
Description :


How can salespeople navigate the obstacle course of administrative assistants, lower-level executives, and corporate guardians to reach their objective? This book offers innovative ideas and street-smart moves to reach the decision-makers in any organisation.


Author : Frank Belzer
Publisher : Createspace Independent Pub
Release : 2013-03-02
Page : 200
Category : Business & Economics
ISBN 13 : 9781479220069
Description :


Over the past decade there has been a monumental shift taking place in the way that people buy. There have been numerous books written about this change from a business and marketing perspective and finally we have one that addresses sales. The way we sell has been forever transformed by the way people buy. The idea that selling has changed is not new - what is new are the approaches, techniques and overall philosophy described in sales shift. Frank Belzer draws on his years helping marketers and sales people work together and shares these skills and insights. What do buyers no longer need from sales people? What do all buyers want from sales people? How can sales people help without being pushy? Why should a sales strategy harmonize with an inbound marketing strategy and how do you do that? Frank has been sharing these thoughts at conferences, as part of his trainings and workshops and now the best of these suggestions are compiled in Sales Shift. If your company is looking to stay ahead and compete in this new world of selling - this is a great read and a must have for any business Library. Great tips and Great questions, well answered in Sales Shift.


Author : Mitch Albom
Publisher : Crown
Release : 2007-06-29
Page : 224
Category : Biography & Autobiography
ISBN 13 : 0307414094
Description :


A special 20th anniversary edition of the beloved international bestseller that changed millions of lives Maybe it was a grandparent, or a teacher, or a colleague. Someone older, patient and wise, who understood you when you were young and searching, helped you see the world as a more profound place, gave you sound advice to help you make your way through it. For Mitch Albom, that person was Morrie Schwartz, his college professor from nearly twenty years ago. Maybe, like Mitch, you lost track of this mentor as you made your way, and the insights faded, and the world seemed colder. Wouldn't you like to see that person again, ask the bigger questions that still haunt you, receive wisdom for your busy life today the way you once did when you were younger? Mitch Albom had that second chance. He reconnected with Morrie in the last months of the older man's life. Knowing he was dying, Morrie visited with Mitch in his study every Tuesday, just as they used to back in college. Their rekindled relationship turned into one final "class:" lessons in how to live. Tuesdays with Morrie is a magical chronicle of their time together, through which Mitch shares Morrie's lasting gift with the world.


Author : Dave Kurlan
Publisher : AuthorHouse
Release : 2001-04-01
Page : 108
Category : Business & Economics
ISBN 13 : 0759610142
Description :


Because it is your right to no longer be bound by the powers of Darkness, live with negative energies and deprived of your heavenly and earthly blessing, Bishop Pridgen says, know your rights in his book titled, Your Biblical Rights. He was inspired by the Holy Spirit to write, Your Biblical Rights, a book that outlines three principles to the benefits of New Life in Christ Jesus, Recovery, Authority, and Entitlement.


Author : Warren Greshes
Publisher : John Wiley & Sons
Release : 2011-01-19
Page : 208
Category : Business & Economics
ISBN 13 : 1118046358
Description :


"Over the years, I have seen them all, and Warren Greshes is one of the very best. In his wonderful new book, Warren distills a lifetime of sales training into sixteen actionable tools, which, if you use them, will guarantee that you too reach your goals." -Mark Terry, President, Harman Pro Group "A great read! Warren says it all in a way that's not only easy to understand, but even easier to implement. No need to ever read another book on this subject." -John Gamauf, President Consumer Replacement Tire Sales Bridgestone Firestone North American Tire, LLC "Put this book on your must-read list if you want to learn successful strategies for taking your distribution team to the next level. Through motivation and education, Warren Greshes has captivated our very best top managers and producers. He pushes them to succeed and to keep their goals out in front of them, all the while maintaining a clear message, infused with his sense of humor. Warren has helped pave our way to success." -Bernadette Mitchell, Vice President Retirement Benefits Group, AXA Equitable "Warren is truly an expert in the field of sales! His grassroots ideas are practical, designed for immediate implementation, and are sure to lead to top-notch results. This book is a must-read for those new to sales and those veteran salespeople who want to take their skills to the next level." -Raj Madan, corporate marketing executive, financial services industry


Author : Neil Rackham
Publisher : Routledge
Release : 2020-04-28
Page : 256
Category : Business & Economics
ISBN 13 : 1000154572
Description :


True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.


Author : Belinda Ellsworth
Publisher : John Wiley & Sons
Release : 2015-10-12
Page : 384
Category : Business & Economics
ISBN 13 : 111907648X
Description :


Become a direct sales success story with this insider guide to making it big Direct Selling For Dummies is the perfect resource for anyone involved or interested in direct sales. Written by a 35-year veteran of this booming industry, this useful guide teaches you everything you need to know to achieve and maintain lasting success. You'll learn the insider tips that only the pros know, and how to structure your business, your time, and your customer relationships to optimize sales and achieve your goals. Compare party plans, multi-level marketing, and hybrid models to see where your talents fit best, and discover the most effective ways to promote your products and get people interested. You'll leverage social media as one of the most powerful tools in modern sales, and gain new ideas for recruiting, booking, and time management. With clear guidance and a fun, friendly style, this book gives you the strategies you need to be a direct sales success. The direct sales industry is going strong, with more participants now than any time in the past, yet with less face-to-face engagement. Businesses are operating online, people are shopping online, and more people are recruiting through platforms like social media. If you hope to be a direct sales success, now is the time to get up to speed on what that means today. This book shows you everything you need to know, and gives you the tools you need to put your ideas into action. Choose the right direct sales model Secure bookings and manage your time Recruit and drive interest in the product and company Harness the power of social media to make sales Direct sales can be your ticket to independence. Stop punching the clock and become your own boss — and watch your income grow. With Direct Selling For Dummies, you'll have the skills and information you need to be a success.


Author : Danny Condecido
Publisher : Write Editions
Release : 2019-02-13
Page : 304
Category : Business & Economics
ISBN 13 : 9811175136
Description :


The information age has engendered boundless business possibilities in the digital space as organisations big and small race to connect with customers across the globe. Their No. 1 aim: to build trust and attract buy-in through creative and intelligent digital customer relationship management (CRM) initiatives. A good deal of literature has been written on digital CRM, however, arguably none has been penned through the lens of Asian perspectives. In Digital CRM, author Danny Condecido methodically unfolds what is needed to build long-term relationship via CRM with consumers in Asia and beyond. Considered by many as a leading Asian CRM expert, readers will be guided to the newest thinking, strategies, developments, and technologies in CRM. Comprehensively and authoritatively articulated, this easy-to-read book is geared not only towards corporate executives with mega-investments in CRM but also businessmen running successful local companies and bootstrapping start-ups. Digital CRM aims to inspire and direct readers to embark on the delightful path of creating long-lasting recipe of actionable strategies for marketing, sales, and service to ultimately win today’s digitally savvy customers.


Author :
Publisher :
Release : 2007
Page :
Category : Sales management
ISBN 13 :
Description :



Author : Steven Heller
Lita Talarico
Publisher : Rockport Publishers
Release : 2011-04-01
Page : 240
Category : Design
ISBN 13 : 1610602277
Description :


Designers are used to working for clients, but there is nothing better than when the client is oneself. Graphic and product designers, who are skilled with the tools and masters aesthetics, are now in the forefront of this growing entrepreneur movement. Whether personal or collective, drive is the common denominator of all entrepreneurial pursuit; of course, then comes the brilliant idea; and finally the fervent wherewithal to make and market the result. The Design Entrepreneur is the first book to survey this new field and showcase the innovators who are creating everything from books to furniture, clothes to magazines, plates to surfboards, and more. Through case studies with designers like Dave Eggers, Maira Kalman, Charles Spencer Anderson, Seymour Chwast, Jet Mous, Nicholas Callaway, Jordi Duró, and over thirty more from the United States and Europe, this book explores the whys, hows, and wherefores of the conception and production processes. The design entrepreneur must take the leap away from the safety of the traditional designer role into the precarious territory where the public decides what works and what doesn’t. This is the book that shows how that is accomplished.