Disruptive Selling Download Ebook PDF Epub Online

Author : Patrick Maes
Publisher : Kogan Page Publishers
Release : 2018-04-03
Page : 232
Category : Business & Economics
ISBN 13 : 0749482354
Description :


The heyday of the classic sales force is over. Customers lead mobile and online lives, and successful companies use disruptive concepts to engage with the digitally empowered consumer. Disruptive Selling helps companies transform themselves to the new age of selling by matching supply to demand in an innovative way. Successful disruptive selling concepts must be based on the right combination of a series of factors, including an understanding of what motivates customers' corresponding value propositions, appropriate organizational structures, and the right overarching business culture. Disruptive Selling demystifies all of this, and more. Featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com, this book will empower readers to look critically at their organizations and commercial interaction models, and begin their own disruptive selling journeys. It contains a carefully researched, clearly explained framework to disruptive selling, and practical guidelines that will allow readers to get started immediately. Regardless of industry, sector or company-size, Disruptive Selling is the ultimate guide to remaining competitive and adaptive in a continually changing world.


Author : Patrick Maes
Publisher : Lannoo Publishers (Acc)
Release : 2016-09-30
Page : 224
Category :
ISBN 13 : 9789401435178
Description :


-Authored by Patrick Maes, founder of CPI Consulting, one of the premier Consulting groups in the world today, responsible for fine-tuning and boosting sales for a wide array of companies. -Perfect handbook for startups and old business alike, offering a new approach to sales, marketing and customer service in the new digital age. Disruptive Selling helps companies to transform to the new age of selling. the heyday of the classic sales force is over. Customers lead mobile and online lives and consider sales visits intrusive and a waste of their precious time. Successful companies use Disruptive concepts to engage with the empowered customer. sales, marketing and customer service need to be overhauled. marketing automation and CRM tools have become key to survival. Disruptive Selling helps companies to transform to the new age of selling. This is a book for directors, managers and entrepreneurs. You will need a blank sheet of paper: a fresh start to keep up with the new realities of today. You owe it to yourself and to your customers. There is no excuse for being boring.


Author : Clayton M. Christensen
Michael E. Raynor
Publisher : Harvard Business Press
Release : 2011-07-19
Page : 909
Category : Business & Economics
ISBN 13 : 1422189988
Description :


Clayton Christensen’s definitive works on innovation—offered together for the first time Will you fall victim to disruptive innovation—or become a disruptor yourself? Tip the odds in your favor with the bestselling books that have made Christensen one of the world’s foremost authorities on innovation. You’ll also get his award-winning HBR article, full of inspiration for finding meaning and happiness in your life using the principles of business. The 4-volume collection includes: The Innovator’s Dilemma: When New Technologies Cause Great Firms to Fail In one of the most influential business books of our time, Christensen introduced the world to the concept of disruptive innovation, showing how even the most outstanding companies can do everything right—yet still lose market leadership. Don’t repeat their mistakes. The Innovator’s Solution: Creating and Sustaining Successful Growth Citing in-depth research and theories tested in hundreds of companies across many industries, Christensen and co-author Michael Raynor provide the tools organizations need to become disruptors themselves. The Innovator's DNA: Mastering the Five Skills of Disruptive Innovators Christensen and coauthors Jeffrey Dyer and Hal Gregersen identify behaviors of the world’s best innovators—from leaders at Amazon and Apple to those at Google, Skype, and the Virgin Group—to show how you and your team can unlock the code to generating and executing more innovative ideas. “How Will You Measure Your Life?” (HBR article) At Harvard Business School, Clayton Christensen teaches aspiring MBAs how to apply management and innovation theories to build stronger companies. But he also believes that these models can help people lead better lives. In this award-winning Harvard Business Review article, he explains how, exploring questions everyone needs to ask: How can I be happy in my career? How can I be sure that my relationship with my family is an enduring source of happiness? And how can I live my life with integrity?


Author : Marc Miller
Jason Sinkovitz
Publisher : John Wiley & Sons
Release : 2012-06-29
Page : 320
Category : Business & Economics
ISBN 13 : 1118429273
Description :



Author : Shombit Sengupta
Publisher : SAGE Publications India
Release : 2013-09-30
Page : 328
Category : Business & Economics
ISBN 13 : 8132119630
Description :


Jalebi Management, the first book in Shombit Sengupta’s Jalebi Trilogy, compared Indian industry to a jalebi. It showed how it is necessary for organizations to interconnect seamlessly, both internally and externally, so that business can swim smoothly in the sweet syrup of the jalebi. However, the jalebi has a flip side too—its shape is never predictable; but business has to be unsurprising. Being the world’s most complex and heterogeneous society how can India find a pattern to get out of the irregular, negative aspects of the jalebi? Strategic Pokes, this second book, is about all the unconstructive areas that business houses in India have to cope with. The book rides through the Indian and European landscape, spanning across history, to explore the perceptible, exciting distinction that customers value. It has examples of how the West is obsessed with embedding the “quality spark” in products and services, which enables them to deftly handle their business and successfully take it around the world. The book reveals how Indian business entangles itself in the jalebi’s uneven character, and then with disruptive insights, it looks for a jalebi pattern to exit this maze.


Author : David R. Greig
Publisher : Self-Counsel Press
Release : 2012-10-01
Page : 168
Category : Law
ISBN 13 : 1770408185
Description :


The companion to Separation Agreement (forms kit) readers have been asking for! The Separation Guide is filled with practical steps for dealing with assets, finances, legal processes, and post-separation life planning when in the midst of separation. While mainly speaking from his experience as a family law lawyer for separating and divorcing couples, author David Greig offers advice that can be applicable to all types of long-term unions, including common-law and same-sex couples. The Separation Guide provides guidance on: Understanding the legal case Negotiating with confidence The benefits of a formal separation agreement Managing the division of finances, assets, and liabilities, including such complicated factors as pensions and possession When to get legal assistance This comprehensive book includes chapters on all types of separation issues, so that you can rest assured that you are well informed in the midst of the separation process. It will help you to understand your situation and options, take control, and get your life back on track.


Author : Brian Burns
Tom Snyder
Publisher : McGraw Hill Professional
Release : 2009-12-18
Page : 256
Category : Business & Economics
ISBN 13 : 0071639683
Description :


Your new product has changed the rules of the market. Now, you have to change the rules for selling it . . . Providing a truly innovative product or service is the difference between life and death for companies today. But once you’ve produced it, you have to answer the next big question: How do I sell this unique offering to customers who don’t even know they have a need for it? Brian C. Burns and Tom U. Snyder compared 27 highly successful emerging-growth and start-up corporations with 78 less successful companies in similar fields. The difference, they learned, lies neither with the product nor with marketing but with the sales strategy. In short, the losers relied on conventional sales methods; the winners deployed a unique sales strategy that focused on how organizations make decisions. Selling in a New Market Space helps you develop a sales strategy to approach potential buyers the right way—the first time around— using what the authors call the “Maverick Method.” This game-changing guide explains: What Maverick sellers do differently and why they hold the key to your success Where to find salespeople with the skills for selling to a new market How to create early market segments and marginalize competitors When to transition them away from Maverick selling Don’t be a victim of your own success. What good is the product you put all that money into if you can’t sell it? If you want to get the most out of your innovative offering, you need to create a new class of salesperson. With Selling in a New Market Space, you have the tool for driving your new product to the limits of its potential.


Author : Colin Barrow
Paul Barrow
Publisher : Kogan Page Publishers
Release : 2021-02-03
Page :
Category : Business & Economics
ISBN 13 : 1789667380
Description :


Lay down the foundations of a successful business venture through a thoroughly researched and competitive business plan. Based on tried and tested business methodology used at the leading business school, Cranfield School of Management, this 10th edition of The Business Plan Workbook guides you through all the necessary steps to constructing a winning business plan. This is a practical run-through of 24 key areas of development of strategic planning. It will allow you to think of these areas in isolation through the use of assignments that ensure you have stress-tested your business proposition. This guide covers how to - Come up with a winning business idea - Complete market and competitive research - Set up a winning marketing strategy - Forecast watertight financials and projections - Define realistic operations and staffing - Deliver an unforgettable pitch to potential backers and investors This new and fully updated edition includes 67 business case studies that show you how successful entrepreneurs have dealt with strategic planning in the past. The content has been streamlined to focus on the most critical parts of business planning, ensuring you spend time where it matters and stay competitive. With new information resources and financial planning consideration, this is an invaluable guide for entrepreneurs, business executives and students.


Author : Josiane Feigon
Publisher : AMACOM
Release : 2013-07-15
Page : 272
Category : Business & Economics
ISBN 13 : 0814432840
Description :


Inside sales is overtaking field sales—and driving profits! Businesses now rely on it to generate up to 50% of their revenue. The exploding demand for inside sales leaders means that top reps are being promoted even if they are unprepared for management. Despite their expertise with traditional techniques, many don’t “get” the new world of Sales 2.0. They don’t know how to train their teams in social selling, digital communications, and disruptive content creation, skills that are absolutely vital in today’s sales environment. The pressure to produce can be crushing, but the guidance provided has been minimal...until now. Smart Sales Manager shows readers how they can lead their inside sales squads to success—from hiring and motivating to training, coaching, and more, including: • Customer 2.0: Selling to the new elusive buyer• Tools 2.0: Choosing the best sales productivity and intelligence tools for their team• Talent 2.0: Hiring, training, and retaining inside sales superheroes• Manager’s cheat sheets: Motivational strategies to salvage deals, engage employees, and boost managerial clout. Complete with real-life examples and smart sales strategies, this indispensable resource will bring managers up to speed fast.


Author : Michael L. George
James Works
Publisher : McGraw Hill Professional
Release : 2005-07-15
Page : 300
Category : Business & Economics
ISBN 13 : 0071762671
Description :


“How can I create an innovation engine that will consistently deliver substantial organic growth?” This question is the number-one issue for most CEOs and senior executives today. Innovation is a critical driver of organic growth, yet based on the authors' research, only a small percent of companies effectively use innovation to sustain long-term, profitable growth. And the stakes couldn't be higher-failure to create successful new products, services, and business models causes stagnating or declining profits. Now, for the first time, experts Michael George, James Works and Kimberly Watson-Hemphill explain the surprising and significant gap between the CEO's growth goals and actual performance. The authors, who are experts at connecting strategy to execution, give you a complete blueprint for exploiting the strategic and operational dimensions of innovation. Using fresh insights about the true drivers of fast time-to-market and the inadequate success rate of innovation, Fast Innovation reveals: Why current approaches to innovation fail A new strategic and tactical plan that will help your company dramatically reduce time-to-market by 50 to 80 percent The secret for finding out what your customers really want (not just what they say they want) Tools and methods for turning customer insights into ideas that will generate significant ROI The key levers that senior leadership must engage to create innovation capability across the business You'll receive specific actionable solutions for driving disruptive and sustaining innovation at the strategic, portfolio and project level. You'll also learn how to improve how much time your innovation teams actually spend innovating, and discover the changes that must be launched at the corporate level in order to enable the whole business to embrace and get results from this approach.


Author : International Monetary Fund
Publisher : International Monetary Fund
Release : 1999-01-29
Page : 118
Category : Business & Economics
ISBN 13 : 9781557757937
Description :


This interim update of the IMF's latest regular reports on the World Economic Outlook (published in October 1998) and International Capital Markets (September 1998) provides a preliminary assessment of the unusual turbulence in international financial markets during much of the period August-November 1998, and its implications for the global economic outlook and for policy. The survey of prospects and policies is the product of a comprehensive interdepartmental review of world economic developments, which draws primarily on information the IMF gathers through its consultations with member countries. For its eveluation of developments in financial markets, the report also draws, in part, on informal discussions with commercial and investment banks, securities firms, stock and futures exchanges, and regulatory and monetary authorities.


Author : James L Toland
Publisher :
Release : 2019-08-23
Page : 96
Category :
ISBN 13 : 9781686363665
Description :


An easy to follow guide to overcoming The Paradox of Disruptive Technology to effectively market frontier enterprise tech. Written by one of tech's brightest venture parters, this fun to read guide explores the fundamental differences between traditional enterprise sales and emerging disruptive technology.


Author : Matthew Dixon
Brent Adamson
Publisher : Penguin
Release : 2011-11-10
Page : 240
Category : Business & Economics
ISBN 13 : 1101545895
Description :


What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.


Author : Ian Peacock
Publisher : novum pro Verlag
Release : 2018-08-13
Page : 136
Category : Fiction
ISBN 13 : 3990642707
Description :


A few decades ago, bankers, those rather staid, eminently respectable professionals, were regarded as pillars of society. Then came the financial crash of 2008. Suddenly UK bankers, who had been at least partly responsible for the disaster, were seen as greedy and incompetent, incapable of judging risk and only out for themselves. Ian Peacock tells us the fascinating story of how banking has been transformed, taking us from the orderly and uncompetitive world of the 1950s and 1960s via such important events as the recession and the Big Bang to the reasons behind the crash. He analyses the difference between banks and other commercial enterprises, and explores how future crashes might be avoided. This book sheds new light on an industry which plays a crucial role in all our lives.


Author : Philippa Levine
Susan R. Grayzel
Publisher : Springer
Release : 2008-12-11
Page : 282
Category : Social Science
ISBN 13 : 0230582923
Description :


A lively collection of essays on the cultures of nineteenth and twentieth-century Britain. Topics range from prostitution and slavery to the effect of war on fashion magazine reporting to inter-racial marriage in the postwar years. Particular areas of focus include the Second World War, its legacies and the reactions to postwar decolonization.


Author : John Sokolowski
Umut Durak
Publisher : Springer
Release : 2019-05-07
Page : 278
Category : Computers
ISBN 13 : 3030171647
Description :


This book is based on the “Summer Simulation Multi-Conference” (SCSC), which has been a prominent platform for the dissemination of scholarly research in the M&S community for the last 50 years. In keeping with the conference’s seasonal title, the authors have called this half-century “the summer of simulation,” and it has led not only to simulation-based disciplines but also simulation as a discipline. This book discusses contributions from the SCSC in four sections. The first section is an introduction to the work. The second section is devoted to contributions from simulation research fellows who were associated with the SCSC, while the third section features the SCSC’s most influential contributions. Lastly, the fourth section includes contributions from the best papers in the last five years. Features: • A comprehensive volume dedicated to one of the simulation domain’s major conferences: the SCSC • Offers a scientometric analysis of the SCSC • Revisits high-impact topics from 50 years of the SCSC • Includes chapters by simulation research fellows associated with the SCSC • Presents updated best-paper contributions from the recent conference This work will be of value to anyone interested in the evolution of modeling and simulation over the last fifty years. Readers will gain a perspective on what drove this evolution, and develop an understanding of the key contributions that allowed this technology to grow into its own academic discipline and profession.


Author : Geoffrey Colon
Publisher : AMACOM
Release : 2016-08-09
Page : 256
Category : Business & Economics
ISBN 13 : 0814437400
Description :


With 75 percent of screen time being spent on connected devices, digital strategies have moved front and center of most marketing plans. But what if that’s not enough? How often does consumer engagement actually go further than the “like” button? With the average American receiving close to 50 phone notifications a day, do the company messages get read or just tossed aside? The truth is, a sobering reality is beginning to hit marketers: Technology hasn’t just reshaped mass media; it’s altering behavior as well. Truly getting a message through to customers, and not just in front of their eyes for a split second before being fed to the trash bin, will take some radical rethinking.Disruptive Marketing challenges you to toss the linear plan, strip away conventions, and open your mind as it takes you on a provocative, fast-paced tour of our changing world, where you’ll find that:• Selling is dead, but ongoing conversation thrives• Consumers generate the best content about brands• People tune out noise and listen to feelings• Curiosity leads the marketing team• Growth depends on merging analytics with boundless creativityPacked with trends, predictions, interviews with big-think marketers, and stories from a career spent pushing boundaries, Disruptive Marketing is the solution you’ve been looking for to boost your brand into new territory!


Author : Geoffrey A. Moore
Publisher : HarperBusiness
Release : 2014-01-28
Page : 288
Category : Business & Economics
ISBN 13 : 9780062292988
Description :


The bible for bringing cutting-edge products to larger markets—now revised and updated with new insights into the realities of high-tech marketing In Crossing the Chasm, Geoffrey A. Moore shows that in the Technology Adoption Life Cycle—which begins with innovators and moves to early adopters, early majority, late majority, and laggards—there is a vast chasm between the early adopters and the early majority. While early adopters are willing to sacrifice for the advantage of being first, the early majority waits until they know that the technology actually offers improvements in productivity. The challenge for innovators and marketers is to narrow this chasm and ultimately accelerate adoption across every segment. This third edition brings Moore's classic work up to date with dozens of new examples of successes and failures, new strategies for marketing in the digital world, and Moore's most current insights and findings. He also includes two new appendices, the first connecting the ideas in Crossing the Chasm to work subsequently published in his Inside the Tornado, and the second presenting his recent groundbreaking work for technology adoption models for high-tech consumer markets.


Author : Wolfgang Wörndl
Publisher : Springer Nature
Release :
Page :
Category :
ISBN 13 : 303065785X
Description :



Author : Luke Williams
Publisher : FT Press
Release : 2015-09-22
Page : 224
Category : Business & Economics
ISBN 13 : 0134008111
Description :


&>Master a complete five-step program for identifying and executing on disruptive business opportunities! Now updated and even more effective, Luke Williams' Disrupt, Second Edition combines the design industry's most powerful "disruptive thinking" techniques with real business implementation discipline. Drawing on his pioneering experience innovating at the legendary frog design (and teaching innovation at NYU), Williams shows exactly how to generate and execute on a steady stream of disruptive strategies. Using updated examples and a book-length case study, Williams shows how the more unexpected an idea, the smaller the number of competitors, and the more successful the company that brings it to market. You'll walk through generating your disruptive hypothesis, defining your disruptive market opportunity, creating multiple disruptive ideas, shaping them into an actionable solution, and persuading key stakeholders to adopt or invest in your solution. Disrupt, Second Edition is for all entrepreneurs, product and marketing managers, R and D specialists, strategists, and senior executives seeking to create disruptive products, services, and customer experiences. It offers you a systematic and proven way to redefine your company's future, stun your industry, and leave your competitors scrambling to catch up.