Soar Selling How To Get Through To Almost Anyone The Proven Method For Reaching Decision Makers Download Ebook PDF Epub Online

Author : David Hibbard
Marhnelle Hibbard
Publisher : McGraw Hill Professional
Release : 2012-12-21
Page : 240
Category : Business & Economics
ISBN 13 : 0071793720
Description :


A BREAKTHROUGH FORMULA FOR REACHING TOP DECISION MAKERS AND INFLUENCERS "SOAR Selling is a mission-critical tool for building lasting, profitable relationships. David and Marhnelle go far beyond defining a sales process by rolling up their sleeves to share their secret about what you absolutely must do to get in anywhere." -- Marcus Buckingham, New York Times bestselling author, researcher, motivational speaker, and business consultant "SOAR Selling is essential for any professional organization committed to sales excellence that delivers a superior customer experience." -- Mel Parker, Vice President and General Manager North America, Dell Consumer "SOAR's integrity and efficacy not only help overcome cold-call-phobia; SOAR turns anyone who's motivated to sell into a cold-call-master. SOAR's proven and effective way 'to get through' has achieved unmatched results for Vistage Chairs who are determined to reach and convert CEOs and other executives to Vistage membership. SOAR tips and tools have really propelled our business to SOAR." -- Rafael Pastor, Chairman of the Board and CEO, Vistage International "SOAR Selling teaches salespeople a measurable calling strategy and process that can dramatically improve their ability to reduce their call volume and increase the number of appointments." -- Gerhard Gschwandtner, Publisher, Selling Power "When it comes to driving net new business, SOAR has been at the forefront of the Berlin Company strategy because it works!" -- Andrew T. Berlin, Chairman and CEO, Berlin Packaging, and Limited Partner, Chicago White Sox From the cofounders of the international sales training company, Dialexis, Inc. comes the groundbreaking method for the biggest challenges of every salesperson: getting through to almost anyone, and reaching top decision makers and high influencers. It's time to stop wasting valuable time using the by-the-numbers-plus-luck method--a grueling process that causes attrition and unethical dialing. SOAR Selling presents a solution to this critical problem by revealing by a proven way for any salesperson to make fewer calls, reach more decision makers, and, most important, get more appointments. The authors have tested the SOAR (Surge of Accelerating Revenue) Selling formula on thousands of live sales calls throughout key global markets. The results are staggering. According to the authors' client research, SOAR is astonishingly effective. SOAR provides a combination contact rate with decision makers and influencers of up to 90% on every net dial to a new prospect. Organizations have experienced 200% to 2000% ROI in just 12 weeks from program completion. The mindset component utilized during SOAR enables the individual to be open to a new way of driving net new business. The coaching segment ensures the program consistently demonstrates revenue surge and ROI. SOAR Selling is the best practice for reaching decision makers. Its secret is simple; its approach is based in the mechanics and psychology of call execution with a foundation of a powerful mindset shift. The authors' research reveals that with SOAR, a salesperson can make 12 net dials and reach a combination of 10 top-level decision makers and influencers!


Author : David Hibbard
Marhnelle Hibbard
Publisher : McGraw Hill Professional
Release : 2012-11-27
Page : 240
Category : Business & Economics
ISBN 13 : 0071793712
Description :


A BREAKTHROUGH FORMULA FOR REACHING TOP DECISION MAKERS AND INFLUENCERS "SOAR Selling is a mission-critical tool for building lasting, profitable relationships. David and Marhnelle go far beyond defining a sales process by rolling up their sleeves to share their secret about what you absolutely must do to get in anywhere." -- Marcus Buckingham, New York Times bestselling author, researcher, motivational speaker, and business consultant "SOAR Selling is essential for any professional organization committed to sales excellence that delivers a superior customer experience." -- Mel Parker, Vice President and General Manager North America, Dell Consumer "SOAR's integrity and efficacy not only help overcome cold-call-phobia; SOAR turns anyone who's motivated to sell into a cold-call-master. SOAR's proven and effective way 'to get through' has achieved unmatched results for Vistage Chairs who are determined to reach and convert CEOs and other executives to Vistage membership. SOAR tips and tools have really propelled our business to SOAR." -- Rafael Pastor, Chairman of the Board and CEO, Vistage International "SOAR Selling teaches salespeople a measurable calling strategy and process that can dramatically improve their ability to reduce their call volume and increase the number of appointments." -- Gerhard Gschwandtner, Publisher, Selling Power "When it comes to driving net new business, SOAR has been at the forefront of the Berlin Company strategy because it works!" -- Andrew T. Berlin, Chairman and CEO, Berlin Packaging, and Limited Partner, Chicago White Sox From the cofounders of the international sales training company, Dialexis, Inc. comes the groundbreaking method for the biggest challenges of every salesperson: getting through to almost anyone, and reaching top decision makers and high influencers. It's time to stop wasting valuable time using the by-the-numbers-plus-luck method--a grueling process that causes attrition and unethical dialing. SOAR Selling presents a solution to this critical problem by revealing by a proven way for any salesperson to make fewer calls, reach more decision makers, and, most important, get more appointments. The authors have tested the SOAR (Surge of Accelerating Revenue) Selling formula on thousands of live sales calls throughout key global markets. The results are staggering. According to the authors' client research, SOAR is astonishingly effective. SOAR provides a combination contact rate with decision makers and influencers of up to 90% on every net dial to a new prospect. Organizations have experienced 200% to 2000% ROI in just 12 weeks from program completion. The mindset component utilized during SOAR enables the individual to be open to a new way of driving net new business. The coaching segment ensures the program consistently demonstrates revenue surge and ROI. SOAR Selling is the best practice for reaching decision makers. Its secret is simple; its approach is based in the mechanics and psychology of call execution with a foundation of a powerful mindset shift. The authors' research reveals that with SOAR, a salesperson can make 12 net dials and reach a combination of 10 top-level decision makers and influencers!


Author : Nathan Jamail
Publisher : eBookIt.com
Release : 2013-02-21
Page : 168
Category : Business & Economics
ISBN 13 : 1456605135
Description :


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


Author : Jay Abraham
Publisher : Truman Talley Books
Release : 2000-02-21
Page : 384
Category : Business & Economics
ISBN 13 : 9780312271466
Description :


A trusted advisor to America's top corporations and recognized as one of today's preeminent marketing experts, Jay Abraham has created a program of proven strategies to help you realize undreamed-of success! Unseen opportunities face each of us every day. Using clear examples from his own experience, Jay explains just how easy it can be to find and/or create new opportunities for wealth-building in any existing business, enterprise, or venture. And just how easy can it be? One entrepreneur took the concept of the ballpoint pen and refined it into a mulimillion-dollar idea: roll-on deodorant. Fred Smith of Federal Express took the methods that banks use for clearing checks to develop an overnight delivery company that has revolutionized the way we do business. Now, what have you seen-- or are going to see-- that you could take and turn to your advantage? In Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition, the program focuses on helping you spot the hidden assets, overlooked opportunities, and untapped resources around you, and gives you, and gives you fresh eyes with which to see and capitalize on them. You'll also learn how to adapt and apply these tools to your unique circumstances to maximize your income, influence, power, and success.


Author : Dave Hibbard
Marhnelle Hibbard
Publisher : iUniverse
Release : 2006-11
Page : 168
Category : Business & Economics
ISBN 13 : 0595363415
Description :


"The Canoe Theory compares an organization and its members to a canoe and its crew. Like canoes, businesses need every member to "paddle" together for greater success. Today, more than ever, employers and employees feel disconnected from one another. The Canoe Theory provides solutions to difficult challenges business leaders and employees alike face and details how to bridge the gap and "paddle" together. This short yet powerful book lays out the seven simple principles of The Canoe Theory and how implementing them equals organizational success. Business leaders from across the country from organizations such as The Irvine Company, DuPont, and Steelcase (just to name a few) practice "The Canoe Theory." Evaluate your organizational needs, read this book, and turn your business or organization into a dynamic force with The Canoe Theory!" -Amazon.com editorial review "The Canoe Theory captures the essence of the type of corporate culture which produces best in class results. It is a must read for anyone in management."-Patricia Cochran, CFO of VSP, the nation's largest specialized health plan for vision care, which has been listed on Fortune magazine's "100 best companies to work for" list for the past six years. A fifteen-year corporate research study indicated a major disconnect between management and employees in 87 percent of the organizations surveyed in the U.S. (1989-2004). The Canoe Theory helps you bridge this gap and offers simple answers to complex issues in the corporate world.


Author : Jill Griffin
Publisher : Jossey-Bass
Release : 1997-06-26
Page : 242
Category : Business & Economics
ISBN 13 :
Description :


Studies show that customer satisfaction does not equate with continued sales--it is the "loyal" customer who resists the competitor's tempting offers. This pragmatic guide outlines a savvy, seven-step process for turning prospects into customers and customers into loyal advocates.


Author : Laurie Halse Anderson
Publisher : Farrar, Straus and Giroux (BYR)
Release : 2018-02-06
Page : 384
Category : Young Adult Fiction
ISBN 13 : 1466897872
Description :


The critically acclaimed, award-winning, modern classic Speak is now a stunning graphic novel. "Speak up for yourself—we want to know what you have to say." From the first moment of her freshman year at Merryweather High, Melinda knows this is a big fat lie, part of the nonsense of high school. She is friendless—an outcast—because she busted an end-of-summer party by calling the cops, so now nobody will talk to her, let alone listen to her. Through her work on an art project, she is finally able to face what really happened that night: She was raped by an upperclassman, a guy who still attends Merryweather and is still a threat to her. With powerful illustrations by Emily Carroll, Laurie Halse Anderson's Speak: The Graphic Novel comes alive for new audiences and fans of the classic novel. This title has Common Core connections.


Author : Steve Suggs
Publisher : SalesManage Solutions LLC
Release : 2012-03-27
Page : 190
Category :
ISBN 13 : 0982609884
Description :



Author : Tom G. Stevens PhD
Publisher : You Can Choose To Be Happy
Release : 2010
Page : 320
Category : Psychology
ISBN 13 : 0965337723
Description :


Dr. Stevens' research identifies specific learnable beliefs and skills--not general, inherited traits--that cause people to be happy and successful.


Author : Jeff Thull
Publisher : John Wiley and Sons
Release : 2010-03-10
Page : 304
Category : Business & Economics
ISBN 13 : 9780470632598
Description :


Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation


Author : Napoleon Hill
Publisher : Lulu.com
Release : 2007-12
Page :
Category :
ISBN 13 : 1424507995
Description :



Author : Ron Willingham
Publisher : Currency
Release : 2003
Page : 210
Category : Business & Economics
ISBN 13 : 0385509561
Description :


Argues that knowing and understanding customers' needs will improve sales and will build a trusting relationship between buyer and seller.


Author : Peter Marcuse
David Madden
Publisher : Verso Books
Release : 2016-08-16
Page : 240
Category : Political Science
ISBN 13 : 1784783560
Description :


In every major city in the world there is a housing crisis. How did this happen and what can we do about it? Everyone needs and deserves housing. But today our homes are being transformed into commodities, making the inequalities of the city ever more acute. Profit has become more important than social need. The poor are forced to pay more for worse housing. Communities are faced with the violence of displacement and gentrification. And the benefits of decent housing are only available for those who can afford it. In Defense of Housing is the definitive statement on this crisis from leading urban planner Peter Marcuse and sociologist David Madden. They look at the causes and consequences of the housing problem and detail the need for progressive alternatives. The housing crisis cannot be solved by minor policy shifts, they argue. Rather, the housing crisis has deep political and economic roots—and therefore requires a radical response.


Author : Len Bass
Paul Clements
Publisher : Addison-Wesley Professional
Release : 2003
Page : 528
Category : Computers
ISBN 13 : 9780321154958
Description :


This is the eagerly-anticipated revision to one of the seminal books in the field of software architecture which clearly defines and explains the topic.


Author : Gene B Sperling
Rebecca Winthrop
Publisher : Brookings Institution Press
Release : 2015-09-29
Page : 335
Category : Social Science
ISBN 13 : 0815728611
Description :


Hard-headed evidence on why the returns from investing in girls are so high that no nation or family can afford not to educate their girls. Gene Sperling, author of the seminal 2004 report published by the Council on Foreign Relations, and Rebecca Winthrop, director of the Center for Universal Education, have written this definitive book on the importance of girls’ education. As Malala Yousafzai expresses in her foreword, the idea that any child could be denied an education due to poverty, custom, the law, or terrorist threats is just wrong and unimaginable. More than 1,000 studies have provided evidence that high-quality girls’ education around the world leads to wide-ranging returns: Better outcomes in economic areas of growth and incomes Reduced rates of infant and maternal mortality Reduced rates of child marriage Reduced rates of the incidence of HIV/AIDS and malaria Increased agricultural productivity Increased resilience to natural disasters Women’s empowerment What Works in Girls’ Education is a compelling work for both concerned global citizens, and any academic, expert, nongovernmental organization (NGO) staff member, policymaker, or journalist seeking to dive into the evidence and policies on girls’ education.


Author : Robin Sharma
Publisher : HarperCollins
Release : 2018-12-04
Page : 336
Category : Self-Help
ISBN 13 : 1443456632
Description :


Legendary leadership and elite performance expert Robin Sharma introduced The 5am Club concept over twenty years ago, based on a revolutionary morning routine that has helped his clients maximize their productivity, activate their best health and bulletproof their serenity in this age of overwhelming complexity. Now, in this life-changing book, handcrafted by the author over a rigorous four-year period, you will discover the early-rising habit that has helped so many accomplish epic results while upgrading their happiness, helpfulness and feelings of aliveness. Through an enchanting—and often amusing—story about two struggling strangers who meet an eccentric tycoon who becomes their secret mentor, The 5am Club will walk you through: How great geniuses, business titans and the world’s wisest people start their mornings to produce astonishing achievements A little-known formula you can use instantly to wake up early feeling inspired, focused and flooded with a fiery drive to get the most out of each day A step-by-step method to protect the quietest hours of daybreak so you have time for exercise, self-renewal and personal growth A neuroscience-based practice proven to help make it easy to rise while most people are sleeping, giving you precious time for yourself to think, express your creativity and begin the day peacefully instead of being rushed “Insider-only” tactics to defend your gifts, talents and dreams against digital distraction and trivial diversions so you enjoy fortune, influence and a magnificent impact on the world Part manifesto for mastery, part playbook for genius-grade productivity and part companion for a life lived beautifully, The 5am Club is a work that will transform your life. Forever.


Author : Andy Paul
Publisher : AMACOM
Release : 2014-11-28
Page : 240
Category : Business & Economics
ISBN 13 : 0814434886
Description :


Customers today are overloaded with information and overwhelmed by options. The truth is, product value is so high across the competition that any kind of meaningful product differentiation--at least in the customers’ eyes--has all but disappeared. Therefore, between not recognizing product differences, combined with not having any time to spare to investigate what they don’t know, the difference maker for many decision makers . . . is you!The salesperson who is always responsive and completely focused on value will, more times than not, be the one who will stand out from the crowd and get the sale. Combining leading-edge research with a vast amount of field experience, Amp Up Your Sales will show anyone how to become the trusted sales professional who consistently wins new business. Readers will learn how to:• Maximize the value of their selling• Accelerate responsiveness to build trust and credibility• Earn valuable selling time with customers• Shape the buyer's vision• Integrate persuasive stories into their sales process• Build lasting relationships through follow-up and customer serviceThe bad news is, your customers won’t understand and appreciate all the advantages of your product. The good news is, they aren’t making the decision based on the product, but on you!


Author : Jim Holden
Ryan Kubacki
Publisher : John Wiley & Sons
Release : 2012-04-18
Page : 256
Category : Business & Economics
ISBN 13 : 1118240944
Description :


An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.


Author : Thomas Sowell
Publisher : Basic Books
Release : 2014-12-02
Page : 704
Category : Business & Economics
ISBN 13 : 0465056849
Description :


The bestselling citizen's guide to economics Basic Economics is a citizen's guide to economics, written for those who want to understand how the economy works but have no interest in jargon or equations. Bestselling economist Thomas Sowell explains the general principles underlying different economic systems: capitalist, socialist, feudal, and so on. In readable language, he shows how to critique economic policies in terms of the incentives they create, rather than the goals they proclaim. With clear explanations of the entire field, from rent control and the rise and fall of businesses to the international balance of payments, this is the first book for anyone who wishes to understand how the economy functions. This fifth edition includes a new chapter explaining the reasons for large differences of wealth and income between nations. Drawing on lively examples from around the world and from centuries of history, Sowell explains basic economic principles for the general public in plain English.


Author : Warren Buffett
Publisher :
Release : 2015
Page : 769
Category : Commercial correspondence
ISBN 13 : 9780997311402
Description :