Selling Change

Autor: Brett Clay
Publisher: Greenleaf Book Group
ISBN: 0982295243
File Size: 17,68 MB
Format: PDF, Docs
Read: 2516
Download or Read Book
In an era of globalization and Internet commoditization, salespeople are in danger of becoming irrelevant.In this Darwinian environment, the traditional approach of selling solutions to problems no longer creates profitable differentiation. To survive, salespeople must become agents of change and help customers achieve their goals rather than simply solve their problems. This new, change-centric approach is the next evolution in selling, enabling companies to develop deeper, more profitable customer relationships and to be more agile and adaptive to changing conditions.With twenty years of experience, most recently with Microsoft, Brett Clay has developed a complete toolset for change-centric salespeople, including 101 secrets for growing sales and delivering high value to customers. Readers will understand the five disciplines of change leadership and the secrets of change psychology that will turn them into vital assets for their customers and help them achieve explosive sales growth.

Selling Change

Autor: Robert E. Smith
Publisher: Xlibris Corporation
ISBN: 198453372X
File Size: 11,81 MB
Format: PDF, Mobi
Read: 3401
Download or Read Book
A global auto manufacturer rapidly flattens its leadership team to achieve unprecedented success. A retailer on the ropes financially manages to turn a profit in less than a year. A fast, casual restaurant has multiple cross-country cases of sick patrons, but sales bounce back a year later. How did they do it? By effectively selling the need for change to the people and teams in their organizations. As an agile change leader, you will own multiple disruptive, strategic, and operational challenges on your watch. Will you be able to sell your team on the need for change? Will you be able to generate the levels of buy-in and commitment required to transform your organization across multiple often misaligned stakeholder groups? In Selling Change, change leader and former management consultant Robert E. Smith, PhD, provides a practical and sustainable playbook to tackle one of the most difficult challenges facing leaders today: generating commitment and buy-in to organizational change. Selling Change shows how leaders can prepare for and transition through operational shifts by generating highly engaged commitment to change. The principles of effective commitment and buy-in are distilled into the 2IsC model (impact, influence, and consistency) that lays out a practical and road-tested process for crafting commitment-focused change communications. Smith outlines approaches leaders must embrace to overcome emotional, behavioral, and mental resistance to change by addressing the following questions: Why change? Why now? Why you? Why your change? Without clear answers to these questions, organizational transformation efforts flounder. Effective change leaders have transformed organizations in a variety of sectors including health care, manufacturing, retail, and technology, redistributing billions of dollars of value. Building on leading research, lessons learned, and proven frameworks, this book gives change leaders everything they need to lead their teams through the journey of creating the next version of their organizations, allowing them to create the future rather than being disrupted by change resistance.

Inbound Selling

Autor: Brian Signorelli
Publisher: John Wiley & Sons
ISBN: 1119473446
File Size: 51,68 MB
Format: PDF, ePub
Read: 3886
Download or Read Book
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.

Selling Vision The X Xy Y Formula For Driving Results By Selling Change

Autor: Lou Schachter
Publisher: McGraw Hill Professional
ISBN: 1259642186
File Size: 30,20 MB
Format: PDF, Mobi
Read: 6763
Download or Read Book
A groundbreaking approach to selling in a world demanding change Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling, and they need a roadmap to help them embrace the challenges they face at such a critical juncture. Selling Vision is a step-by-step guide to creating and selling change. By implementing new change management strategies into their unique X→XY→Y selling methodology, the authors: · Propose a new logic for thinking about and executing major sales transformations · Examine these transformations from the customer’s perspective and how their changing buying patterns suggest a particular way of focusing selling activities · Consider the perspective of salespeople and what they can do to sell change to their customers · Look at how sales leaders and managers can change the way their organizations sell products or services · Highlight the pivotal moments that determine the success of major change initiatives Based on their unique X→XY→Y selling methodology, Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, Selling Vision provides a faster path to driving change. This book provides immediate actions you can take and experiments you can conduct to find the right direction for future sales efforts at any level of an organization. How you respond to changing sales dynamics will determine your company’s success, that of your customers, and, to a great extent, your own personal career goals and future.

Selling Social Change Without Selling Out

Autor: Andy Robinson
Publisher: John Wiley & Sons
ISBN: 9780787965204
File Size: 43,65 MB
Format: PDF, Docs
Read: 8044
Download or Read Book
In Selling Social Change (Without Selling Out) expert fundraising trainer and consultant Andy Robinson shows nonprofit professionals how to initiate and sustain successful earned income ventures that provide financial security and advance an organization's mission. Step by step, this invaluable resource shows how to organize a team, select a venture, draft a business plan, find start-up funding, and successfully market goods and services. Robinson includes critical information on the tax implications of earned income and the pros and cons of corporate partnerships. The book also addresses when to consider outsourcing, collaborating with competitors, and raising additional funds to expand the business.

Targeted Selling

Autor: Mike Godfrey
Publisher: Pearson P T R
ISBN: 9780134567990
File Size: 36,23 MB
Format: PDF, ePub
Read: 8835
Download or Read Book
Published as part of the Competitive Edge Management Series this text is designed to help the salesperson to become more effective in the selling role. It takes the basic principle that if you understand yourself better, and understand your buyer better, it will lead to a better understanding of the interaction that occurs in the selling process. It uses the internationally well-known 'Persona' training programs developed and marketed by Personal Awareness Systems Inc. of California. Two complementary strands are emphasised in this book: the social styles model, and the selling process model. Includes exercises on developing selling strategies, a bibliography and an index.

Making And Selling Cars

Autor: James M. Rubenstein
Publisher: JHU Press
ISBN: 9780801867149
File Size: 70,31 MB
Format: PDF, ePub
Read: 7227
Download or Read Book
The automobile has shaped nearly every aspect of modern American life. This text documents the story of the automotive industry, which, despite its power, is constantly struggling to assure its success.

Selling Social Change Without Selling Out

Autor: Andy Robinson
Publisher: John Wiley & Sons
ISBN: 9780787965204
File Size: 52,46 MB
Format: PDF, ePub, Docs
Read: 9656
Download or Read Book
In Selling Social Change (Without Selling Out) expert fundraising trainer and consultant Andy Robinson shows nonprofit professionals how to initiate and sustain successful earned income ventures that provide financial security and advance an organization's mission. Step by step, this invaluable resource shows how to organize a team, select a venture, draft a business plan, find start-up funding, and successfully market goods and services. Robinson includes critical information on the tax implications of earned income and the pros and cons of corporate partnerships. The book also addresses when to consider outsourcing, collaborating with competitors, and raising additional funds to expand the business.

Switch

Autor: Chip Heath
Publisher: Crown Business
ISBN: 9780307590169
File Size: 16,11 MB
Format: PDF, ePub, Docs
Read: 4927
Download or Read Book
Why is it so hard to make lasting changes in our companies, in our communities, and in our own lives? The primary obstacle is a conflict that’s built into our brains, say Chip and Dan Heath, authors of the critically acclaimed bestseller Made to Stick. Psychologists have discovered that our minds are ruled by two different systems—the rational mind and the emotional mind—that compete for control. The rational mind wants a great beach body; the emotional mind wants that Oreo cookie. The rational mind wants to change something at work; the emotional mind loves the comfort of the existing routine. This tension can doom a change effort—but if it is overcome, change can come quickly. In Switch, the Heaths show how everyday people—employees and managers, parents and nurses—have united both minds and, as a result, achieved dramatic results: ● The lowly medical interns who managed to defeat an entrenched, decades-old medical practice that was endangering patients. ● The home-organizing guru who developed a simple technique for overcoming the dread of housekeeping. ● The manager who transformed a lackadaisical customer-support team into service zealots by removing a standard tool of customer service. In a compelling, story-driven narrative, the Heaths bring together decades of counterintuitive research in psychology, sociology, and other fields to shed new light on how we can effect transformative change. Switch shows that successful changes follow a pattern, a pattern you can use to make the changes that matter to you, whether your interest is in changing the world or changing your waistline.

3 D Sales

Autor: Erik Therwanger
Publisher:
ISBN: 9780984085828
File Size: 79,60 MB
Format: PDF, Mobi
Read: 8805
Download or Read Book
Become a 3-D Sales Leader! With the dreams of a greater life, nearly every person has tried their hand at selling. But most quit before making their first sale. Those who continue to pursue the unlimited possibilities of a sales career, often struggle to survive by operating at a 1-dimensional, or even a 2-dimensional level. Isn't it time that you experience 3-dimensional sales results? A critical component to every business and organization, sales is the key to unlimited growth. Whether you are a sales associate, sales manager, vice president of sales, or the owner of a company, 3-D Sales will add a new dimension to your sales performance and dramatically increase your career. Transform yourself and your team into successful 3-Dimensional Sales Leaders! As an integral part of the Think GREAT(r) Collection, 3-D Sales will enhance your perception of selling and allow you to achieve new levels of success. * Learn the 3 Ds of Selling: Desire - Determination - Decisions * Understand how to Keep Your Sales Gears Turning * Discover that The More You Know, the More You Grow