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ALWAYS BE QUALIFYING

ALWAYS BE QUALIFYING
Author: Darius Lahoutifard
Publisher: 01consulting
Total Pages: 143
Release: 2023-10-21
Genre: Business & Economics
ISBN:
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In the past few years, companies large and small have called on me to get help with their non-performing sales team. The described symptoms are different from one company to another. Some need more revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. All these symptoms are related to the same illness: inability to qualify. Since most sales teams put in place organizations including SDR (Sales Development Representatives) or BDR (Business Development Representatives) who qualify leads for Account Managers, there is a wrong unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost. Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply throughout the sales process, from the first call to closing. This book covers both the Why and the How of sales qualification. I was an early sales leader at PTC where the MEDDIC methodology took shape. I am also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the M.E.D.D.I.C. and the MEDDPICC® sales methodology in depth. This is not a book of theories, research, or academic concepts but pure execution techniques with practical recipes. At a high level, MEDDIC is a checklist that helps sales professionals reveal the gaps in an opportunity and execute correctly to fill those gaps and close the deal or drop it early. This book is an excellent complement to the training and workshops we deliver online and in-person globally.

Qualifying Times

Qualifying Times
Author: Jaime Schultz
Publisher: University of Illinois Press
Total Pages: 305
Release: 2014-03-15
Genre: Social Science
ISBN: 0252095960
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This perceptive, lively study explores U.S. women's sport through historical "points of change": particular products or trends that dramatically influenced both women's participation in sport and cultural responses to women athletes. Beginning with the seemingly innocent ponytail, the subject of the Introduction, scholar Jaime Schultz challenges the reader to look at the historical and sociological significance of now-common items such as sports bras and tampons and ideas such as sex testing and competitive cheerleading. Tennis wear, tampons, and sports bras all facilitated women’s participation in physical culture, while physical educators, the aesthetic fitness movement, and Title IX encouraged women to challenge (or confront) policy, financial, and cultural obstacles. While some of these points of change increased women's physical freedom and sporting participation, they also posed challenges. Tampons encouraged menstrual shame, sex testing (a tool never used with male athletes) perpetuated narrowly-defined cultural norms of femininity, and the late-twentieth-century aesthetic fitness movement fed into an unrealistic beauty ideal. Ultimately, Schultz finds that U.S. women's sport has progressed significantly but ambivalently. Although participation in sports is no longer uncommon for girls and women, Schultz argues that these "points of change" have contributed to a complex matrix of gender differentiation that marks the female athletic body as different than--as less than--the male body, despite the advantages it may confer.

MEDDICC

MEDDICC
Author: Andy Whyte
Publisher: Meddicc Limited
Total Pages: 266
Release: 2020-11-25
Genre: Business & Economics
ISBN: 9781838239701
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What do the world's most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient. MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales organizations. If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC: Your buyer doesn't see the value of your solution? (aka they think you are expensive) You are unable to find, articulate and quantify Pain You don't have a Champion or at the very least a Coach helping you navigate and sell You find yourself unable to gain access to people with power and influence You don't know how the customer makes decisions You don't know who is involved in the decision-making process You find yourself surprised by things that come up in the sales process The decision criteria seem to move throughout the process, and you're constantly playing catch up Your Competition is landing strikes against you that you neither see coming nor are able to defend You lose track of where you stand in your deals Whether you are an individual contributor or a sales leader embracing MEDDICC will help you to beat those symptoms and take back control of your deal. Historically, learning MEDDICC has relied upon hands-on training, but now you can learn MEDDICC from an expert who uses it every day. The Book deconstructs MEDDICC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights complemented by commentary on how MEDDICC can help sales organizations to revolutionize their sales execution and efficiency. In the words of the original creator of MEDDIC, Dick Dunkel: Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICCinto what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to yourprocess, and you'll begin to execute your customer interactions with more purpose and achieve better results.And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunitieswith clearer paths to success. - Dick Dunkel, MEDDIC Creator.

Start with Why

Start with Why
Author: Simon Sinek
Publisher: Penguin
Total Pages: 257
Release: 2011-12-27
Genre: Business & Economics
ISBN: 1591846447
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The inspirational bestseller that ignited a movement and asked us to find our WHY Discover the book that is captivating millions on TikTok and that served as the basis for one of the most popular TED Talks of all time—with more than 56 million views and counting. Over a decade ago, Simon Sinek started a movement that inspired millions to demand purpose at work, to ask what was the WHY of their organization. Since then, millions have been touched by the power of his ideas, and these ideas remain as relevant and timely as ever. START WITH WHY asks (and answers) the questions: why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over? People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won't truly buy into a product, service, movement, or idea until they understand the WHY behind it. START WITH WHY shows that the leaders who have had the greatest influence in the world all think, act and communicate the same way—and it's the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY.

Wherever You Are

Wherever You Are
Author: Nancy Tillman
Publisher: Feiwel & Friends
Total Pages: 32
Release: 2010-09-14
Genre: Juvenile Fiction
ISBN: 9781429995535
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. . . I wanted you more than you'll ever know, so I sent love to follow wherever you go. . . . Love is the greatest gift we have to give our children. It's the one thing they can carry with them each and every day. If love could take shape it might look something like these heartfelt words and images from the inimitable Nancy Tillman. Wherever You Are is a book to share with your loved ones, no matter how near or far, young or old, they are.

It's Always Personal

It's Always Personal
Author: Anne Kreamer
Publisher: Random House Trade Paperbacks
Total Pages: 258
Release: 2013-01-01
Genre: Business & Economics
ISBN: 0812979931
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An innovative study of gender, emotion, and power, It’s Always Personal is an essential companion for everyone navigating the challenges of the contemporary workplace. How often have we heard “It’s nothing against you, it’s not personal—it’s just business”? But in fact, at work it’s never just business—it’s always personal. In this groundbreaking book, journalist and former corporate executive Anne Kreamer shows us how to get rational about our emotions, and provides the necessary new tools to flourish in an emotionally charged workplace. Combining the latest information on the intricacies of the human brain, candid stories from employees, and the surprising results of two national surveys, It’s Always Personal offers • a step-by-step guide for identifying your emotional type: Spouter, Accepter, Believer, or Solver • Emotion Management Toolkits that outline strategies to cope with specific emotionally challenging situations • vital facts that will help you understand—and handle—the six main emotional flashpoints: anger, fear, anxiety, empathy, joy, and crying • an exploration of how men and women deal with emotions differently “A stimulating read bolstered by snippets of some of the best recent work on emotional intelligence and the science of happiness.”—The Wall Street Journal “So what should be the rules and boundaries for showing how you feel while you work? That’s a question asked and answered in Anne Kreamer’s fascinating book . . . [a] look at an issue that rarely gets discussed.”—The Washington Post “Finally, someone is willing to unpack the morass of anger, anxiety, sadness, and joy that drives the workday. . . . [Kreamer] has hit the ‘It’s about time!’ button.”—Elle “[A] lively, well-researched exploration of emotions on the job.”—Oprah.com “Explores how to be true to your ‘emotional flashpoints—anger, fear, anxiety, empathy, happiness and crying’—without sabotaging your career.”—The New York Times Book Review

When Breath Becomes Air

When Breath Becomes Air
Author: Paul Kalanithi
Publisher: Random House
Total Pages: 258
Release: 2016-01-12
Genre: Biography & Autobiography
ISBN: 0812988418
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#1 NEW YORK TIMES BESTSELLER • PULITZER PRIZE FINALIST • This inspiring, exquisitely observed memoir finds hope and beauty in the face of insurmountable odds as an idealistic young neurosurgeon attempts to answer the question What makes a life worth living? NAMED ONE OF PASTE’S BEST MEMOIRS OF THE DECADE • NAMED ONE OF THE BEST BOOKS OF THE YEAR BY The New York Times Book Review • People • NPR • The Washington Post • Slate • Harper’s Bazaar • Time Out New York • Publishers Weekly • BookPage Finalist for the PEN Center USA Literary Award in Creative Nonfiction and the Books for a Better Life Award in Inspirational Memoir At the age of thirty-six, on the verge of completing a decade’s worth of training as a neurosurgeon, Paul Kalanithi was diagnosed with stage IV lung cancer. One day he was a doctor treating the dying, and the next he was a patient struggling to live. And just like that, the future he and his wife had imagined evaporated. When Breath Becomes Air chronicles Kalanithi’s transformation from a naïve medical student “possessed,” as he wrote, “by the question of what, given that all organisms die, makes a virtuous and meaningful life” into a neurosurgeon at Stanford working in the brain, the most critical place for human identity, and finally into a patient and new father confronting his own mortality. What makes life worth living in the face of death? What do you do when the future, no longer a ladder toward your goals in life, flattens out into a perpetual present? What does it mean to have a child, to nurture a new life as another fades away? These are some of the questions Kalanithi wrestles with in this profoundly moving, exquisitely observed memoir. Paul Kalanithi died in March 2015, while working on this book, yet his words live on as a guide and a gift to us all. “I began to realize that coming face to face with my own mortality, in a sense, had changed nothing and everything,” he wrote. “Seven words from Samuel Beckett began to repeat in my head: ‘I can’t go on. I’ll go on.’” When Breath Becomes Air is an unforgettable, life-affirming reflection on the challenge of facing death and on the relationship between doctor and patient, from a brilliant writer who became both.

Why Simple Wins

Why Simple Wins
Author: Lisa Bodell
Publisher: Routledge
Total Pages: 193
Release: 2016-10-13
Genre: Business & Economics
ISBN: 1351817671
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Imagine what you could do with the time you spend writing emails every day. Complexity is killing companies' ability to innovate and adapt, and simplicity is fast becoming the competitive advantage of our time. Why Simple Wins helps leaders and their teams move beyond the feelings of frustration and futility that come with so much unproductive work in today's corporate world to create a corporate culture where valuable, essential, meaningful work is the norm. By learning how to eliminate redundancies, communicate with clarity, and make simplification a habit, individuals and companies can begin to recognize which activities are time-sucks and which create lasting value. Lisa Bodell's simplification method has several unique principles: Simplification is a skill that's available to us all, yet very few leaders use it. Simplification is the right thing to do--for our customers, for our company, and for each other. Operating with simplification as our core business model will make it easier to be respectful of each other's time. Simplification drives culture, and culture in turn drives employee engagement, customer relations, and overall productivity. This book is inspired by Bodell's passion for eliminating barriers to innovation and productivity. In it, she explains why change and innovation are so hard to achieve--and it's not what you might expect. The reality is this: we spend our days drowning in mundane tasks like meetings, emails, and reports. These are often self-created complexities that prevent us from getting to the meaningful work that truly matters. Using simple stories and techniques, Why Simple Wins shows that by using simplicity as an operating principle, we can eliminate the busy work that puts a chokehold on us every day, and instead spend time on the work that we value.

The King is Always Above the People

The King is Always Above the People
Author: Daniel Alarcón
Publisher: Penguin
Total Pages: 258
Release: 2017
Genre: Fiction
ISBN: 1594631727
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LONGLISTED for the 2017 NATIONAL BOOK AWARD FOR FICTION An urgent, essential collection of stories about immigration, broken dreams, Los Angeles gang members, Latin American families, and other tales of high stakes journeys, from the award-winning author of War by Candlelight and At Night We Walk in Circles. Migration. Betrayal. Family secrets. Doomed love. Uncertain futures. In Daniel Alarcón's hands, these are transformed into deeply human stories with high stakes. In "The Thousands," people are on the move and forging new paths; hope and heartbreak abound. A man deals with the fallout of his blind relatives' mysterious deaths and his father's mental breakdown and incarceration in "The Bridge." A gang member discovers a way to forgiveness and redemption through the haze of violence and trauma in "The Ballad of Rocky Rontal." And in the tour de force novella, "The Auroras", a man severs himself from his old life and seeks to make a new one in a new city, only to find himself seduced and controlled by a powerful woman. Richly drawn, full of unforgettable characters, The King is Always Above the People reveals experiences both unsettling and unknown, and yet eerily familiar in this new world.

SPIN® -Selling

SPIN® -Selling
Author: Neil Rackham
Publisher: Routledge
Total Pages: 180
Release: 2020-04-28
Genre: Business & Economics
ISBN: 1000154572
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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.