Outbounding PDF Download
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| Author | : William Miller |
| Publisher | : HarperCollins Leadership |
| Total Pages | : 336 |
| Release | : 2020-11-03 |
| Genre | : Business & Economics |
| ISBN | : 1400219450 |
Download Outbounding Book in PDF, ePub and Kindle
Sometimes, sales organizations rely too heavily only on inbound lead generation. However, when the inbound leads dry up and marketing efforts stop yielding results, the need for outbound activity becomes more crucial than ever. Many companies have let their sales people devolve into an order-taking, customer “farming” team where the focus is following up on inbound leads or just trying to upsell current customers. Conversely, this is the critical time in the life of a business when?organizations with a team trained to sell outbound successfully will rise above the rest.?? Outbound selling can be intimidating even to the most senior rep, yet that same intimidation around cold calling and outbound sales can be transformed into confident success with the right?tools at your disposal. In Outbounding, sales expert William Miller provides sales teams with everything they need to: Have the right tools to outbound and not to just harass Learn how to outbound to the C-Suite as well as the manager level See prospect meetings less as win-lose battles and more as opportunities to use problem-solving skills Utilize templates and ideas that really work and can be adapted to one’s own style Outbounding equips sales people with the knowledge, training, and road-tested sales tactics to raise the success rate of their outbound sales, using proven strategies that deliver breakthrough results.
| Author | : William Miller |
| Publisher | : AMACOM |
| Total Pages | : 268 |
| Release | : 2015-02-11 |
| Genre | : Business & Economics |
| ISBN | : 0814434843 |
Download Selling Above and Below the Line Book in PDF, ePub and Kindle
Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.
| Author | : Ryan Reisert |
| Publisher | : Independently Published |
| Total Pages | : 58 |
| Release | : 2017-12-07 |
| Genre | : Business & Economics |
| ISBN | : 9781973470755 |
Download Outbound Sales, No Fluff: Written by Two Millennials Who Have Actually Sold Something This Decade. Book in PDF, ePub and Kindle
Recognized on SalesHacker's "Best Sales Books: 30 Elite Picks to Step Up Your Sales Game" This book can be read in less than 45 minutes and covers the fundamentals for anyone getting started in sales or for anyone looking to brush up on their skills. There is no shortage of books or content today to help you learn about sales. In the past 30 years, there has been an incredible amount of research and growth in the sales profession to help modern sales professionals better serve their customers. However, after reading Rory Vaden's New York Times Bestseller "Take The Stairs" and learning that "95% of all books that are purchased are never completely read" and "70% of all books ever purchased are never even opened" we wanted to write a book that everyone could read and take action on immediately. This book is a step-by-step guide for the modern sales professional. We want to give you the framework, knowledge, and skills to fill a sales pipeline with highly qualified opportunities. It's all practical advice - no cutesy stories, no rants, and no product pitches. There are really only two ways to fill a funnel: inbound leads or outbound prospecting. We focus this book exclusively on outbound prospecting, because it's the half of the formula that an individual sales rep can control (that's why so many sales job descriptions include the phrase "we're looking for a hunter").
| Author | : William Miller |
| Publisher | : AMACOM |
| Total Pages | : 258 |
| Release | : 2009-07-15 |
| Genre | : Business & Economics |
| ISBN | : 0814414575 |
Download ProActive Sales Management Book in PDF, ePub and Kindle
As the president of a major sales company and experienced sales management trainer, author William Miller provides sales managers a proven method for successfully managing both sales processes and salespeople. Packed with specific, field-tested techniques, ProActive Sales Management teaches readers how to: motivate a sales team; get their sales team to prospect and qualify; create a proactive sales culture; effectively coach and counsel up and down the sales organization; reduce reports to one sheet of paper and 10 minutes a week; forecast with up to 90 percent accuracy; and take A players to A+ levels. Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them while multitasking with managing complex sales processes in order to close more and more deals. Packed with all new metrics and tactics for making the numbers in today’s sales environment, ProActive Sales Management is an invaluable resource for this brand of highly in-demand leaders.
| Author | : Matthew Dixon |
| Publisher | : Penguin |
| Total Pages | : 240 |
| Release | : 2011-11-10 |
| Genre | : Business & Economics |
| ISBN | : 1101545895 |
Download The Challenger Sale Book in PDF, ePub and Kindle
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 | : William Miller |
| Publisher | : AMACOM Div American Mgmt Assn |
| Total Pages | : 258 |
| Release | : 2012 |
| Genre | : Business & Economics |
| ISBN | : 0814431925 |
Download Proactive Selling Book in PDF, ePub and Kindle
Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: * Qualify and disqualify prospects sooner to focus on the most promising accounts * Examine buyers' motivations from every angle * Quantify the value proposition early * Double the number of calls returned from prospective customers * Appeal to the real decision-makers * Use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles * Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the author's 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goals-with any company, in any industry.
| Author | : Sam Richter |
| Publisher | : SBR Worldwide, LLC |
| Total Pages | : 313 |
| Release | : 2008 |
| Genre | : Computers |
| ISBN | : 1592982093 |
Download Take the Cold Out of Cold Calling Book in PDF, ePub and Kindle
Presents advice on using Internet searching to perform successful telephone sales.
| Author | : Jeb Blount |
| Publisher | : John Wiley & Sons |
| Total Pages | : 311 |
| Release | : 2015-09-29 |
| Genre | : Business & Economics |
| ISBN | : 1119144760 |
Download Fanatical Prospecting Book in PDF, ePub and Kindle
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
| Author | : Pat Cochrane |
| Publisher | : Gower Publishing, Ltd. |
| Total Pages | : 204 |
| Release | : 1999 |
| Genre | : Business & Economics |
| ISBN | : 9780566080890 |
Download Outbound Telephone Selling Book in PDF, ePub and Kindle
This book will enable you to set up an outbound telephone selling operation either 'from scratch' or by retraining customer service staff in the skills of professional selling over the phone. Straightforward and practical throughout, Pat Cochrane will take you step-by-step through the management issues that need to be addressed. With case studies showing successful best practice from companies like BT, Girobank and Doctor Solomon, this book will show you how to be proactive in selling your company, products and services over the phone.
| Author | : Nicole Elert |
| Publisher | : Walter de Gruyter GmbH & Co KG |
| Total Pages | : 219 |
| Release | : 2017-04-10 |
| Genre | : Law |
| ISBN | : 311040401X |
Download Expats in Germany – Inbound and Outbound Book in PDF, ePub and Kindle
The increasing internationalization of business leads to a cornucopia of differing cross-border exchanges in one's daily work. Participants and other beneficiaries of this internationalization include not only multi-national companies but also SMEs (small and mid-sized enterprises), for which the increased global market access offers substantial opportunities. With the growth of internationalization, too, comes an increase in employee assignments. In business practice, the number of questions from foreign companies, management, HR, tax and legal professionals, investors and non German employees etc., ist growing. In order to be certain that sending employees to or from Germany on work assignments can take place as smoothly and efficiently as possible, relevant questions asked by companies and workers need to be taken into consideration. This text does just that with a focus on answering common expat-relevant questions posed by professionals. It is a reference work for those foreigners subject to and applying German law.
