SPEAR Selling
Author | : Shanks Jamie |
Publisher | : |
Total Pages | : |
Release | : 2019 |
Genre | : |
ISBN | : 9781999009410 |
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Author | : Shanks Jamie |
Publisher | : |
Total Pages | : |
Release | : 2019 |
Genre | : |
ISBN | : 9781999009410 |
Author | : Jamie Shanks |
Publisher | : |
Total Pages | : 128 |
Release | : 2019-01-05 |
Genre | : |
ISBN | : 9781792978036 |
The ultimate Account-based Sales guide for the modern, digital seller. SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Author Jamie Shanks has trained and advised 100's of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverage key competitive differentiators, used to significantly improve account activation and opportunity creation. Combine this focus on account planning, with a relentless accountability to structured sales activity, and this account-based motion will: -Increase the volume of opportunities in a territory -Shorten the timeline to opportunity creation in key accounts -Increase the conversion of prospective accounts into customers -Select the right accounts -Plan & Storyboard the engagement strategy -Engage with a structured process -Activate & educate with a Bold & Different strategy than the competition -Run or Replace (build sales pipeline with an objective framework). If you or your sales organization is running an account-centric sales motion, and you're not leveraging social proximity as a key competitive differentiator in your account selection process - you've already lost your competitive advantage. Let this book be your guide to being first, bold and different in your service of the modern, digital buyer.
Author | : Jamie Shanks |
Publisher | : John Wiley & Sons |
Total Pages | : 224 |
Release | : 2016-08-15 |
Genre | : Business & Economics |
ISBN | : 1119280869 |
A concrete framework for engaging today's buyer and building relationships Social Selling Mastery provides a key resource for sales and marketing professionals seeking a better way to connect with today's customer. Author Jamie Shanks has personally built Social Selling solutions in nearly every industry, and in this book, he shows you how to capture the mindshare of business leadership and turn relationships into sales. The key is to reach the buyer where they're conducting due diligence—online. The challenge is then to strike the right balance, and be seen as a helpful resource that can guide the buyer toward their ideal solution. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures. Beginning with the big picture and gradually honing the focus, you'll learn the techniques that will change your entire approach to the buyer. Social Selling is not social media marketing. It's a different approach, more one-to-one rather than one-to-many. It's these personal relationships that build revenue, and this book helps you master the methods today's business demands. Reach and engage customers online Provide value and insight into the buying process Learn more effective Social Selling tactics Develop the relationships that lead to sales Today's buyers are engaging sales professionals much later in the buying process, but 74 percent of deals go to the sales professional who was first to engage the buyer and provide helpful insight. The sales community has realized the need for change—top performers have already leveraged Social Selling as a means of engagement, but many more are stuck doing "random acts of social," unsure of how to proceed. Social Selling Mastery provides a bridge across the skills gap, with essential guidance on selling to the modern buyer.
Author | : Lou Sepulveda |
Publisher | : Butterworth-Heinemann |
Total Pages | : 160 |
Release | : 1996-11-26 |
Genre | : Business & Economics |
ISBN | : 9780750697521 |
Learn the theory behind the formula for sales success! The Formula for Selling Alarm systems provides answers to some of the mysteries of selling in the alarm industry. The reader will learn proven methods of selling more effectively with a step-by-step method of selling closing. The author urges readers to apply the principles and steps in the book for a minimum of twenty-one days, the amount of time it takes to form a habit. Learn how to make your prospects think like you do - the key to selling. You will discover the way to avoid common pitfalls and 'stinking thinking', in addition to answering objections and concerns confidently and professionally. The Formula for Selling Alarm Systems addresses all of these areas and is written by someone with more than 28 years of sales experience. This unique book is must-have for every alarm dealer. Uncovers the secrets of successful selling Teaches frustrated salespeople how to improve their sales skills Provides the reader with a step-by-step method of selling and closing
Author | : |
Publisher | : |
Total Pages | : 1116 |
Release | : |
Genre | : |
ISBN | : |
Author | : Riverside Louis P. Masur Professor of History University of California |
Publisher | : Oxford University Press, USA |
Total Pages | : 222 |
Release | : 1989-02-16 |
Genre | : History |
ISBN | : 0198021585 |
Between the seventeenth and nineteenth centuries, Western societies abandoned public executions in favor of private punishments, primarily confinement in penitentiaries and private executions. The transition, guided by a reconceptualization of the causes of crime, the nature of authority, and the purposes of punishment, embodied the triumph of new sensibilities and the reconstitution of cultural values throughout the Western world. This study examines the conflict over capital punishment in the United States and the way it transformed American culture between the Revolution and the Civil War. Relating the gradual shift in rituals of punishment and attitudes toward discipline to the emergence of a middle class culture that valued internal restraints and private punishments, Masur traces the changing configuration of American criminal justice. He examines the design of execution day in the Revolutionary era as a spectacle of civil and religious order, the origins of organized opposition to the death penalty and the invention of the penitentiary, the creation of private executions, reform organizations' commitment to social activism, and the competing visions of humanity and society lodged at the core of the debate over capital punishment. A fascinating and thoughtful look at a topic that remains of burning interest today, Rites of Execution will attract a wide range of scholarly and general readers.
Author | : Victoria. Supreme Court |
Publisher | : |
Total Pages | : 296 |
Release | : |
Genre | : Law reports, digests, etc |
ISBN | : |
Author | : United States. Congress. Senate. Special Committee to Investigate the Munitions Industry |
Publisher | : |
Total Pages | : 470 |
Release | : 1934 |
Genre | : Firearms industry and trade |
ISBN | : |
Author | : Library of Congress. Copyright Office |
Publisher | : |
Total Pages | : 970 |
Release | : 1938 |
Genre | : |
ISBN | : |
Author | : United States. Congress. Senate. Committee on Appropriations |
Publisher | : |
Total Pages | : 412 |
Release | : 1939 |
Genre | : |
ISBN | : |