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Mega-Selling

Mega-Selling
Author: David Cowper
Publisher: John Wiley and Sons
Total Pages: 212
Release: 2009-01-09
Genre: Business & Economics
ISBN: 0470739266

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"No matter what your industry, no matter what your product, if you want to sell in the big leagues, this book is a revelation." -Steve Carlson, Publisher and Editor, Marketing Options "David Cowper is not just one of the world's most successful life insurance salespeople, he is one of the cleverest. He thinks his way into giant cases and so can we, if we follow his strategies." -Tony Gordon, Past Chairman, Top of the Table, Bristol, England "David Cowper's book is, by far, the best I have ever read on the art of selling life insurance. Through fascinating storytelling, David reveals the extraordinary scale of thought and passion devoted to his selling opportunities. His book will inspire every reader to add zeros to their sales numbers." -Leon Lewis, Planning Consultant "David Cowper demonstrates how to achieve sales excellence through creativity, intelligence, and the power of stories. This book is required reading for all sales professionals." -Norm L. Trainor, President, The Covenant Group, and Author of The 8 Best Practices of High-Performing Salespeople When David Cowper began his insurance career, he was alone in a new country with no contacts and only forty dollars in his pocket. Three months after entering the business, he still hadn't sold a single policy. But David stuck with it to routinely make million-dollar sales and become one of the top insurance salespeople in the world. More than a rags-to-riches story, Mega-Selling is a first-hand account of the unique strategies David developed to penetrate new markets and close multi-million-dollar sales. With Mega-Selling, any salesperson can learn from the best and become a top performer.


Megadeals

Megadeals
Author: Johan Aberg
Publisher:
Total Pages: 256
Release: 2020-02-24
Genre: Business & Economics
ISBN: 9789198557220

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In this hands-on book, Aberg and Engman reveal the five cornerstones of a successful megadeal and explore the many complexities surrounding them. They also provide a unique cutting-edge approach to complex selling that blends account-based marketing and sales with enterprise social selling in a way that will transform your sales and marketing team.


Mega Deal Secrets

Mega Deal Secrets
Author: Jamal Reimer
Publisher:
Total Pages: 236
Release: 2021-10-19
Genre:
ISBN: 9781737765523

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Drop the run-rate mentality and start closing Mega Deals. Selling a Mega Deal--a deal of uncommonly large size and complexity-is the crowning achievement of any enterprise seller. Yet there are precious few who have achieved such a feat, and those who have done it tend to guard the keys to their success as well-kept secrets. Jamal Reimer is a senior enterprise seller and has been a top-1-percent performer at one of the largest software as a service (SaaS) companies in the world. He has closed multiple deals over $50 million. In this book, Reimer shares the methods, strategies, tactics, and tools that he and other Mega Dealers use to bring in massive enterprise deals. In Mega Deal Secrets, Reimer teaches all the components of a truly dialed-in sales cycle in the modern selling age: Executive Whispering: how to engage with elusive executives from your company and your customers to build strategic relationships and accelerate uncommonly large deals Mega Deal Premise: how to build a compelling Mega Deal Story that senior executives will invest in Mega Deal Conjuring: how to find and close a Mega Deal in twelve months or less even when the conditions are against you Reimer walks you through every step of the Mega Deal process--from selecting the right candidate account to getting your contract signed by whatever deadline you set. Along the way, you'll follow the journey of how he put together the biggest pitch of his career, stood his ground with the most intimidating executive he's ever met, and, ultimately, closed his first Mega Deal.


The 8 Best Practices of High-Performing Salespeople

The 8 Best Practices of High-Performing Salespeople
Author: Norm Trainor
Publisher: John Wiley & Sons
Total Pages: 190
Release: 2012-04-19
Genre: Business & Economics
ISBN: 1118414268

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What does it take to become a high-performing salesperson? This book reveals the eight best practices you need to master in order to become a top producer. The 8 Best Practices of High-Performing Salespeople follows the stories of real sales professionals, relating their experiences and challenges first-hand. The 8 Best Practices of High-Performing Salespeople is like a private coaching session for those who want to increase sales and build lasting value in their business. It offers practical advice and simple strategies from the best in the business, even letting you in on actual situations and conversations. No matter what business you are in, adopting the 8 Best Practices will increase your revenue and allow you to reach your full potential. "Norm Trainor brings you concrete advice and sheer wisdom on the 'inner game' of sales. Much beyond just learning about breakthrough sales performance from the best in the business, reading this book is like getting private coaching sessions from someone who has mastered how you can constantly surpass yourself in creating client capital." —Hubert St. Onge, Senior Vice President, Strategic Capabilities, Clarica "Norm Trainor has proven that he's the master of relationship selling. He has shown how to achieve excellence as a salesperson and, more importantly, how to manage success to become a thriving business owner. This book has value for salespeople wherever they are on their career journey." —Steve Stacey, Vice President and Director, Nesbitt Burns Inc. "This book is a must-read for any sales professional who wishes to grow their practice in the future." —A.A. (Art) Schooley, General Manager, Manulife Financial "Norm Trainor gives the reader a fast, easy-to-understand journey to success. This book is a must-read for the ambitious salesperson-it is loaded with useful information." —S. Ross Johnson, Retired President, Canadian Operations, The Prudential Insurance Co. of America


The 5 Rules of Megavalue Selling

The 5 Rules of Megavalue Selling
Author: Mark Holmes
Publisher: Gatekeeper Press
Total Pages: 123
Release: 2017-05-22
Genre: Business & Economics
ISBN: 1619846225

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Why are salespeople struggling to differentiate from competitors and communicate customer value? What makes them miss annual sales targets? This book introduces a remarkably effective way to articulate your value message and create distinction among competitors. Through an engaging story, readers discover the “VALUE” rules, a five steps approach salespeople use to win sales on value not price. Megavalue Selling is a book salespeople can’t put down. Written for salespeople, managers, startup entrepreneurs and business owners eager to learn about mastering customer conversations about value, this book gives readers: -Perfect questions for identifying a customer’s existing and unrecognized value drivers. -How to handle price pushback and commoditization. -Practical approach for presenting proof. -Actionable steps for identifying all decision influencers and their roles. -Simple techniques to align value propositions with customer issues. Mark Holmes distilled four decades of sales experience, research, consulting and coaching to write a new sales development book covering complex concepts simplified into a short story that’s easy to apply. Mark learned B2B selling by making sales to CEO’s in his twenties, and went on to be a top-performer in several companies. His insights have appeared in the Wall Street Journal, FOX Business and Sales and Marketing Management.


Mega Selling

Mega Selling
Author:
Publisher: ESENSI
Total Pages: 228
Release:
Genre:
ISBN: 9789796882915

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Long Road

Long Road
Author: Steven Hyden
Publisher: Hachette Books
Total Pages: 250
Release: 2022-09-27
Genre: Music
ISBN: 0306826445

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A leading music journalist’s riveting chronicle of how beloved band Pearl Jam shaped the times, and how their legacy and longevity have transcended generations. Ever since Pearl Jam first blasted onto the Seattle grunge scene three decades ago with their debut album, Ten, they have sold 85M+ albums, performed for hundreds of thousands of fans around the world, and have even been inducted into the Rock and Roll Hall of Fame. In Long Road: Pearl Jam and the Soundtrack Of A Generation, music critic and journalist Steven Hyden celebrates the life, career, and music of this legendary group, widely considered to be one of the greatest American rock bands of all time. Long Road is structured like a mix tape, using 18 different Pearl Jam classics as starting points for telling a mix of personal and universal stories. Each chapter tells the tale of this great band — how they got to where they are, what drove them to greatness, and why it matters now. Much like the generation it emerged from, Pearl Jam is a mass of contradictions. They were an enormously successful mainstream rock band who felt deeply uncomfortable with the pursuit of capitalistic spoils. They were progressive activists who spoke in favor of abortion rights and against the Ticketmaster monopoly, and yet they epitomized the sound of traditional, male-dominated rock ‘n’ roll. They were looked at as spokesmen for their generation, even though they ultimately projected profound confusion and alienation. They triumphed, and failed, in equal doses — the quintessential Gen-X tale. Impressive as their stats, accolades, and longevity may be, Hyden also argues that Pearl Jam’s most definitive accomplishment lies in the impact their music had on Generation X as a whole. Pearl Jam’s music helped an entire generation of listeners connect with the glory of bygone rock mythology, and made it relevant during a period in which tremendous American economic prosperity belied a darkness at the heart of American youth. More than just a chronicle of the band’s career, this book is also a story about Gen- X itself, who like Pearl Jam came from angsty, outspoken roots and then evolved into an establishment institution, without ever fully shaking off their uncertain, outsider past. For so many Gen-Xers growing up at the time, Pearl Jam’s music was a beacon that offered both solace and guidance. They taught an entire generation how to grow up without losing the purest and most essential parts of themselves. Written with his celebrated blend of personal memoir, criticism, and journalism, Hyden explores Pearl Jam’s path from Ten to now. It's a chance for new fans and old fans alike to geek out over Pearl Jam minutia—the B-sides, the beloved deep cuts, the concert bootlegs—and explore the multitude of reasons why Pearl Jam’s music resonated with so many people. As Hyden explains, “Most songs pass through our lives and are swiftly forgotten. But Pearl Jam is forever.”


The Customer Trap

The Customer Trap
Author: Andrew R. Thomas
Publisher: Apress
Total Pages: 173
Release: 2015-04-07
Genre: Business & Economics
ISBN: 1484203852

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American business is dysfunctional. Companies of all sizes follow the mistaken belief that their products and services are best sold through mega-customers with pervasive market reach, such as Amazon and Walmart. Far too many business leaders fail to realize—until it is too late—that the relentless pursuit of volume at all cost is not the key to long-term profits and success. The Customer Trap: How to Avoid the Biggest Mistake in Business is Thomas and Wilkinson’s sequel to The Distribution Trap: Keeping Your Innovations from Becoming Commodities, which won the Berry-American Marketing Association Prize for the best marketing book of 2010. The Distribution Trap contended that cracking the big-box channel is not necessarily the Holy Grail that many marketers assume it is. The Customer Trap takes this thesis to the next level by arguing that all companies, regardless of the industry there are in, should maintain control over their sales and distribution channels. Volume forgone by avoiding the mass market is more than offset by higher margins and stronger brand equity. The Customer Trap shows that giving power to a customer who violates "the ten percent rule" sets a company up for ruin. Yet, when presented with the opportunity to push more sales through large customers, most decision-makers jump at the chance. As a result, marketing has come to resemble a relentless quest for efficiency and scale. Demands from mega-customers in the form of discounts, deals, and incentives erode the integrity of the brand and what it originally stood for. Lower margins become the norm and cost-saving compromises on quality take over. In time, the brand suffers and, in some cases, fails outright. Stark examples from Oreck Vacuum Cleaners, Rubbermaid, Goodyear, Levi’s, and others illustrate the perils of falling into the "customer trap." This book demonstrates in vivid detail how to thrive by controlling your sales and distribution. The authors show how many firms, such as STIHL Inc., etailz, Apple, Red Ant Pants, and Columbia Paints & Coatings, have prospered by avoiding the "customer trap"—and how your company can have similar success.


Doom Guy

Doom Guy
Author: John Romero
Publisher: Abrams
Total Pages: 566
Release: 2023-07-18
Genre: Biography & Autobiography
ISBN: 1647005361

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The inspiring, long-awaited autobiography of video-game designer and DOOM cocreator John Romero. “DOOM Guy: Life in First Person is…arguably the best non-fiction gaming book of all time, giving a unique insight into one of the industry’s most transformative eras through the eyes of one of its groundbreaking pioneers.”—Forbes John Romero, gaming’s original rock star, is the cocreator of DOOM, Quake, and Wolfenstein 3-D, some of the biggest video games of all time. Considered the godfather of the first-person shooter, a genre that continues to dominate the market today, he holds a unique place in gaming history. In DOOM Guy: Life in First Person, Romero chronicles, for the first time, his difficult childhood and storied career, beginning with his early days submitting Apple II game code to computer magazines and sneaking computers out the back door of his day job to write code at night. Industry-redefining breakthroughs in design and tech during Romero’s time at id Software made DOOM and Quake cultural phenomena, and this thrilling story recounts every step of the process, from collaborative, heavy metal–fueled days spent crafting the industry’s most revolutionary and cutting-edge games to a high-profile falling-out with id cofounder John Carmack. After years in the gaming spotlight, Romero is now telling his story—the whole story—shedding new light on the development of his games and his business partnerships, from the highest highs to the lowest lows, sharing insights about design, code, the industry, and his career right up to today. Sharing gratitude for a lifetime in games, Romero reveals the twists and turns that led him, ultimately, to be called DOOM Guy.