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Salerno Verlag ist ein Kleinstunternehmen mit weniger als 10 Mitarbeitenden und einem Jahresumsatz unter 2 Mio. Euro und fällt damit unter die BFSG-Ausnahme für Kleinstunternehmen.

Nicht barrierefrei oder bekanntermaßen eingeschränkt barrierefrei

Produkt vom BFSG ausgenommen: Hersteller ist Kleinstunternehmen

The Age of AI

Massimiliano Salerno

FORGET LEADS.

Why 83% of Your Buyers Never Contact You.

Why 419 Relationships Sell More Than 41,900 Followers.

NETWORKING HURTS.

Best of LinkedIn Série

La méthode DASKY pour une acquisition de clients prévisible avec LinkedIn

LINKEDIN MARKETING BUSINESS

&lt;b&gt;What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?&lt;/b&gt;  &lt;p&gt;Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.&lt;/p&gt; &lt;p&gt;&lt;i&gt;Not only do sales winners sell differently, they sell&lt;/i&gt; radically differently, &lt;i&gt;than the second-place finishers.&lt;/i&gt;&lt;/p&gt; &lt;p&gt;In recent years, buyers have increasingly seen products and services as &lt;i&gt;replaceable&lt;/i&gt;. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.&lt;/p&gt; &lt;p&gt;In &lt;i&gt;Insight Selling,&lt;/i&gt; Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:&lt;/p&gt; &lt;p&gt;&lt;b&gt;Level 1 "Connect."&lt;/b&gt; Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.&lt;/p&gt; &lt;p&gt;&lt;b&gt;Level 2 "Convince."&lt;/b&gt; Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.&lt;/p&gt; &lt;p&gt;&lt;b&gt;Level 3 "Collaborate."&lt;/b&gt; Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.&lt;/p&gt; &lt;p&gt;They also found that much of the popular and current advice given to sellers can damage sales results. &lt;i&gt;Insight Selling&lt;/i&gt; is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.&lt;/p&gt;

Mike Schultz

John E. Doerr

Neil Rackham

Surprising Research on What Sales Winners Do Differently

Insight Selling

La méthode BRAND : comment devenir la personne clé de votre secteur

LINKEDIN PERSONAL BRANDING

Business and Management (R0)

&lt;div&gt;&lt;div&gt;This book provides employees and managers in sales with a clearly defined process for building sustainable business relationships along the account journey. Using a structured method, you will learn how to set yourself up for success right from the start, increase your competitiveness, increase market share and generate more sales.&lt;/div&gt;&lt;div&gt;&lt;br&gt;&lt;/div&gt;&lt;div&gt;In B2B sales today, it's no longer primarily about just solving the customer's problems and winning as much of the customer's budget as possible. The decisive factor for success is that you ask your customer the right questions, understand his strategy in all facets and help him to achieve his goals with your offer - this is the only way to create a fruitful and long-term partnership at eye level. If you align your messages with these goals, you will generate tailored customer value, and the customer will have no choice but to accept your offer. This paradigm shift should make it easier for customers to buy, and it can be instrumental in helping account managers in B2B increase their sales over the long term.&lt;/div&gt;&lt;div&gt;&amp;nbsp;&lt;/div&gt;&lt;div&gt;The book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their teams with purpose.&amp;nbsp;&lt;/div&gt;&lt;/div&gt;&lt;div&gt;&lt;br&gt;&lt;/div&gt;

Hans-Peter Neeb

Generating Customer Value and Building Sustainable Business Relationships - Methodology, Processes, Tools

Account Management Strategies in B2B Sales


<p>
It's 11 p.m. and you're writing another follow-up email to a prospect who has gone silent. You're good at your work - maybe the best in your market. So why are you the one chasing?
Because chasing was never a talent problem. It's an architecture problem. And architecture can be rebuilt.Never Chase Clients Again gives coaches, consultants, and business owners a complete system to become the obvious expert in their niche, attract pre-sold premium clients, and close them without discounting - in about four hours a week, with AI doing the work about the work.
Inside the A2C AI Framework(TM):¿ Authority (AURA(TM)) - become the expert your market finds and trusts before the first call¿ Attraction (CMM(TM)) - turn your expertise into a client machine that works while you sleep¿ Conversion (HTC Mastery(TM)) - sales conversations where premium clients convince themselves¿ 21 copy-ready AI prompts, 25 frameworks and diagrams, and a complete 90-day implementation planFor coaches, consultants, CAs, lawyers, doctors, architects, agency owners, and independent experts selling services between ¿1 lakh and ¿1 crore.
The market doesn't reward the best expert. It rewards the expert it can see, trust, and reach. This book makes you an expert.</p>


How Coaches, Consultants & Business Owners Attract Premium Clients Using the A2C AI Framework(TM)

Never Chase Clients Again

Francis Rodino

The nine-step system to generate consistent, predictable sales and scale your service business

Leads Machine

George Barna

Bill Dallas

Revealing Conversations with 30 Leadership Greats

Master Leaders

Bittu Kumar

The key concepts

Marketing For Beginners

&lt;p&gt;&lt;b&gt;Real-time conversations turn leads into customers&lt;/b&gt;&lt;/p&gt; &lt;p&gt;&lt;i&gt;Conversational Marketing &lt;/i&gt;is the definitive guide to generating better leads and closing more sales. Traditional sales and marketing methods have failed to keep pace with the way modern, internet-savvy consumers purchase goods and services. Modern messaging apps, which allow for real-time conversations and instant feedback, have transformed the way we interact in our personal and professional lives, yet most businesses still rely on 20&lt;sup&gt;th&lt;/sup&gt; century technology to communicate with 21&lt;sup&gt;st&lt;/sup&gt; century customers. Online forms, email inquiries, and follow-up sales calls don’t provide the immediacy that modern consumers expect. Conversational marketing and sales are part of a new methodology centered around real-time, one-on-one conversations with customers via chatbots and messaging.  By allowing your business to communicate with customers in real time—when it’s most convenient &lt;i&gt;for them&lt;/i&gt;—conversational marketing improves the customer experience, generates more leads, and helps you convert more leads into customers.&lt;br /&gt;&lt;br /&gt;Conversational Marketing pioneers David Cancel and Dave Gerhardt explain how to:&lt;/p&gt; &lt;ul&gt; &lt;li&gt;Merge inbound and outbound tactics into a more productive dialog with customers&lt;/li&gt; &lt;li&gt;Integrate conversational marketing techniques into your existing sales and marketing workflow&lt;/li&gt; &lt;/ul&gt; &lt;p&gt;Face-to-face meetings, phone calls, and email exchanges remain important to customer relations, but adding a layer of immediate, individual conversation drives the customer experience—and sales—sky-high. &lt;/p&gt;

David Cancel

Dave Gerhardt

How the World's Fastest Growing Companies Use Chatbots to Generate Leads 24/7/365 (and How You Can Too)

Conversational Marketing

Best of LinkedIn Serie

El método BRAND: cómo convertirte en la persona clave de tu sector

&lt;p&gt;&lt;b&gt;Stay ahead of the sales evolution with a more efficient approach to everything&lt;/b&gt;&lt;/p&gt; &lt;p&gt;&lt;i&gt;Hacking Sales&lt;/i&gt; helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth.&lt;/p&gt; &lt;p&gt;Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen.&lt;/p&gt; &lt;ul&gt; &lt;li&gt;Identify your Ideal Customer and your Total Addressable Market&lt;/li&gt; &lt;li&gt;Build massive lead lists and properly target your campaigns&lt;/li&gt; &lt;li&gt;Learn effective hacks for messaging and social media outreach&lt;/li&gt; &lt;/ul&gt; &lt;ul&gt; &lt;li&gt;Overcome customer objections before they happen&lt;/li&gt; &lt;/ul&gt; &lt;p&gt;The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. &lt;i&gt;Hacking Sales&lt;/i&gt; shows you how to get &lt;i&gt;ahead&lt;/i&gt; of everyone else with focused effort and the most effective approach to modern sales.&lt;/p&gt;

Max Altschuler

The Playbook for Building a High-Velocity Sales Machine

Hacking Sales

FORGET LEADS.

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