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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.

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.

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

Never Chase Clients Again

A SHORT COURSE IN SALES BASICS. 7 Lessons in&nbsp;Sales&nbsp;is a quick course in selling, giving you everything you need to know in just seven short chapters. From listening and asking pertinent questions, to presenting the features and benefits of your product or service to match your customer's needs, you'll discover how to become a world-class salesperson. * Lesson 1: Jump-start your success formula * Lesson 2: Develop product and service expertise * Lesson 3: Understand buying motives * Lesson 4: Turn objections to your advantage * Lesson 5: Presentations and closings * Lesson 6: Create action-provoking systems * Lesson 7: Implement motivation and support systems Explore the main themes and ideas in sales, get a basic knowledge and understanding of the key concepts, and test your progress with practical and thought-provoking exercises.&nbsp;7 Lessons in Sales&nbsp;is your fastest route to success. ABOUT THE SERIES 7 Lessons&nbsp;are for people who want to succeed at work. From negotiating and content marketing to finance and social media, the series covers the business topics that matter and that will help you make a difference today. Written in straightforward English, each book features a course of 7 short lessons so that with just a little work, you can quickly master the subject.

Master the Basics of Selling in 7 Steps

7 Lessons in Sales

&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

Why 419 Relationships Sell More Than 41,900 Followers.

NETWORKING HURTS.

&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

Jeb Blount

&lt;p&gt;&lt;b&gt;Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. &lt;/b&gt;&lt;b&gt; &lt;/b&gt;&lt;/p&gt; &lt;p&gt;Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation.&lt;/p&gt; &lt;p&gt;Because today’s buyers have more power than ever before—more information, more at stake, and more control over the buying process—they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal.&lt;/p&gt; &lt;p&gt;In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer—along with your company’s growth, profits, and market valuation.  &lt;/p&gt; &lt;p&gt;In his new book &lt;i&gt;INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal&lt;/i&gt;, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. &lt;/p&gt; &lt;p&gt;In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN.&lt;/p&gt; &lt;p&gt;You’ll learn:&lt;/p&gt; &lt;ul&gt; &lt;li&gt;Seven Immutable Rules of Sales Negotiation&lt;/li&gt; &lt;li&gt;Why “Win-Win” Usually Means “You-Lose”&lt;/li&gt; &lt;li&gt;The One Rule of Sales Negotiation You Must Never Break&lt;/li&gt; &lt;li&gt;How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor&lt;/li&gt; &lt;li&gt;The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles&lt;/li&gt; &lt;li&gt;Seven Principles of Effective Sales Negotiation Communication&lt;/li&gt; &lt;li&gt;How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink&lt;/li&gt; &lt;li&gt;How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools&lt;/li&gt; &lt;li&gt;Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation&lt;/li&gt; &lt;li&gt;How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table &lt;/li&gt; &lt;li&gt;How to Protect Yourself from the Psychological Games that Buyers Play&lt;/li&gt; &lt;/ul&gt; &lt;p&gt;With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve.&lt;/p&gt; &lt;p&gt;&lt;i&gt;INKED&lt;/i&gt; is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, &lt;i&gt;INKED&lt;/i&gt; is a sales-specific negotiation primer.&lt;/p&gt; &lt;p&gt;You’ll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers &lt;i&gt;Fanatical Prospecting&lt;/i&gt;, &lt;i&gt;Sales EQ&lt;/i&gt;, and &lt;i&gt;Objections&lt;/i&gt;, Jeb Blount's &lt;i&gt;INKED&lt;/i&gt; puts the same strategies employed by his clients—a who’s who of the world’s most prestigious organizations—right into your hands.&lt;/p&gt;

The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal

INKED

Master's Thesis from the year 2011 in the subject Business economics - Miscellaneous, grade: A, , course: Business Planning Strategies, language: English, abstract: CC Industries is a leading financial management and advisory company in the United States and has a satellite office in London, United Kingdom. We offer broad range of services to clients in the private and small businesses, institutions, and large corporations. CC Industries intend on extending businesses to South Africa, Sweden, and Venezuela. The possible targets in these countries are Foerening Sparbanken, Ericsson, Volvo, Hennes &amp; Maurittz, Saambou holdings, Momentum life Assurance, Fidelity bank holdings, Commercial Finance Company, Mercantil Services Fin, International Briquettes holdings, Cisnerous Group of Companies and, Corimon, C.A. We will dispatch both female and male executives to these countries to foresee our business plans, set up the business and train employees. CC Industries prepared an in depth S.W.O.T analysis to determine our strengths, weaknesses, opportunities, and threats to save guard against failure (Kotabe &amp; Helsen, 2004). We recommend that our clients assign a senior management position in each country during the new venture. These personnel will be responsible for training local management and develop goals and objectives for the company. CC Industries will form a partnership with Paychex who has a strong background in payroll processing, employee access online, and, expense reporting. We would then have the capability of working against our main competitor ADP. We have developed a marketing plan to help in the expansion of our products and services. In terms of cost setting CC Industries will use performance based payment as the primary source of revenue from new customers for the first two years of implementation of the business venture until CC brands are well established in the new countries. Our advertising strategy will involve extensive billboard and television campaigns, coupled with visual materials like pamphlets, and newspaper inserts.

Franklin Atadja

Doris Altana

Taribba Hinkson

Justin Phills

Consultants for CC Industries. Business Planning

Best of LinkedIn Serie

El método DASKY para la adquisición predecible de clientes con LinkedIn

LINKEDIN MARKETING BUSINESS

&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

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

LINKEDIN PERSONAL BRANDING

Tactical Pipeline Growth (TPG) is your new favourite 'how-to' sales handbook. 
A tactical, step by step guide to help today's frontline reps create new valuable business conversations. Whether you're an individual rep or leading a sales team, the simple processes outlined in TPG will have you talking to more valuable prospects in the shortest time possible. All without needing to ruin your personal brand. TPG is a spam-free zone. 
¿¿ Most' sales books' are written primarily to help the author secure more consulting fees; they are aimed at the sales director or VP of sales with a strong focus n strategy. Not this book! TPG is an action guide for those that do and will. 
¿¿ Sales Trainers and Thought leaders tell reps to "Lead with insights", "Bring value"! But how do we do that in today's selling environment? What does that even mean? 
Reps want to know, 
¿ How do I credibly reach out to start a conversation with someone I don't know? 
¿ How many times do I follow up? 
¿ What message should I send? 
¿ When? 
¿ Via what channel? 
¿How long do I pursue a prospect before giving up? 
All these prospecting questions are answered, complete with examples, and supporting resources included so you can start prospecting effectively today. 
Key Points. Why you have too many leads in the front of your pipeline 
Start new conversations in as little as four attempts
How to use an omni-channel prospecting approach 
Build a strong cadence from scratch 
Messaging strategies that work 
How do I use social effectively in my approach? 


Scripts, templates, examples and guides are all included. 
Tactical Pipeline Growth is a book every sales rep needs to have in their sales tool kit.

Winning the outbound battle for new business. For businesses that need more sales conversations and they need them now

Tactical Pipeline Growth

FORGET LEADS.

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