Über uns

À propos de nous

Nachhaltigkeit

Durabilité

Open Access

Karriere

Carrière

Datenschutz

Protection des données

Impressum

Mentions légales

Zahlung und Lieferung

Paiement et livraison

LEXIA

LEXIA Arbeitsrecht

Was ist LEXIA?

C'est quoi LEXIA ?

LEXIA Familienrecht

Zeitschriften

Revues

recht

Pflegerecht

ZBJV

forumpoenale

ZStrR

Anwaltsrevue

Revue de l'avocat

RSAS

FamPra.ch

ASYL

Life Science Recht

BlAR

Sachbuch

Livres spécialisés

LOKI

Semaphor

Fokusthemen

Focus

Thema

Recht studieren

Arbeitsrecht

Droit du travail

Studium

Études

Familienrecht

Droit de la famille

Sozialversicherungsrecht

Droit des assurances sociales

Strafrecht

Droit pénal

Publikationen

Publications

Literatur

Onlinemodule LEXIA

Modules en ligne LEXIA

Bücher

Livres

Buchreihen

Collections

Datenbanken

recht.ch

Studienliteratur

Littérature pour les études

Services

Dienstleistungen für

Corporate Books

Publishing Lösungen

Aktuelles

Geschäftskunden

Professionnels

Corporate Publishing

Content solutions

Buchhandlungen

Librairies

Veranstaltungen

Événements

Presse

Dozierende

Enseignants

Studierende

Étudiants

Inserierende

Annonceurs

Newsletter

Blog

Autorinnen/Autoren

Auteurs

Unsere Schreibenden

Hilfe

Unsere Autorinnen und Autoren

Liste

Autorenlounge

Espace des auteurs

Bei uns publizieren

Publier chez nous

Autorenstimmen

Témoignages

Verlag

Éditions

Themen

Mehr wissen

Mitarbeitende

Collaborateurs

Geschichte

Histoire

Vision und Mission

Vision et mission

Unser Magazin

Notre magazine

Unternehmenskultur

Culture d'entreprise

Partner

Partenaires

Kontakt

Contact

Shop

Schweizer Recht

Ausländisches Recht

Über unseren Shop

Neuerscheinungen

Nouveautés

Unsere Funktionen

Nos fonctions

Vorankündigungen

À paraître

Nach Rechtsgebiet

Par domaine juridique

Kommentare

Commentaires

Gesamtkatalog

Catalogue complet

Gomez R: Light Your Sales FUSE

Light Your Sales FUSE

For Explosive Customer Growth

What if the greatest salespeople on the planet are the opposite of who you think they are?Everyone sells, every day. It's why the most successful people are better than most at selling themselves, their ideas, or their products and services.Yet when people hear the word sales they think of an overly confident, articulate extrovert (at best) or a pushy, know-it-all huckster (at worst). Because of these misperceptions, when we find ourselves in a situation where we need to sell, we feel compelled to put on the persona of a ?good salesperson.? But there's a disconnect between who we think good salespeople are and who they actually are. In any room, they're not the most self-confident, they're the most self-aware. They're not the most sociable, they're the most socially aware. And they don't succeed in spite of obstacles, they succeed because of obstacles.Colin Coggins and Garrett Brown sought out some of the most successful people from all walks of life, including CEOs, entrepreneurs, doctors, trial lawyers, professional athletes, agents, military leaders, artists, engineers, and countless others in hopes of understanding why these people are so extraordinary. Colin and Garrett found that, as different as all these incredible people were, they all had an eerily similar approach to selling. It didn't matter if they were perceived as optimists or pessimists, logical or emotional, introverted or extroverted, jovial or stoic?they were all unsold on what it meant to sell and unsold on who people expected them to be.The Unsold Mindset reveals a counterintuitive approach not just to selling but to life. It's a journey toward an entirely new mindset?the greatest sellers on the planet aren't successful because of what they do, they're successful because of what they think. Being a good person and a good salesperson aren't mutually exclusive. The Unsold Mindset will change the way you think about selling and the way you think about yourself.

Redefining What It Means to Sell

The Unsold Mindset

&lt;p&gt;&lt;b&gt;The New Psychology of Selling&lt;/b&gt;&lt;/p&gt; &lt;p&gt;The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever.&lt;/p&gt; &lt;p&gt;Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes.  It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota.  &lt;/p&gt; &lt;p&gt;Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a &lt;i&gt;new psychology of selling&lt;/i&gt;—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the &lt;i&gt;experience of buying &lt;/i&gt;from them is far more important than products, prices, features, and solutions.&lt;/p&gt; &lt;p&gt;In &lt;i&gt;Sales EQ&lt;/i&gt;, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn:&lt;/p&gt; &lt;ul&gt; &lt;li&gt;How to answer the &lt;i&gt;5 Most Important Questions&lt;/i&gt; &lt;i&gt;in Sales&lt;/i&gt; to make it virtually impossible for prospects to say no&lt;/li&gt; &lt;li&gt;How to master &lt;i&gt;7 People Principles&lt;/i&gt; that will give you the power to influence anyone to do almost anything&lt;/li&gt; &lt;li&gt;How to shape and align the &lt;i&gt;3 Processes of Sales&lt;/i&gt; to lock out competitors and shorten the sales cycle&lt;/li&gt; &lt;li&gt;How to &lt;i&gt;Flip the Buyer Script&lt;/i&gt; to gain complete control of the sales conversation&lt;/li&gt; &lt;li&gt;How to &lt;i&gt;Disrupt Expectations&lt;/i&gt; to pull buyers towards you, direct their attention, and keep them engaged&lt;/li&gt; &lt;li&gt;How to leverage &lt;i&gt;Non-Complementary Behavior&lt;/i&gt; to eliminate resistance, conflict, and objections&lt;/li&gt; &lt;li&gt;How to employ the &lt;i&gt;Bridge Technique &lt;/i&gt;to gain the micro-commitments and next steps you need to keep your deals from stalling&lt;/li&gt; &lt;li&gt;How to tame &lt;i&gt;Irrational Buyers, &lt;/i&gt;shake them out of their comfort zone&lt;i&gt;,&lt;/i&gt; and shape the decision making process&lt;/li&gt; &lt;li&gt;How to measure and increase you own Sales EQ using the &lt;i&gt;15 Sales Specific Emotional Intelligence Markers&lt;/i&gt;&lt;/li&gt; &lt;li&gt;And so much more!  &lt;/li&gt; &lt;/ul&gt; &lt;p&gt;&lt;i&gt;Sales EQ&lt;/i&gt; begins where &lt;i&gt;The Challenger Sale, Strategic Selling,&lt;/i&gt; and &lt;i&gt;Spin Selling&lt;/i&gt; leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level.  Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace.&lt;/p&gt; &lt;p&gt;&lt;i&gt;Sales EQ&lt;/i&gt; arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).&lt;/p&gt;

Jeb Blount

Anthony Iannarino

How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

Sales EQ

'Sharing is Caring'. This well-known saying describes accurately my main motivation for writing this book, in which I've gathered together over a decade's worth of insights from working in the proposal industry. And because Young Professionals are most of the time those in need of great care and guidance, this book does not just provide theoretical knowledge on selected themes but also tackles topics that will be invaluable in supporting professional development. In addition, the book shares suggestions and insights on themes that might not be perceived as technical but are equally important for a successful career in Bid and Proposal Management.

VATIS TSAGUE

A Collection of Selected Articles Based on Over 10 Years of Industry Experience

Proposal Management Insights

With emerging technology transforming customer expectations, it's important to keep a laser focus on the experience companies provide their customers. Tomorrow's customers need to be targeted today!
Customer experience futurist Blake Morgan outlines ten easy-to-follow customer experience guidelines that integrate emerging technologies with effective strategies to combat disconnected processes, silo mentalities, and a lack of buyer perspective.
The Customer of the Future explains how today's customers are already demanding frictionless, personalized, on-demand experiences from their products and services, and companies that don't adapt to these new expectations won't last. This book prepares your organization for these increas¿¿ing demands by helping you do the following: Learn the ten defining strategies for a customer experience-focused company.
Implement new techniques to shift the entire company from being product-focused to being customer-focused.
Gain insights through case studies and examples on how the world's most innovative companies are offering new and compelling customer experiences.


 
Tomorrow's customers will insist on experiences that make their lives significantly easier and better. Craft a leadership development and culture plan to create lasting change at your organization!

10 Guiding Principles for Winning Tomorrow's Business

The Customer of the Future

Understanding Marketing Plans and Strategy

Malcolm McDonald on Marketing Planning

Finally, a playbook for leaders of all types on how to build and maintain a relentless focus on the customer into your organization's DNA.

New Rules for Building A Business Around Today’s Customer

The 8 Laws of Customer-Focused Leadership

The Relationship-First System for Sales That Last

The M²ARK Method

This book helps sales professionals, support teams, process improvement experts, and internal consultants to reduce operational complexity to improve sales operations. In addition to proven process methodologies, it discusses how to integrate leading-edge technologies, such as Artificial Intelligence (AI), work task mining, digitalization, and data governance to reduce process complexity and friction.It is estimated that salespeople spend less than 50% of their time selling products or services. For some organizations, this percentage is as low as 30%. Non-selling time is spent on administrative activities and prospecting for new customers. Administrative activities include sales reporting, expediting orders for different reasons, handling customer inquiries and complaints, training, and working through many tools, processes, and teams needed to get information or work done. The goal of this book is to show ways to remove administrative work tasks from sellers to increase deal velocity, give back selling time, and reduce lead time from quote to cash.In parallel, the author discusses ways to automate these tasks using automation strategies, including AI for important work tasks, such as prospecting, lead management, creating quotes and proposals, preparing and managing customer meetings, and similar work. This book enhances customer, sales, support teams, and stakeholder satisfaction.

How to Use Artificial Intelligence and Digitalization Applications to Improve Processes

Sales Support Operations

Case Study from the year 2017 in the subject Business economics - Offline Marketing and Online Marketing, grade: 1,7, University of Applied Sciences Essen, course: Master of Business Administration (MBA), language: English, abstract: Even highly successful companies see at some point the need to go beyond, expand their horizons and test if those same products which proved to be successful in their local markets can also do it again far away from home in new, bigger and unknown markets. It is then when companies see themselves confronted with some urgent questions: which markets should I enter into? Which resources (budget, personnel, infrastructure, etc.) should I invest to achieve it? Are my current assets and know-how the right ones to be able to succeed in those new markets? And finally the big final question arises: what strategy should I use?

As the reader will have probably figured out by now, there is no fix answers to those questions and as it often happens in business, the environment, structure of the company, its culture or go-to-market approach will plat a key role in the final results. In this assignment our goal will be the description, discussion and critical analysis of a successful case which, due to the origin of our company and the sector in which it operates, shows how family-owned medium-seized companies can also become industry leaders using global strategies based on exactly the same factors which made them successful in their own local market.

The case of Sennheiser

Successful Global Sales Strategies in SME

Business and Management (R0)

&lt;div&gt;&lt;p&gt;The demands on companies are changing rapidly due to digitalization. Today's customers want to be served conveniently, directly, solution-oriented and accommodating at all times on all communication channels. Only flexible, fast and innovative sales and service departments will keep the customers willing to change and also get the young "digital natives" on board. This book is about practical agile working principles and methods, with the help of which you can make your sales department more innovative and agile as a bridge to the customer.&lt;/p&gt;&lt;p&gt;On the basis of agile leadership and team principles, you will be provided with custom-fit structures and frameworks to increase the agility of sales teams. How do you successfully implement agile frameworks and methods such as Kanban, Design Thinking, Shopfloor and OKRs in which sales area? Which prerequisites must be created for this? The basis for change is the common understanding and mindset of the decision-makers. The book offers thought models and numerous tips for action. A decisive factor is the strengthening of self-organization and assumption of responsibility through a different understanding of the role of management. Building on this, the book describes practicable agile structures and methods for developing sales and service teams in the direction of transformation and innovation capability.&lt;/p&gt;&lt;p&gt;Target group are managing directors, sales managers, executives, consultants and employees from the areas of service and sales.&lt;/p&gt;&lt;/div&gt;&lt;div&gt;&lt;br&gt;&lt;/div&gt;

Claudia Thonet

Successfully shaping transformation in sales and service

The Agile Sales

Accelerate your sales career with this how-to book from an expert in sales

In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized.

This guidebook suggests putting yourself in a "one-up" position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a "one-down" position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become "one-up" themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with:
* A step-by-step approach for how to become "one-up" yourself and what you provide to your clients
* A healthy analysis of what makes a person or a company "one-down" and tips on how to course correct
* Strategies, tactics, and talk tracks that will provide you with what you need to become "one-up"
* Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system

As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.

A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative

Elite Sales Strategies

Transform your sales process through effective collaboration between sales leadership and front-line sales staff

In Revenue Revolution: Designing and Building a High-Performing Sales Team, the Co-Founder and CEO of Triple Session, Matt Doyon, delivers an insightful and practical discussion of how to maximize sales success by encouraging collaboration between sales leadership and front-line sales personnel. In the book, you'll learn how to utilize a design-build model to create a fully integrated sales organization made up of six interlocking systems.

The author explains why the commonly espoused, executive-driven, top-down approach is incomplete, and why it's so necessary to include the bottom-up point of view of front-line sales technique specialists. You'll also discover:
* Strategies for implementing a design-build model that work for both brand-new sales teams at recently launched companies and mature sales teams
* Rebooting an existing sales team's processes to incorporate the design-build model
* Ways to both effectively plan and execute a system that scales with the growth of your firm

An indispensable resource for sales professionals and sales team leaders, Revenue Revolution will also earn a place in the libraries of managers, executives, and other business leaders with an interest or stake in the success of their company's sales processes.

Designing and Building a High-Performing Sales System

Revenue Revolution

Light Your Sales FUSE

Autres titres sur ce thème