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Ropponen J: Value Sales

Value Sales

Accelerate Revenue & Maximize Margins

Successful sales leaders are a rare breed.


They're forged from the fires of failure, carved from the mountains of adversity &amp; sharpened with the dual edge of time and experience. They wear no less than 5 hats on any given day, acting as a therapist, psychiatrist, financial guru, strategist, and parent, all while juggling the need to deliver profitability &amp; growth in line with expectations.


If you're one of the few, the brave, those who live &amp; thrive in the madness - this book is for you.

Hat Juggling 101 For Successful Sales Leaders

This is Madness

La biblioteca del éxito

La biblioteca esencial de Brian Tracy, Volumen 3

Estrategias y ventas: 3

A Personal Journey in Sales Leadership and Sales Management

Inspiration in Leadership

Few in the world of B2B sales have covered as much ground as Brad David Ball. Over the course of his career, he has traversed the globe selling technology - visiting over 80 countries, 50 states, and closing deals on 6 different continents.


In this book, Brad shares practical formulas, original research, and perspectives that will enhance you sales skills and provide you with actionable strategies. Chock-full of stories and takeaways, he shares lessons learned from experiences in Singapore, Germany, China, Italy, Argentina, Belgium, India, France, and more.


You'll learn...


What is the ORIGINAL SIN of Selling?
How to use MICROSTORIES in your sales pitch.
Do people really buy based on EMOTION?
How to win the battle of "GUT FEELING."
What is the best SALES METHODOLOGY?


...and so much more.

The Algebra of Sales and Persuasion

Most sales organizations don't lose performance suddenly.

They lose it quietly.

Standards soften.
Coaching slips.
Urgency replaces discipline.

Calendars fill. Leaders stay busy. Escalations increase.

And somewhere along the way, execution drifts.

By the time revenue misses show up, the damage is already done.

Forecast confidence drops. Deal quality declines. Revenue becomes harder to predict.

FOCUSED explains why this happens - and how senior sales leaders prevent it.

This is not a sales methodology book.
It's not motivation.
And it's not another leadership theory.

FOCUSED is a leadership operating discipline for Chief Revenue Officers, VPs of Sales, and senior sales leaders who are responsible for performance at scale - and who need execution to hold when pressure shows up.

It becomes the operating spine for how leaders coach, enforce standards, and protect execution across the organization.

Steven Rosen names the problem most organizations never diagnose:

Not lack of effort.
Not poor strategy.

But the slow erosion of focus as urgency overrides standards.

FOCUSED gives leaders a practical framework for protecting the few critical behaviors that actually drive results:

¿ Enforcing coaching even when deals are on fire
¿ Holding standards when quarters get tight
¿ Preventing leaders from becoming the escalation point
¿ Turning accountability into daily behavior, not quarterly intention

This book is for leaders who:

 Are tired of repeating expectations
 Are carrying execution personally
 See activity rising while performance stalls
 Know their "Three Things" but struggle to protect them under pressure
 Want predictable execution instead of constant escalation

This book is not for:

 Leaders looking for reassurance
 Teams chasing tactics without discipline
 Organizations that confuse motion with progress

With a foreword by Mike Weinberg, FOCUSED delivers a blunt, practical manual for building leadership discipline that survives real-world pressure.

Inside, you'll learn how to:

¿ Diagnose execution drift before revenue suffers
¿ Install operating standards that managers actually enforce
¿ Build coaching consistency across leadership layers
¿ Replace heroic effort with leadership infrastructure
¿ Create execution stability without micromanagement

FOCUSED doesn't ask leaders to do more.

It teaches them how to protect what matters.

Steven Rosen works with CROs and VP Sales teams globally to install leadership discipline that holds under pressure.

If you're a CRO or VP of Sales responsible for results - and you're done letting urgency dictate leadership - this book gives you the operating discipline to make performance hold.

Scroll up and order your copy.

FOCUSED

Dieses Lehrbuch führt in die grundlegenden Konzepte, Methoden und Anwendungen des Marketings ein. Die Autoren gehen auf zentrale Fragestellungen klar und verständlich ein und veranschaulichen diese anhand von Beispielen aus der Unternehmenspraxis. Leser und Leserinnen können sich so ein Basiswissen in Bereichen wie Kaufverhalten, Marktforschung, Marketingstrategie, Markenmanagement oder den vier zentralen Marketinginstrumenten verschaffen. Sie erhalten auch einen Einblick in wichtige Teilgebiete wie dem Business-to-Business-, dem Dienstleistungs- oder dem Non-Profit-Marketing. Zielgruppe sind sowohl Studierende der Betriebswirtschaftslehre als auch anderer Studiengänge, die Grundkenntnisse des Marketings erwerben möchten. Praktiker erhalten den erforderlichen Überblick zu wichtigen Marketingaspekten.Die 9. Auflage wurde vollständig überarbeitet und teilweise neu strukturiert. Dies beinhaltet u.a. zwei neue Kapitel zum Markenmanagement sowie zum Zusammenhang von Marketing und Gesellschaft. Zudem wurden aktuelle Entwicklungen, wie z. B. digitale Märkte, sowie zahlreiche neue Beispiele integriert. Andreas Eggert und Sascha Raithel sind in der Autorenschaft neu hinzugekommen.Zusätzliche Fragen per App: Laden Sie die Springer Nature Flashcards-App kostenlos herunter und nutzen Sie exklusives Zusatzmaterial, um Ihr Wissen zu prüfen.Die Autoren 
Prof. Dr. Andreas Eggert ist Professor für Business- und Dienstleistungsmarketing am Marketing-Department der Freien Universität Berlin. Prof. a.D. Dr. Dr. h.c. Michael Kleinaltenkamp war Professor am Marketing-Department an der Freien Universität Berlin. Prof. a.D. Dr. Alfred Kuß war Professor am Marketing-Department an der Freien Universität Berlin. Prof. Dr. Sascha Raithel&nbsp;ist&nbsp;Professor für Marketing am Marketing-Department an der Freien Universität Berlin.

Grundlagen - Überblick - Beispiele

Marketing-Einführung

The Sales Management Blueprint

&lt;p&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;Eighteen months. That's all you have. If you are in investment sales, that's how long you have to build a pipeline and start raising money. Or else. The problem? Most investment firms don't provide the tools and training for their fundraisers. Why? Because the majority of fundraisers learned from watching others and considered that &lt;/span&gt;&lt;s style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/s&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/span&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;training.&lt;/span&gt;&lt;s style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/s&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/span&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt; The net result? High turnover and unhappy careers.&lt;/span&gt;&lt;/p&gt;
&lt;p&gt;&lt;/p&gt;
&lt;p&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;Fortunately, there's a better way. Dakota is a multibillion-dollar fundraising organization that has perfected the four principles of investment sales success: set proper expectations, know who to call on, know what to say, and build a killer follow-up system. These four principles, when applied consistently, lead to outstanding results.&lt;/span&gt;&lt;/p&gt;
&lt;p&gt;&lt;/p&gt;
&lt;p&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;Whether you're an investment salesperson and want to exponentially increase your effectiveness by learning the proper way to work or an executive who's tired of the rampant turnover that plagues most firms, &lt;/span&gt;&lt;em style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;The Dakota Way &lt;/em&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;proves that you don't have to be born with anything special to be great at investment sales. You just need the right training-and a proven process to follow. &lt;/span&gt;&lt;/p&gt;

Gui Costin

Morgan Holycross

Time-Tested Principles That Will Turn You Into a World-Class Fundraiser

The Dakota Way

The Behavioural Operating System

HBR's 10 Must Reads

Give your company a competitive edge through the power of your salespeople.If you read nothing else on sales, read this book. We've chosen a new selection of current and classic Harvard Business Review articles that will help you align your sales team's goals and objectives, identify and attract new customers, and increase revenue.This book will inspire you to: <ul><li>Guide customers through the decision-making process</li><li>Boost the performance of your sales reps</li><li>Drive consensus among buying groups</li><li>Use data and AI to improve the sales process</li><li>Foster collaboration between sales and marketing</li><li>Put sales at the center of your strategy</li></ul>HBR's 10 Must Reads are definitive collections of classic ideas, practical advice, and essential thinking from the pages of Harvard Business Review. Exploring topics like disruptive innovation, emotional intelligence, and new technology in our ever-evolving world, these books empower any leader to make bold decisions and inspire others.This Updated and Expanded edition features new, breakthrough articles, additional short-form pieces, and a detailed discussion guide to give you and your team the tools you need for sustained success.

HBR's 10 Must Reads on Sales, Updated and Expanded (featuring "What Today's Rainmakers Do Differently" by Matthew Dixon, Ted McKenna, Rory Channer, and Karen Freeman)

The Focused Seller

Mastering the Art of Sales Leadership

Elevate

International agierende Großkunden stellen Geschäftsreiseanbieter vor hohe Anforderungen an Koordination, Transparenz und Servicequalität. Diese Fallstudie entwickelt ein umsetzbares Konzept für den Aufbau eines Key-Account-Managements beim Geschäftsreiseanbieter Global Travel. 

Nach der Analyse der bestehenden Kundenstruktur und Betreuungslogik werden zentrale, dezentrale und hybride Organisationsmodelle des KAM bewertet und eine passende Struktur empfohlen. Kriterien zur Identifizierung von Key Accounts, eine Kundensegmentierung mit Portfolio-Analyse sowie eine gewichtete Bewertungsmatrix zeigen, dass der strategische Kundenwert weit über den aktuellen Umsatz hinausgeht. Ergänzend werden Management-Informationssystem, CRM, Key-Account-Pläne, Kennzahlen und Reporting als Steuerungsinstrumente sowie ein Implementierungsfahrplan erarbeitet. 

Eine praxisnahe Vorlage für Studierende in Vertrieb und Sales Management sowie für Unternehmen, die ihre Großkundenbetreuung professionalisieren wollen.

Organisationsmodell, Kundenportfolio-Analyse, Bewertungsmatrix und CRM-Steuerung am Beispiel von Global Travel

Aufbau eines Key-Account-Managements im Geschäftsreisemarkt

Value Sales

Autres titres sur ce thème