This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

Increase your business’s sales with these seven essential practices salespeople and organizations must embrace to thrive in today’s competitive marketplace. Companies today are struggling to find the one thing that matters in today’s competitive marketplace. Price? Quality? Innovative product features? While all of the above factors certainly influence a customer’s buying decision, none of them is the most influential factor. What is? The employee who has the most power to make or break your company’s bottom line and influence its customers—the salesperson. Achieve Sales Excellence examines the paradigm of business-to- business sales. This book is based on the results of a fourteen-year study, which asked business customers—the key constituent group of professional salespeople—to define the qualities of world-class salespeople and organizations. It offers unmatched insights into sales performance issues and the practices sales professionals and organizations must embrace to become world-class sales forces.

A book for all true salespeople who want to tackle the new global changes and enhance greater sales with less stress. Selling today has gone through profound changes in the past 3 years, culminating in new changes in methods and company employee arrangements. This book brings together the changes to selling post pandemic and lays out the new approaches to selling under what have been difficult circumstances for all sales professionals.

"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.

Key techniques to help maximise the effectiveness of your next sales meeting. The Sales Excellence Pocketbook explains how to make the right initial impression, how to discover customer needs, how to present the best possible case and, crucially, how to close successfully. Also gives tips and techniques on how to prepare for the sales meeting and how to follow-up effectively. The Journal of International Selling and Sales Management said of the book: 'A very practical guide to adapting the sales approach to specific customer needs. This Pocketbook could be regularly used with advantage by anyone engaged in selling'.

This revised edition includes enhancements and incorporates feedback from thousands of salespeople who have benefited from the original edition and from attending live Get-Real Selling workshops. Its short, pithy chapters and no-nonsense approach pay off immediately for experienced and beginning sales professionals alike. Based on a mindset that says My success can only follow the success of my customer, Hawk and Boland focus on three customer-impacting principles that make it simple to succeed in selling. If you can position your solution in ways that help your customer upgrade his service to his customers, or improve his economics (by increasing his revenue or reducing his costs), or enhance his life, specifically the quality of his work-life, you will find your customer eager to learn more about your offering and ready to buy. This S.E.L. approach (service, economics, life) is being used today in leading organizations and produces measurable sales improvement.

To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.

If you are a professional salesperson, sales manager or director, VP of sales, CEO, any role in marketing, or anyone supporting selling efforts, this book is for you. It will teach you updated tools, language and tactics of selling in today's market. Michael Griego, a professional sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, has reduced the keys to sales effectiveness to 42 rules. These rules have been road tested over 28 years of personal sales and management experience and close observation of many salespeople and sales organizations. These rules apply to all selling efforts, from high-tech enterprise sales to non-technology sales. Sales isn't rocket science, but it's not ABC simple either. While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. "Old school" is out; new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh. This book, 42 Rules to Increase Sales Effectiveness (2nd Edition), upgrades and adjusts foundational rules for today's business environment to increase the overall sales effectiveness of individuals or teams. In '42 Rules to Increase Sales Effectiveness (2nd Edition), ' you will learn: The Effective Sales Perspective The Effective Sales Process The effective Salesperson Effective Territory Management Effective Sales Communication The Effective Sales Meeting Effective Sales Closing This book will challenge standard conventions while reinforcing best practices that have gotten lost in the recent advancement of new technologies and modern tools. It's a great read for any professional to confirm that their own "salesmanship" is still on target and appropriately current. Use this as your own handbook to reset on key best-practices for the new day or teach a new generation 42 nuggets and practical applications of this fascinating activity called Sales.

Focusing on the basic habits that are common among business leaders, this book pinpoints characteristics of a successful sales lifestyle. Contains the basic information all sales professionals need to know. Here is the basic information anyone in business needs to know. I believe passionately that it is not enough to be just a good salesperson, secretary or manager. We also need to remember that losing a customer is just one bad experience away, and we must do everything we can to give our best service. The Book of Excellence is the first book in a trilogy of handbooks for business success by Byrd Baggett: The Book of Excellence - on sales, Satisfaction Guaranteed - on customer service and now Taking Charge - on leadership.

This book talks about the questions an entrepreneur or a sales executive will have in his/her mind with respect to Sales. These are not the sales questions you ask the customer. These are the questions you ask yourselves to get clarity. Getting answers to these questions will help you do your sales better. I have also answered all the 108 sales questions. My answers are only my perspective. It may or may not be right. You should get answers for your context. More than answers, these questions are very important. I am hoping these questions will help you get more clarity and improve your sales.