NAVIGATING B2B SALES (E-BOOK)

NAVIGATING B2B SALES (E-BOOK) PDF

Author: Roland Kümin

Publisher: tredition

Published: 2023-09-18

Total Pages: 236

ISBN-13: 3384023730

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Dive into the exciting and often surprising world of B2B sales with «Navigating B2B Sales: The Digital Age Unpacked». This guidebook, curated from the best articles on B2BModernSelling.com, is more than a reference - it's an engaging narrative that is both informative and entertaining. Through sixteen distinct chapters, this book from Roland Kümin peels back the curtain on the current state of B2B sales, serving as an indispensable roadmap for entrepreneurs, accomplished sales and revenue individuals, and anyone keen to gain the upper hand in the digitally-driven marketplace of today. From the art of building an elite sales team to the intriguing rise of AI and MACH technology, we traverse a myriad of topics that sit at the heart of modern B2B sales. We'll delve into the significance of data, the simplification of the purchase process, the redefinition of customer value, and the fresh mindset required of today's B2B marketers. We discuss the role of authentic events, the importance of active listening, the innovative approaches to customer targeting, and the growing impact of video email communication. We conclude with a comprehensive overview of future B2B sales trends and a handy guide to the latest sales technologies. «Navigating B2B Sales: The Digital Age Unpacked» is your go-to resource for mastering the waves of the B2B sales ocean, making it a fun, insightful, and ultimately rewarding journey. Hop on board, and let's conquer the digital age of sales together!

Practical Management for the Digital Age

Practical Management for the Digital Age PDF

Author: Martin Baumers

Publisher: CRC Press

Published: 2022-01-27

Total Pages: 470

ISBN-13: 1000485803

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Practical Management for the Digital Age is an innovative introductory management textbook that shows the sweeping impact of information technology on the business world. At the same time, it addresses the pressing issue of how environmental aspects are interwoven with management decisions. This book forms an academically rigorous, accurate, and accessible first exposure to a topic that often challenges novices with competing definitions, inconsistent use of terminology, methodological variety, and conceptual fuzziness. It has been written for readers with little or no prior knowledge of management and is compact enough to be read cover-to-cover over the course of a semester. Features of this book: Provides a broad, self-contained treatment of management for those without prior knowledge of management or commerce, emphasizing core ideas that every manager should know. Establishes the context of modern management by characterizing the nature of the private enterprise, the economic theory of the firm, the economics of digitalization and automation, processes of innovation, and life cycle thinking. Introduces readers to various activities of managing, including business modeling, new business formation, operations management, managing people, marketing, and the management of quality and risk. Provides practical introductions to broadly applied management techniques, including financial planning, financial analysis, evaluating flows of money, and planning and monitoring projects. This book is aimed at a wide range of undergraduate and postgraduate students in a variety of disciplines, as well as practitioners. It will be especially useful to those in the fields of engineering, science, computer science, medicine, pharmacy, social sciences, and more. It will help student readers engage confidently with project work in the final parts of their degree courses and, most importantly, with managerial situations later in their careers. For instructors, who may not have a management background, this book offers content for a self-contained year-long course in management at the intermediate undergraduate level. In addition, it has been developed for undergraduate and postgraduate courses with accreditation requirements that include a taught element in management, such as the UK Engineering Council’s Accreditation of Higher Education (AHEP) framework.

How to Sell Anything to Anybody

How to Sell Anything to Anybody PDF

Author: Joe Girard

Publisher: Simon and Schuster

Published: 2006-02-07

Total Pages: 196

ISBN-13: 0743273966

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Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

SPIN® -Selling

SPIN® -Selling PDF

Author: Neil Rackham

Publisher: Taylor & Francis

Published: 2020-04-28

Total Pages: 253

ISBN-13: 1000111482

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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Sales Engagement

Sales Engagement PDF

Author: Manny Medina

Publisher: John Wiley & Sons

Published: 2019-03-12

Total Pages: 246

ISBN-13: 1119584345

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Engage in sales—the modern way Sales Engagement is how you engage and interact with your potential buyer to create connection, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies. This book explores why a Sales Engagement strategy is so important, and walks you through the modern sales process to ensure you’re effectively connecting with customers every step of the way. • Find common factors holding your sales back—and reverse them through channel optimization • Humanize sales with personas and relevant information at every turn • Understand why A/B testing is so incredibly critical to success, and how to do it right • Take your sales process to the next level with a rock solid, modern Sales Engagement strategy This book is essential reading for anyone interested in up-leveling their game and doing more than they ever thought possible.

Marketing Plans

Marketing Plans PDF

Author: Malcolm McDonald

Publisher: John Wiley & Sons

Published: 2024-03-19

Total Pages: 661

ISBN-13: 1394187300

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The latest edition of the leading and internationally bestselling text on marketing planning In the newly revised ninth edition of Marketing Plans, a team of renowned marketing strategists and professors delivers a fully updated version of the gold standard in marketing planning textbooks. The book contains a proven, start-to-finish approach to planning your firm’s marketing and is complemented by brand-new content on digital marketing and sustainable marketing. The authors have also included best-practice guidance on omnichannel management, integrated marketing communications, key account management, and customer experience management. The book provides: A best-practice, step-by-step process for coordinating marketing strategy and planning Methods to create powerful, differentiated value propositions Tools to prioritise marketing efforts on segments and strategies that will deliver the greatest returns in growth and profits Lessons from the leaders on how to embed world-class marketing within the organisation. Perfect for students and executives alike in marketing, sales, strategy, and general management, Marketing Plans, 9th edition remains the world’s leading resource on the critical topic of marketing strategy and planning.

The Psychology of Selling

The Psychology of Selling PDF

Author: Brian Tracy

Publisher: Thomas Nelson Inc

Published: 2006-06-20

Total Pages: 240

ISBN-13: 0785288066

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Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.