selling for the long run build lasting customer relationships for breakthrough results

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Selling For The Long Run Build Lasting Customer Relationships For Breakthrough Results

Author : Wendy Foegen Reed
ISBN : 9780071752374
Genre : Business & Economics
File Size : 30. 92 MB
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CREATE RELATIONSHIPS THAT LEAD TO REPEAT SALES--FOR THE LONG RUN! "Selling for the Long Run stands head and shoulders above the run-of-the-mill sales books. If you're in the business of selling complex products or solutions, it's a blueprint for business success. Don't just read this book--use its principles and strategies every day, and it will fundamentally improve the results you achieve." -- Donal Daly, CEO, The TAS Group "This book provides a fresh, unique, and contemporary perspective on the welldocumented subject of selling in a complex business-to-business world. Wendy Reed gives the reader a contemporary road map for the modern-day, buyer-centric sales philosophy. Read it and learn an approach that most certainly enables sales success." -- Richard E. Eldh, Co-President, SiriusDecisions, Inc. "The fact that buying behavior has changed dramatically is clear to all sales professionals; how to change the way you sell in response is not. Selling for the Long Run offers new insights into how to develop and enrich relationships with clients to not only close more business this year but become the partner of choice going forward as well." -- Jim Dickie, Managing Partner, CSO Insights "Selling for the Long Run provides an easy-to-follow road map to the kind of customer collaboration that can dramatically change the relationship between buyer and seller and lead to deeper, more successful, and enduring partnerships." -- John Golden, CEO, Huthwaite "Until more universities offer degree programs in sales effectiveness, this book is required reading for anyone carrying a quota." -- Peter Ostrow, Research Director, Aberdeen Group, a Harte-Hanks Co. ARE YOU IN A GOOD RELATIONSHIP? Selling for the Long Run provides the key principles for acquiring and maintaining satisfied, repeat-buying customers. How is this achieved? One word: relationships. At first glance, the answer seems simple—but is any relationship simple? Wendy Reed, CEO of the global sales training firm InfoMentis, helps you make the transformation from an average salesperson who simply presents products to a great salesperson who serves as a collaborative partner with the customer. It's the best sales approach for good economic times, and it's the only one that works when times are tough. When the buyer perceives you as an advocate for his or her needs, trust is created--and great things follow. Outlining a strategic plan for building customer focus and collaboration into every stage of the sales cycle, Reed provides an insider's perspective to help you: View the sales process from the customer's point of view Align your offering with the buyer's needs Perform proper due diligence before creating your strategy Gain clearer vision into revenue pipelines and forecasts Deliver on all promises made--both explicit and implicit Selling for the Long Run is a blueprint for reenvisioning and retooling your sales cycle to seize the competitive advantage--and keep it. Like any customer in any industry, your prospective buyer's number-one concern is value--bottom line. In the end, he or she wants to make a purchase from a trustworthy partner--which is why you have to stop looking for that one magical "sales technique" and start building the kind of relationships that generate results. Take your first step with Selling for the Long Run.

Championship Selling

Author : Tom Blake
ISBN : PSU:000057823614
Genre : Business & Economics
File Size : 75. 85 MB
Format : PDF, ePub
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If the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and salespeople have become embarrassed by their roles. Reversing this trend means adopting a new mindset, different processes, and fresh disciplines. In Championship Selling, three of North America’s most respected sales leaders offer a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative techniques and tools for establishing mutually productive relationships with customers. Most selling today is the same as it has always been — transactional. That is, the salesperson tries everything to get a foot in the door, follow their own agenda, close the deal and move on. However, transformational selling focuses on listening to, and working with, the customer to build enduring relationships that are valuable to both parties, and last far beyond the first transaction. Championship Selling portrays sales as a complex, vital, ongoing process, and outlines techniques and exercises to help salespeople, and their companies, evolve from a transactional mentality to a transformational one, for better long-term results. Praise for Championship Selling "Every business leader and sales professional will benefit from Championship Selling." —Jeffrey J. Fox , bestselling author of How to Become a Rainmaker "Championship Selling provides a comprehensive framework for individuals and entire companies to build lasting value. Read this book if you don't want to be left behind." —Mike Charette, Vice President Customer Development - Wal-Mart, Johnson & Johnson "Championship Selling will help you see the customer in a refreshing new light." —Tom Greco, Senior Vice President Sales, Frito-Lay North America "Forget books on getting the customer to see it your way. Championship Selling tells you something much more valuable: how to see it the customer's way." —George Cooke, CEO, Dominion of Canada General Insurance "The concepts in Championship Selling speak directly to the shift companies need to adopt if they want to position themselves for success in today's environment." —Steve Fox, Senior Vice President Customer Business Development, Nestlé "Sales leaders of the future will need to become customer general managers. Championship Selling will get them on the right road – fast." —Tom Muccio, former President Global Customer Teams, Procter & Gamble "You'll never look at customers the same way again." —Tim Boissinot, Executive Vice President, Quebecor "Championship Selling gives you the tools to create enduring, sustainable value. If you want a leadership edge, this is the book to get." —Kevin Cashman, CEO, LeaderSource and bestselling author of Leadership from the Inside Out

Social Media Marketing Breakthroughs In Research And Practice

Author : Management Association, Information Resources
ISBN : 9781522556381
Genre : Computers
File Size : 46. 51 MB
Format : PDF, Docs
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In the digital age, numerous technological tools are available to enhance business processes. When these tools are used effectively, knowledge sharing and organizational success are significantly increased. Social Media Marketing: Breakthroughs in Research and Practice contains a compendium of the latest academic material on the use, strategies, and applications of social media marketing in business today. Including innovative studies on email usage, social interaction technologies, and internet privacy, this publication is an ideal source for managers, corporate trainers, researchers, academics, and students interested in the business applications of social media marketing.

Media Influence Breakthroughs In Research And Practice

Author : Management Association, Information Resources
ISBN : 9781522539308
Genre : Social Science
File Size : 70. 10 MB
Format : PDF, Docs
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In the digital era, users from around the world are constantly connected over a global network and they can connect, share, and collaborate like never before. To make the most of this new environment, researchers and software developers must understand the influence of the global network on users. Media Influence: Breakthroughs in Research and Practice is a comprehensive reference source for the latest scholarly material on the effect of media on cultures, individuals, and groups. Highlighting a range of pertinent topics such as social media, media ethics, and audience engagement, this multi-volume book is ideally designed for researchers, academics, professionals, students, and practitioners interested in media influence.

No More Cold Calling Tm

Author : Joanne S. Black
ISBN : 9780446562171
Genre : Business & Economics
File Size : 24. 99 MB
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Cold calling is one of the most awkward -- and unsuccessful -- ways to obtain clients in business. Now Joanne S. Black shares her proven 5-step Referral Selling system, so no businessperson ever has to make a cold call again. In this unique and practical guide, Black offers a tutorial on how to differentiate your business from your competitors, make favorable impressions on current clients so they'll refer their acquaintances, and set a "hook" that will leave them wanting more. NO MORE COLD CALLING provides selling scripts, presentation techniques, troubleshooting advice, and a host of helpful insights to increase any sales force's productivity.

Boogarlists Directory Of Marketing Services

Author :
ISBN :
Genre :
File Size : 43. 1 MB
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Managing Customer Experience And Relationships

Author : Don Peppers
ISBN : 9781119236252
Genre : Business & Economics
File Size : 38. 42 MB
Format : PDF, Mobi
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Boost profits, margins, and customer loyalty with more effective CRM strategy Managing Customer Experience and Relationships, Third Edition positions the customer as central to long-term strategy, and provides essential guidance toward optimizing that relationship for the long haul. By gaining a deep understanding of this critical dynamic, you'll become better able to build and manage the customer base that drives revenue and generates higher margins. A practical framework for implementing the IDIC model merges theory, case studies, and strategic analysis to provide a ready blueprint for execution, and in-depth discussion of communication, metrics, analytics, and more allows you to optimize the relationship on both sides of the table. This new third edition includes updated examples, case studies, and references, alongside insightful contributions from global industry leaders to give you a well-rounded, broadly-applicable knowledge base and a more effective CRM strategy. Ancillary materials include a sample syllabus, PowerPoints, chapter questions, and a test bank, facilitating use in any classroom or training session. The increased reliance on customer relationship management has revealed a strong need for knowledgeable practitioners who can deploy effective initiatives. This book provides a robust foundation in CRM principles and practices, to help any business achieve higher customer satisfaction. Understand the fundamental principles of the customer relationship Implement the IDIC model to improve CRM ROI Identify essential metrics for CRM evaluation and optimization Increase customer loyalty to drive profits and boost margins Sustainable success comes from the customer. If your company is to meet performance and profitability goals, effective customer relationship management is the biggest weapon in your arsenal—but it must be used appropriately. Managing Customer Experience and Relationships, Third Edition provides the information, practical framework, and expert insight you need to implement winning CRM strategy.

Innovation Engine

Author : Jatin DeSai
ISBN : 9781118416884
Genre : Business & Economics
File Size : 58. 82 MB
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How to implement an innovation engine in any organization Innovation is often sought and is in high demand today. At the same time it is often misunderstood and lacks committed sponsorship. Today, most teams at the top need an innovation capability in a manner that works in tandem with their performance/operations management. Packed with actionable ideas, references, links, and resources, Innovation Engine meets that need. Reveals how to develop strategy, road maps, and processes for innovation execution Provides high level implementation guidance on executing innovation, something companies are struggling with globally Explores how today's companies can create a long-term sustainable corporate culture by also using an innovation engine Explains how to use innovation to keep employees engaged and motivated Written for executives, business leaders, CFOs, and CIOs Showing readers how to create a business case for innovation and a supporting innovation linked to business vision and goals, Innovation Engine clearly reveals how to reduce time-to-market, while expanding the "idea landscape" and building a pipeline of corporate innovators.

India Reloaded

Author : D. Sinha
ISBN : 9781137367105
Genre : Business & Economics
File Size : 49. 24 MB
Format : PDF
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Brands and businesses from across the globe have tried to leverage the India opportunity, based upon simplistic and widely-held assumptions. This book takes a critical look at these myths and contradictions from an inside perspective, presenting a fresh and nuanced perspective on the opportunities that the Indian market offers. It draws upon a wealth of data, from consumer research, market data, macroeconomic research, popular culture and case studies, to provide a thorough and compelling insight into what makes for success in the complex Indian market, based upon two decades of experience.

Clients For Life

Author : Andrew Sobel
ISBN : 9780743215091
Genre : Business & Economics
File Size : 76. 54 MB
Format : PDF, Kindle
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Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for -- the first in-depth, client-tested guide to developing lasting business relationships. What separates extraordinary professionals from ordinary ones? Why are some professionals always drawn into their clients' inner circle of advisers, while others are employed on a one-shot basis and treated like vendors? Based on groundbreaking research, Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty. Drawing on insights from extensive interviews with both leading CEOs and today's most prominent client advisers, Jagdish Sheth and Andrew Sobel debunk the conventional wisdom about professional success -- "find a specialty, do good work" -- as hopelessly inadequate in a world where clients have unlimited access to information and expertise. The authors replace these tired conventions with an innovative blueprint, supported by over one hundred case studies and examples drawn from consulting, financial services, law, technology, and other fields, for how you can evolve from an expert for hire -- a commodity -- to an extraordinary adviser. Riveting portraits of both exceptional contemporary professionals and legendary advisers such as Aristotle, Thomas More, Niccolò Machiavelli, and J. P. Morgan reveal how great client relationships are achieved in practice. Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis -- big-picture thinking -- that is so highly valued by clients. Acclaimed by leading management thinkers, Clients for Life clearly illustrates the most important attributes and strategies of extraordinary client advisers and shows how you can use them to enrich your own relationships. It provides sophisticated professionals with the tools and insights they need to reap the rewards of lifetime client loyalty.

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