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Target opportunity selling : top sales performers reveal what really works /
Reports on how top sales performers are creating and winning deals in today's highly-competitive, post-recession marketplace. Based on more than 20,000 hours of interviews and field observation, sales thought leader Nic Read reveals how modern rainmakers are beating the odds and making it look...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
McGraw-Hill Education,
Ã2014.
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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| 020 | |a 9780071773232 |q (electronic bk.) | ||
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| 020 | |z 9780071773072 | ||
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| 100 | 1 | |a Read, Nicholas A. C. | |
| 245 | 1 | 0 | |a Target opportunity selling : |b top sales performers reveal what really works / |c Nicholas A.C. Read. |
| 260 | |a New York : |b McGraw-Hill Education, |c Ã2014. | ||
| 300 | |a 1 online resource (1 volume) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 588 | 0 | |a Print version record. | |
| 504 | |a Includes bibliographical references and index. | ||
| 520 | |a Reports on how top sales performers are creating and winning deals in today's highly-competitive, post-recession marketplace. Based on more than 20,000 hours of interviews and field observation, sales thought leader Nic Read reveals how modern rainmakers are beating the odds and making it look easy. At the heart of this 'sales renaissance' is the Sales Expansion Loop, a modern alternative for the 'sales funnel' that is better suited for long cycle, solution sales. The author shows how to navigate the Loop to manage large opportunities at every stage. Each chapter includes insights, anecdotes and the author's signature 'call it as he sees it' style, with practical how-tos on sales qualification, first meetings, competitive strategy, relationship management and closing. -- |c Edited summary from book. | ||
| 505 | 0 | |a Cover -- Title Page -- Copyright Page -- Contents -- Foreword -- Acknowledgments -- Chapter 1 Beyond The Sales Funnel -- Chapter 2 Research -- Chapter 3 Contact -- Chapter 4 Precision Questions -- Chapter 5 Qualify Their Interest -- Chapter 6 Qualify Your Seat At The Table -- Chapter 7 Qualify Your Ability To Win -- Chapter 8 Social Capital -- Chapter 9 Find The Influencers -- Chapter 10 Align To Key Stakeholders -- Chapter 11 Sell Your Solution -- Chapter 12 Form A Competitive Strategy -- Chapter 13 Establish Your Proof -- Chapter 14 Compete On Value -- Chapter 15 Closing . . . And Opening -- Endnotes -- Index. | |
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Sales management. | |
| 650 | 0 | |a Marketing. | |
| 650 | 2 | |a Marketing | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Ventes |x Gestion. | |
| 650 | 6 | |a Marketing. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a marketing. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Sales & Selling. |2 bisacsh | |
| 650 | 7 | |a Marketing |2 fast | |
| 650 | 7 | |a Sales management |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 776 | 0 | 8 | |i Print version: |a Read, Nicholas A.C. |t Target opportunity selling. |d New York : McGraw-Hill, 2013 |z 9780071773072 |w (DLC) 2013023063 |w (OCoLC)850909403 |
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