Cargando…
Nonstop sales boom : powerful strategies to drive consistent sales growth year after year /
Companies often get trapped in a boom-and-bust pattern, with sales results lurching between highs and lows and the end of each quarter culminating in a mad scramble to meet quotas. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from m...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
AMACOM--American Management Association,
[2014]
|
| Edición: | 1 Edition. |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Acknowledgments
- Introduction: a better way : a nonstop sales boom
- Engagement
- The destructive power of boom-bust cycles
- The Sales Radar: How the Continuous Sweep of Customer Engagement Destroys Tunnel Vision
- Attraction
- Of math and madness : how to identify the most promising prospects for your pipeline
- "Wow, I see you everywhere!" : leveraging new pathways to reach the prospect
- The expert salesperson : publish what you know in every way possible
- Participation
- Before the Negotiations: Collaborate with Qualified Prospects on Proposed Solutions
- Fearless negotiating : how candor and rigorous follow-up clear the path to closing
- Participation Continues: Stay Engaged After the Close
- Growth
- Who wants more? : discovering the best and the worst of your current customers
- Entering the VORTEX : how to build a path to high engagement and new opportunities
- Leverage
- The borderless bazaar : creating a sense of community with your clients
- Testimonials : your greatest leverage tool
- High-powered leverage: how to get the most referrals to the best prospects
- Organizational issues that enable the sales radar
- Index.