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

Author: Wendy Foegen Reed
Publisher: McGraw Hill Professional
ISBN: 0071752374
Size: 26.40 MB
Format: PDF
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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.

Social Media Marketing Breakthroughs In Research And Practice

Author: Management Association, Information Resources
Publisher: IGI Global
ISBN: 1522556389
Size: 53.62 MB
Format: PDF, ePub, Docs
View: 7474
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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.

Championship Selling

Author: Tom Blake
Publisher: Wiley
ISBN:
Size: 77.91 MB
Format: PDF, ePub, Mobi
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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

Media Influence Breakthroughs In Research And Practice

Author: Management Association, Information Resources
Publisher: IGI Global
ISBN: 1522539301
Size: 30.32 MB
Format: PDF, Docs
View: 7248
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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.

Managing Customer Experience And Relationships

Author: Don Peppers
Publisher: John Wiley & Sons
ISBN: 1119236258
Size: 58.98 MB
Format: PDF, ePub
View: 1106
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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.

From Breakdown To Breakthrough

Author: Michael Papanek
Publisher:
ISBN: 9781630479800
Size: 52.66 MB
Format: PDF
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A simple-to-understand, practical and proven model for any individual, team leader or senior executive concerned by how well their business relationships stand up to conditions of change and stress.

Who S Got Your Back

Author: Keith Ferrazzi
Publisher: Crown Business
ISBN: 9780385530224
Size: 16.34 MB
Format: PDF, Mobi
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Disregard the myth of the lone professional “superman” and the rest of our culture’s go-it alone mentality. The real path to success in your work and in your life is through creating an inner circle of “lifeline relationships” – deep, close relationships with a few key trusted individuals who will offer the encouragement, feedback, and generous mutual support every one of us needs to reach our full potential. Whether your dream is to lead a company, be a top producer in your field, overcome the self-destructive habits that hold you back, lose weight or make a difference in the larger world, Who’s Got Your Back will give you the roadmap you’ve been looking for to achieve the success you deserve. Keith Ferrazzi, the internationally renowned thought leader, consultant, and bestselling author of Never Eat Alone, shows us that becoming a winner in any field of endeavor requires a trusted team of advisors who can offer guidance and help to hold us accountable to achieving our goals. It is the reason PH.D candidates have advisor teams, top executives have boards, world class athletes have fitness coaches, and presidents have cabinets. In this step-by-step guide to the powerful principles behind personal growth and change, you’ll learn how to: · Master the mindsets that will help you to build deeper, more trusting “lifeline relationships” · Overcome the career-crippling habits that hold you back, once and for all · Get further, faster by setting goals in a dramatically more powerful way · Use “sparring” as a productive tool to make the decisions that will fuel personal success · Replace the yes men in your life with those who get it and care – and will hold you accountable to achieving your goals · Lower your guard and let others help! None of us can do it alone. We need the perspective and advice of a trusted team. And in Who’s Got Your Back, Keith Ferrazzi shows us how to put our own “dream team” together. From the Hardcover edition.

Value Creation

Author: Gautam Mahajan
Publisher: SAGE Publishing India
ISBN: 9351508986
Size: 31.42 MB
Format: PDF, Docs
View: 5737
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Increasing disruption, diminishing returns, and demanding Customers require business leaders to create more Value, remain relevant, and stay ahead of competition. CEOs have to evolve a “Value Creation” culture for the company so as to properly balance the interests of Customers, Employees, Investors, and the Marketplace. This pathbreaking book shifts the focus to Creating Value for the entire business ecosystem and not just for the shareholders. It will launch organizations into the world of Value Creation and will convert good CEOs and companies to great ones with longevity and higher profitability.

The Deepest Well

Author: Nadine Burke Harris
Publisher: Houghton Mifflin Harcourt
ISBN: 0544828704
Size: 53.21 MB
Format: PDF, ePub, Mobi
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A pioneering physician reveals how childhood stress leads to lifelong health problems and what we can do to break the cycle. Dr. Nadine Burke Harris was already known as a crusading physician delivering targeted care to vulnerable children. But it was Diego--a boy who had stopped growing after a sexual trauma--who galvanized her to dig deeper into the connections between toxic stress and the lifelong illnesses she was tracking among so many of her patients and their families. A survey of more than 17,000 adult patients' "adverse childhood experiences," or ACEs, like divorce, substance abuse, or neglect, had proved that the higher a person's ACE score the worse their health--and now led Burke Harris to an astonishing breakthrough. Childhood stress changes our neural systems and lasts a lifetime. Through storytelling that delivers both scientific insight and moving stories of personal impact, Burke Harris illuminates her journey of discovery, from research labs nationwide to her own pediatric practice in San Francisco's Bayview-Hunters Point. For anyone who has faced a difficult childhood, or who cares about the millions of children who do, the innovative and acclaimed health interventions outlined inThe Deepest Well will represent vitally important hope for change.