- English
- ePUB (mobile friendly)
- Available on iOS & Android
About this book
To survive and thrive in the business of sales today you need to know how to deliver predictable, repeatable, consistent sales results in our unpredictable, interactive, connected AI automated world. Knowing what to do and why you are doing it is important but knowing how to apply that knowledge is critical.
This book describes and demonstrates how to improve the hard sales skills such as business planning, prospecting, insight and progression and combine with the soft skills such as critical thinking, problem-solving, creativity, originality, and strategizing.
Building on decades of sales executive management know-how, coaching practice, and research, the author details how to apply an easy to use, practical methodology that will differentiate you from the crowd. Applied to real-world examples and case studies, the framework equips anyone in sales, management, or sales support with practical and proven unique sales tools and powerful hands-on sales techniques.
Digital links within the book allow downloading of techniques and tools to practice on sales opportunities. This book transforms hard working, must do better, nearly on target salespeople into smart working, high achieving, always on target sales professionals who will survive and thrive.
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Information
Table of contents
- Front Cover
- Half Title
- Title Page
- Copyright
- Dedication
- Description
- Contents
- Testimonials
- Introduction
- Chapter 1 How Artificial Intelligence and New Technological Developments Are Changing the Role of Sales
- Chapter 2 Creating the Ingredients: Identifying the Eight Basic “Hard” Sales Skills to Gain Sales Excellence
- Chapter 3 Business Planning: How to Gain Effective Business Plans
- Chapter 4 Business Development: How to Gain New Business
- Chapter 5 Opportunity Identification: How to Gain Real Opportunities
- Chapter 6 Business Insight: How to Gain Unique Business Insight
- Chapter 7 Business Proposals: How to Gain Business Outcomes
- Chapter 8 Proof and Progress: How to Gain Proof of Outcomes
- Chapter 9 Negotiation and Agreement: How to Gain and Negotiate Agreement
- Chapter 10 Confirmation and Implementation: How to Gain Confirmation of Value and New Business From Successful Implementation
- Chapter 11 Combining All the Ingredients: How to Sustain Sales Excellence
- Conclusion and Final Thoughts
- Appendix
- References
- Bibliography and Suggested Reading List
- About the Author
- Index
- Back Cover