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Author
Language
English
Formats
Description
What is the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills,...
Author
Publisher
Harper Business, an imprint of HarperCollins Publishers
Pub. Date
[2023]
Language
English
Description
Everyone sells: the most successful people are better than most at selling themselves, their ideas, or their products and services. Yet when people hear the world "sales" they think of an overly confident extrovert or a pushy, know-it-all huckster. Being a good person and a good salesperson aren't mutually exclusive. Coggins and Brown provide a how-to guide for salespeople to revitalize their sales strategy and become more effective in building relationships....
Author
Publisher
John Wiley & Sons, Inc
Pub. Date
[2015]
Language
English
Description
Most salespeople and sales leaders who marvel at the consistent year in and year out performance of sales superstars are blind to the real reason for their success. Unwilling to accept that the foundational root of all success in sales is a fanatical focus on prospecting, they waste time tilting at windmills on their quixotic pursuit of fads, silver bullets, and secret formulas they believe will deliver them into arms of success with little effort....
Author
Language
English
Formats
Description
Gary Vaynerchuk contends that the people and companies harnessing the word-of-mouth power provided by multiplatform media -- those that can shift their outlook and operations to be more customer-aware and fan-friendly -- will pull away from the pack and profit in today's markets.
Publisher
Kanopy Streaming
Pub. Date
2014.
Language
English
Description
Not all customers are created equal. Ten percent of your customers often provide ninety percent of your profits. As Roger Siboni explains, the best usage of customer relationship management (CRM) is to enhance the experience for Profitable customers, to bring down costs by automating unProfitable ones, and to gain market share through customer retention and personalization at the point of sale. This requires an enterprise-wide commitment to sharing...
Author
Publisher
McGraw-Hill Education
Pub. Date
[2016]
Language
English
Description
"A pioneer of content marketing, Joe Pulizzi has cracked the code when it comes to the power of content in a world where marketers still hold fast to traditional models that no longer work. In Content Inc., he breaks down the business-startup process into six steps, making it simple for you to visualize, launch, and monetize your own business ... This model has worked wonders for Pulizzi and countless other people featured in the book. Connect these...
Author
Publisher
John Wiley & Sons, Inc
Pub. Date
[2018]
Language
English
Description
How do today's most successful tech companies--Amazon, Google, Facebook, Netflix, Tesla--design, develop, and deploy the products that have earned the love of literally billions of people around the world? Perhaps surprisingly, they do it very differently than the vast majority of tech companies. In Inspired, technology product management thought leader Marty Cagan provides readers with a master class in how to structure and staff a vibrant and successful...
Author
Publisher
Portfolio/Penguin
Pub. Date
[2013]
Language
English
Description
This book turns the conventional wisdom about customer loyalty on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely question it. But CEB's research proves that the "dazzle factor" simply doesn't predict repeat sales or positive word-of-mouth. The reality: loyalty is driven by how well a company delivers on its basic promises and solves day-to-day problems, not on how spectacular...
Author
Publisher
Portfolio
Pub. Date
2008.
Language
English
Description
Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient...
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