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Bestselling author (Communicate with Confidence!, over 160,000 copies sold) Dianna Booher takes the mystery out of creating the "Personal Presence" that is central to everyone's success in leading, persuading, and selling to others. She gives specific and practical guidance for learning to look, talk, think, and act with presence.
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In today's tough economy, cutting prices and providing good service aren't enough. To be truly successful, innovative businesspeople must learn the art of Positively Outrageous Service (POS)-doing the unexpected unexpectedly and giving the customer more than he or she could hope for. POS put customer service guru T. Scott Gross on the map in the early 1990s. In this revised third edition, he contemporizes his work by examining what's wrong in the...
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Pub. Date
2013
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English
Description
Why does one management style make employees hate their jobs, while a different style inspires them to perform and commands their respect? Emotionally intelligent people management skills turn out to be the primary reason. In modern organizations keen on retaining their most talented human capital, there may be no more important competency to develop than the skills that motivate people to outperform the competition.
9 Powerful Practices
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English
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Big things can develop from the smallest seeds. Like giant Redwoods, your association can benefit from the powerful ideas in this book. Most Associations are trying to fill the need of their members. In most cases, those association members want some sort of increase in their business through better marketing, increased sales, or improved leadership. However, the association itself is ALSO looking for these same things. In Growing Your Organization,...
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This practical and inspiring guide is for anyone in a managerial or leadership role wishing to improve their leadership skills. It presents 21 examples of real life leadership-in-action scenarios, with a focus on best practices in business leadership, and emphasizing practical and critical leadership skills. The concepts and examples presented in this book provide a solid foundation of what exemplary leadership-in-action looks like, enabling the reader...
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It's the age-old issue facing sales organizations. Sales training and enablement is focused on the sales team, not the leaders. The prevailing thought is if you have graduated to sales leadership, you must already know what you're doing, otherwise you wouldn't have been promoted into the role.
For most sales leaders, their approach is borne from experiences working for and around other sales leaders. No formal training. No framework. Limited understanding...
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The Quick and Easy Guide to Face to Face Sales. "My tricks of the trade finally put down for all to see." Jacobus Gideon
Louis Nieuwoudt is a born salesman, a juggernaut of consistency, and a jester king among lesser men. Starting his sales journey with a very young company, selling an insurance product, he quickly went from not-quite-ready-for-prime-time, to the best salesman in the country. And by quickly we mean within a month or two of starting....
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Throughout his career, B2B sales expert Jeff Bloomfield has studied why and how customers buy. His eye-opening approach combines proven scientific principles in brain chemistry and psychology with information on how to construct memorable, effective selling stories. In addition to its value for salespeople, parents, managers, coaches and leaders, Bloomfield's “NeuroSelling” strategy works for anyone who needs to positively influence other people....
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A strategic roadmap for B2B leaders ready to take on the challenge of aligning their sales and marketing teams to win the business of modern buyers.
Create Togetherness encourages B2B leaders to examine the relationship between sales and marketing and head toward alignment. The misalignment of these two departments has resulted in companies falling behind their competitors by failing to acknowledge a structural flaw responsible for a significant...
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The phrase, There is no "I" in team, is certainly one of the most exalted of all sports clichés-a glorious ode to the sanctity of a winning team. However, clichés do not produce superior team performance in the sports world any more than in the world of business. Only committed leaders, motivated to deliver outstanding results, make the real difference in sustained excellence. In his book, Jeffrey McCreary shows you how to build a more energized,...
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Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople.
If you read nothing else on sales, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you understand how to create the conditions for sales success.
This book will inspire you to:
Understand your customer's buying center
Integrate...
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English
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Generating leads and landing new business are critical to the growth and long-term success of any type of service business. Rainmakers who are able to consistently gain new business by using their selling skills to convert prospects into new customers are difficult to find. Recruiting rainmaking professionals from other organizations is expensive and for many businesses has been largely ineffective.
Every executive and manager of a service business...
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In twenty-two years with the Cupertino band, Michael Hageloh saw it all. The era of beige boxes and clueless CEOs. The company's near death. The return of Steve Jobs. Triumphs like the iPod, iTunes, and the iPhone. But you know that story. What you don't know is that it was a sales operation built around music, storytelling, and passion that let Apple not only survive the hard times, but eventually change the world. Now Michael-engineer, drummer,...
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The Ultimate Sales Manager Playbook provides proven principles and practices for becoming a successful sales leader.
From motivation-connecting with salespeople in a way that lights a fire in their soul-to mobilization-coaching salespeople to execute sales processes at the highest levels of excellence-it's all in The Ultimate Sales Manager Playbook. Sales managers learn how to establish trust, provide praise, build a winning sales culture, conduct...
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Whether you were just thrust into a client-facing role or are already in one and want to hone your skills, A Dragon Walks into a Meeting presents valuable tips, tricks, and tools for client success. Focusing on everything that happens after the sale, including some of the hardest pitfalls and challenges in business, John Brown and Fred Fuller share tested and proven methodologies, including:
• Unwritten rules of the job
• Practical tactics you...
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Sales SOS! Sales on Fire! 30 Days to Conquer Chaos & the Nightmares of Success!' is a transformative guide for sales leaders navigating the tumultuous seas of modern commerce. Each of the 30 chapters addresses a pressing challenge faced by sales managers-from team performance and revenue targets to technological integration and global market expansion. This comprehensive 30-day journey provides actionable strategies, real-world examples, and preventive...
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The must-read summary of Kevin Davis' book: "Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know".
This complete summary of the ideas from Kevin Davis' book "Getting Into Your Customer's Head" explains that most sales today are made through a four-stage buy-learning process: 1. Prospective customers become aware of a need for something 2. They study all the options available to meet that need, and the cost of...
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The must-read summary of Jagmohan Raju and W. John Zhang's book: "Smart Pricing: How Google, Priceline, and Leading Businesses Use Pricing Innovation for Profitability".
This complete summary of the ideas from Jagmohan Raju and W. John Zhang's book "Smart Pricing" demonstrates that many companies fail to establish a deliberate pricing strategy. In fact, many managers rarely give pricing much thought at all. In their book, the authors explain that...
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