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Selling: Building Partnerships, 8th Edition

mrblue — Tue, 11 Oct 2011 14:31:21 +0000

Selling: Building Partnerships, 8e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text the need for salespeople to be flexible–to adapt their strategies to

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The Back of the Napkin: Solving Problems and Selling Ideas with Pictures

mrblue — Sun, 31 Jul 2011 04:07:12 +0000

The premise behind Roam’s book is simple: anybody with a pen and a scrap of paper can use visual thinking to work through complex business ideas. Management consultant and lecturer Roam begins with a watershed moment: asked, at the last minute, to give a talk to top

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Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology

mrblue — Fri, 29 Jul 2011 15:05:21 +0000

Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0

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The Art of Woo: Using Strategic Persuasion to Sell Your Ideas

mrblue — Wed, 22 Jun 2011 05:28:36 +0000

Shell and Moussa, both on the Wharton School faculty, aim to help readers get attention and sell their ideas through strategic relationship-based persuasion, or “woo”-or “winning others over.” The authors consider wooing to be one of the most important skills in a manager’s repertoire; while the concept

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Competitive Selling: Out-Plan, Out-Think, and Out-Sell to Win Every Time

mrblue — Sat, 07 May 2011 13:48:24 +0000

There’s a hard fact that we all have to face: Buyers have evolved. They’ve become shopaholics. They almost never consider a single vendor when making a buying decision. Instead, they call you— and your competitors—and choose from multiple options. They know that pitting you against your competition always

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Turn Clicks Into Customers: Proven Marketing Techniques for Converting Online Traffic into Revenue

mrblue — Wed, 08 Dec 2010 02:16:39 +0000

You’ve gone through all steps of developing a powerful business presence on the Web-—but it’s only the first step. Now, you have to make sure your visitors hit the “Purchase” button . . . before they start clicking through to your competitor’s site. From Duane Forrester, a leading expert

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From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best

mrblue — Sun, 05 Dec 2010 02:53:09 +0000

When things don’t go well on a sales call, you probably ask yourself, “Why did I lose that sale?” . . . and then move on. But the question remains: Why did you lose that sale? Learning the answer can mean the difference between landing and losing the next

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Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage

mrblue — Sun, 21 Nov 2010 15:11:58 +0000

Since its founding in 2002, CustomerCentric Selling, one of the world’s leading sales training firms, has dramatically changed how selling is viewed—from simply promoting a product to empowering customers to achieve goals or solve problems through the use of offerings.

Today, buyers don’t want salespeople telling them

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Perspectives on Increasing Sales

mrblue — Mon, 20 Sep 2010 04:28:52 +0000

Who’s the real sales expert: the salesperson or the consumer? Each has a different approach to effective sales and what will really move the consumer to take action. Each approaches buying and selling from a different angle – a different perspective – and without understanding both points of view,

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Rethinking the Sales Cycle

mrblue — Tue, 01 Jun 2010 04:43:44 +0000

Today, buyers don’t want salespeople telling them what they

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