ISBN:
9780814433775
,
0814433774
,
9780814433768
,
0814433766
Language:
English
Pages:
1 Online-Ressource
Edition:
1 Edition
DDC:
658.8/101
Keywords:
BUSINESS & ECONOMICS / Industrial Management
;
BUSINESS & ECONOMICS / Management
;
BUSINESS & ECONOMICS / Management Science
;
BUSINESS & ECONOMICS / Organizational Behavior
;
Wirtschaft
;
Selling
;
Customer relations
Note:
Includes index
,
Acknowledgments -- Introduction: a better way : a nonstop sales boom -- Engagement -- The destructive power of boom-bust cycles -- The sales radar : how the continuous sweep of customer engagement -- Attraction -- Of math and madness : how to identify the most promising prospects for -- Your pipeline -- "Wow, I see you everywhere!" : leveraging new pathways to reach the prospect -- The expert salesperson : publish what you know in every way possible -- Become a publisher -- Participation -- Before the negotiations : collaborate with qualified prospects on proposed -- Fearless negotiating : how candor and rigorous follow-up clear the path to closing -- Participation continues : stay engaged after the close growth -- Who wants more? : discovering the best and the worst of your current -- Customers -- The virtuous VORTEX : how to build a path to high engagement and new opportunities -- Leverage -- The borderless bazaar : creating a sense of community with your clients -- Testimonials : your greatest leverage tool -- High-powered leverage: how to get the most referrals to the best prospects -- Organizational issues that enable the sales radar -- Index
,
Companies often get trapped in a boom-and-bust pattern, with sales results lurching between highs and lows and the end of each quarter culminating in a mad scramble to meet quotas. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from member of the team. The secret is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement. Readers will learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline. Packed with enlightening exam
URL:
https://learning.oreilly.com/library/view/-/9780814433768/?ar
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