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Target Opportunity Selling: Top Sales Performers Reveal What Really Works, Read,
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eBay-Artikelnr.:137658558603
Artikelmerkmale
- Artikelzustand
- Sehr gut
- Hinweise des Verkäufers
- “Crease on cover*”
- ISBN
- 9780071773072
- Pays d'origine
- Vereinigte Staaten von Amerika
Über dieses Produkt
Product Identifiers
Publisher
Mcgraw-Hill Education
ISBN-10
007177307X
ISBN-13
9780071773072
eBay Product ID (ePID)
20038291464
Product Key Features
Book Title
Target Opportunity Selling: Top Sales Performers Reveal What Really Works
Number of Pages
336 Pages
Language
English
Topic
Sales & Selling / General
Publication Year
2013
Illustrator
Yes
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
1.3 in
Item Weight
21.8 Oz
Item Length
9.2 in
Item Width
6.4 in
Additional Product Features
Intended Audience
Trade
LCCN
2013-023063
Dewey Edition
23
Number of Volumes
81 Bks.
Dewey Decimal
658.85
Table Of Content
FOREWORD BY NICK LISI, VICE PRESIDENT, SAS AMERICAS vii ACKNOWLEDGMENTS x CHAPTER 1 BEYOND THE SALES FUNNEL 1 CHAPTER 2 RESEARCH 10 CHAPTER 3 CONTACT 25 CHAPTER 4 PRECISION QUESTIONS 38 CHAPTER 5 QUALIFY THEIR INTEREST 66 CHAPTER 6 QUALIFY YOUR SEAT AT THE TABLE 86 CHAPTER 7 QUALIFY YOUR ABILITY TO WIN 97 CHAPTER 8 SOCIAL CAPITAL 117 CHAPTER 9 FIND THE INFLUENCERS 137 CHAPTER 10 ALIGN TO KEY STAKEHOLDERS 161 CHAPTER 11 SELL YOUR SOLUTION 185 CHAPTER 12 FORM A COMPETITIVE STRATEGY 204 CHAPTER 13 ESTABLISH YOUR PROOF 238 CHAPTER 14 COMPETE ON VALUE 247 CHAPTER 15 CLOSING . . . AND OPENING 282 ENDNOTES 299 INDEX 305
Synopsis
The game-changing sales model that helps win target opportunities at every stage of the sales cycle Sales guru Nic Read broke new ground with his chart topping Selling to the C-Suite --an instant classic based on 10 years of interviews with executive buyers that revealed the best ways to get onto their radar, into their office, and across their business. Now in this highly anticipated sequel, Read unveils the latest science and art of selling from the other side of the table by following elite sellers through every step of today's complex sales cycle. What they really do to win strategic, competitive deals might surprise you. Target Opportunity Selling is based on 20,000 hours of fieldwork with top business-to-business sellers in small, medium, and large enterprises around the world to learn how they create, pursue, and win large target opportunities. A source of "lightning in a bottle," this step-by-step playbook reveals: Qualification criteria you must measure early, middle, and late in every sale How to use sales strategy and competitive countertactics to your advantage Techniques to identify and build support from the most influential stakeholders Approaches to exert control over the customer's evaluation process and mindset Why last century's "sales funnel" has had its day--and may actually hurt "solution selling" Thought-provoking and insightful, Target Opportunity Selling is another master class from one of today's most popular sales authors. PRAISE FOR TARGET OPPORTUNITY SELLING " Target Opportunity Selling is a world-class, comprehensive guide to winning today's big sales opportunities. This serious, research-based work details not only what you must do to win with the right strategy and approach, but precisely how you must do it, down to what to say during a face-to-face sales call. I'm delighted to add this to my list of highly recommended books on selling." -- Dave Stein, CEO, ES Research Group, Inc. "Compelling. A good fit to the approach Novozymes uses to match our selling capabilities to customers' needs, then deliver solutions that hit highvalue strategic priorities. We have used Nic's prior book and workshop Selling to the C-Suite to help our people engage with customers at a higher level. Target Opportunity Selling provides the next lesson in moving to the realm of strategic selling." -- Andrew Fordyce, Executive Vice President, Business Operations, Novozymes A/S "There's something to take away from every chapter in this book. It's a great forensic examination of the sales process, but it's not written like a clinical text. This book engages, inspires, and gives sound direction every salesperson can benefit from." -- Craig Steel, Americas Theater Lead, Cloud Business Director, EMC "Whether you are a start-up, lone wolf, or sales neophyte looking for best practices and tools, or a seasoned sales executive looking to sharpen the saw, Target Opportunity Selling provides invaluable insight and practical applications for the 'how' of today's top sellers." -- David Hinson, Enterprise Collaboration Specialist, Cisco Systems, Distilled from first hand interviews with top salespeople and managers around the world �best practices for targeting opportunities in every stage of today's long cycle sale, The game-changing sales model that helps win target opportunities at every stage of the sales cycle Sales guru Nic Read broke new ground with his chart topping Selling to the C-Suite --an instant classic based on 10 years of interviews with executive buyers thatrevealed the best ways to get onto their radar, into their office, and across their business. Now in this highly anticipated sequel, Read unveils the latest science and art of selling from the other side of the table by following elite sellers through every step of today's complex sales cycle. What they really do to win strategic, competitive deals might surprise you. Target Opportunity Selling is based on 20,000 hours of fieldwork with top business-to-business sellers in small, medium, and large enterprises around the world to learn how they create, pursue, and win large targetopportunities. A source of "lightning in a bottle," this step-by-step playbook reveals: Qualification criteria you must measure early, middle, and late in every sale How to use sales strategy and competitive countertactics to your advantage Techniques to identify and build support from the most influential stakeholders Approaches to exert control over the customer's evaluation process and mindset Why last century's "sales funnel" has had its day--and may actually hurt "solution selling" Thought-provoking and insightful, Target Opportunity Selling is another master class from one of today's most popular sales authors. PRAISE FOR TARGET OPPORTUNITY SELLING " Target Opportunity Selling is a world-class, comprehensive guide to winning today's big sales opportunities. This serious, research-based work details not only what you must do to win with the right strategy and approach, but precisely how you must do it, down to what to say during a face-to-face sales call. I'm delighted to add this to my list of highly recommendedbooks on selling." -- Dave Stein, CEO, ES Research Group, Inc. "Compelling. A good fit to the approach Novozymes uses to match our selling capabilities to customers' needs, then deliver solutions that hit highvalue strategic priorities. We have used Nic's prior book and workshop Selling to the C-Suite to help our people engage with customers at a higher level. Target Opportunity Selling provides the next lesson in moving to therealm of strategic selling." -- Andrew Fordyce, Executive Vice President, Business Operations, Novozymes A/S "There's something to take away from every chapter in this book. It's a great forensic examination of the sales process, but it's not written like a clinical text. This book engages, inspires, and gives sound direction every salesperson can benefit from." -- Craig Steel, Americas Theater Lead, Cloud Business Director, EMC "Whether you are a start-up, lone wolf, or sales neophyte looking for best practices and tools, or a seasoned sales executive looking to sharpen the saw, Target Opportunity Selling provides invaluable insight and practical applications for the 'how' of today's top sellers." -- David Hinson, Enterprise Collaboration Specialist, Cisco Systems
LC Classification Number
HF5438.25
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