Lean CX: How to Differentiate at Low Cost and Least Risk, Bill Russell, Cyrus Allen, George Bej, Robert Dew
Автор: Kelly Simon, Johnston Paul, Danheiser Stacey Название: Stand Out Marketing: How to Differentiate Your Organization in a Sea of Sameness ISBN: 1789664845 ISBN-13(EAN): 9781789664843 Издательство: Неизвестно Цена: 156330.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: Presents original research documenting the size and nature of the `sea of sameness` customers face, and delivers a framework of strategic marketing competencies to help organizations differentiate themselves and deliver value.
Автор: Taylor Heidi Название: B2B Marketing Strategy: Differentiate, Develop and Deliver Lasting Customer Engagement ISBN: 0749481064 ISBN-13(EAN): 9780749481063 Издательство: Неизвестно Рейтинг: Цена: 50790.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: Improve your B2B marketing strategy through a highly practical and unique methodology, and debunk many of the myths blighting the B2B landscape.
"Virtual Selling more than fulfills my high expectations. It is research-based, sound, practical, and nuanced. Another example of why the team at RAIN Group are the leading thinkers in the world of sales strategy and training." -Charles H. Green, Author, The Trusted Advisor
From bestselling authors of Rainmaking Conversations and Insight Selling.
Do you want to connect with buyers and win more sales in the new world of virtual selling?
Do you want to learn how to develop strong relationships with buyers virtually, lead masterful virtual sales conversations, and become a top performing seller in this new environment?
Recent world events have flipped sales on its head and driven unprecedented levels of virtual interaction. As a result, sellers are faced with more challenges than ever before.
You can't sell the same way you did pre-2020. If you do, you won't achieve the same results. You need to adapt. Pivot. And change almost everything you did previously. If you want to thrive in sales today, it will require that you transition to the new world of selling remotely...take the "new norm" by storm.
Change isn't easy.
Whether you've been in sales for years or you're just starting out, learning how to sell virtually can feel intimidating.
From the best-selling authors of Rainmaking Conversations and Insight Selling, this book helps sellers to navigate these uncharted waters.
With practical advice, virtual selling techniques you can apply immediately, and the latest groundbreaking research, Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely will take you step-by-step through everything you need to do from mastering the medium to sharpening your virtual selling skills. You will discover how to overcome virtual selling challenges and reach your sales goals without face-to-face meetings.
You will learn:
The #1 thing virtual sellers needs to focus on to achieve higher win rates
4 key areas of virtual selling that, when mastered, will differentiate you from the competition
How consultative selling has changed and how sellers must adapt
4 principles of rapport and 20 questions for building rapport online
How to run the most effective virtual sales meetings
Virtual selling best practices for mastering the medium, including meeting mechanics, setup, and technology
How to uncover aspirations and afflictions and lead a virtual needs discovery
17 common business factors affecting financial impact and how to build a strong ROI case
5 keys to delivering a powerful convincing story online
How to collaborate with buyers online and virtual meeting tools you can leverage
Keys to growing existing accounts with virtual value labs
9 Habits of Extreme Productivity to overcome distractions and boost your sales productivity
How to deliver powerful virtual sales presentations
Surprising research on what factors most influence buyers' decisions and how virtual sellers stack up
How to capture buyer attention and maintain high levels of engagement throughout virtual sales meetings
Plus, gain access to exclusive guides, checklists, templates, and more to help you succeed in today's new sales environment.
Why are salespeople struggling to differentiate from competitors and communicate customer value? What makes them miss annual sales targets?
This book introduces a remarkably effective way to articulate your value message and create distinction among competitors. Through an engaging story, readers discover the "VALUE" rules, a five steps approach salespeople use to win sales on value not price.
Megavalue Selling is a book salespeople can't put down. Written for salespeople, managers, startup entrepreneurs and business owners eager to learn about mastering customer conversations about value, this book gives readers:
-Perfect questions for identifying a customer's existing and unrecognized value drivers.
-How to handle price pushback and commoditization.
-Practical approach for presenting proof.
-Actionable steps for identifying all decision influencers and their roles.
-Simple techniques to align value propositions with customer issues.
Mark Holmes distilled four decades of sales experience, research, consulting and coaching to write a new sales development book covering complex concepts simplified into a short story that's easy to apply. Mark learned B2B selling by making sales to CEO's in his twenties, and went on to be a top-performer in several companies. His insights have appeared in the Wall Street Journal, FOX Business and Sales and Marketing Management.
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