A well-crafted brand gives you the right kind of visibility and builds your reputation. However, most professionals and small business owners leave their brand to chance--or think their logo is their brand. Being great at what you do isn't enough, explains Peg Marckworth. Your clients need to recognize your unique capabilities and understand why you are the right choice for them. Competition is Irrelevant offers a step-by-step process to identify your unique offering, define your best clients, and determine effective communication strategies. Competition is Irrelevant is a definitive resource for maximizing potential and profits for your business or career.
Автор: McNeal Franne Название: Significant Business Results: Ten Sales Secrets That Your Competitors Know and Use! ISBN: 0979164354 ISBN-13(EAN): 9780979164354 Издательство: Неизвестно Рейтинг: Цена: 34410.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: Significant Business Results: Ten Sales Secrets That Your Competitors Know and Use Sales and marketing how-to book written by Franne McNeal, MBA, Significant Business Results coach, expert in sales, marketing, leadership and strategy with www.SBizResults.com. Over the past two decades, Franne McNeal has helped over ten thousand national and international entrepreneurs grow their businesses. Business book for entrepreneurs who want more leads, more clients, and more sales. Ten relevant, practical, and easy-to-implement sales secrets. This book will help entrepreneurs save time, create strategies, set up systems, and follow-through for sales results. Chapters 1Define Your Target Market 2Create a Powerful Offer 3Use Testimonials for Social Proof 4Generate Unlimited Leads 5Create Immediate Sales 6Use Scripts to Increase Sales 7Create Repeat Business 8Double Your Referrals 9Reverse Risk to Increase Sales 10Create Added Value BonusesChapter Summaries + Action Steps + Marketing Resources www.SBizResults.com Franne is an author, keynote speaker, online business TV show host, business coach, and business judge. Franne is a serial entrepreneur who, as early as age three, turned interest into income. Ms. McNeal earned her BA from Princeton University and MBA from Eastern University.
Автор: Dalton Rob Название: Power Up Your B2B Branding: And Make Your Competitors Hate You in 35 Days ISBN: 1543969186 ISBN-13(EAN): 9781543969184 Издательство: Неизвестно Рейтинг: Цена: 22070.00 T Наличие на складе: Невозможна поставка. Описание: Framing Healthcare instruction: An Information Literacy Handbook for the health sciences will analyze bibliographic instruction in the health sciences through the lens of the ACRL Information Literacy Framework. The handbook covers information literacy instruction in progressively higher-stakes health sciences populations in multiple settings.
Автор: Steinmetz, Lawrence L. Brooks, William T. Название: How to sell at margins higher than your competitors ISBN: 0471744832 ISBN-13(EAN): 9780471744832 Издательство: Wiley Рейтинг: Цена: 24280.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: Every business in every industry faces the specter of lower--priced competition. In order to maintain healthy margins, most companies cana t drop their prices endlessly. Instead, they have to find a way to sell their product despite its price. This book offers practical advice and smart tactics for outselling a lower--priced competitor.
As the speed of business continues to accelerate, B2B enterprises and sales organizations are being disintermediated and disrupted by digital transformation and artificial intelligence.
The Amazon effect is permanently altering buying experience expectations while technology has lowered the barriers to entry. "Me-too" competitors lurk around every corner making differentiation a fundamental challenge and margin erosion a constant threat.
Along the way, the Business to Business buying journey has fundamentally changed.
In this brutal new age of business, every B2B enterprise faces a looming and existential threat of irrelevance and extinction. The undeniable truth is that in this hyper-competitive paradigm, there are only two alternatives:
1. A race to the bottom in which price becomes the sole differentiator, customers are merely transactions, and your products and services are viewed as commodities.
2. A race to relevance in which you separate yourself from, and rise above, the "me-too" horde with a shift away from pitching "stuff" to a customer-centric focus on delivering real, sustainablevalue through Measurable Business Outcomes.
This is exactly why the world's most agile and profitable companies, along with the highest earning sales professionals, are taking the lead in the race to relevance by transforming how they approach the buying journey.
In Business Outcome Selling Strategies Jeb Blount, one of the most celebrated sales strategists of our generation, and business transformation guru Jason Eatmon, give you the secrets for how next generation B2B sales organizations are accelerating sales productivity, operationalizing hyper-growth strategies, and locking out competitors. You'll learn powerful strategies for:
Building the foundation for hyper-growth
Connecting cross organizational disciplines to build an agile sales and growth driven culture
Winning mindshare early through familiarity and shaping
Nine Box Qualifying and the 4Rs: Right Prospect, Right Message, Right Time, Right Fit
Digital Sales Transformation and integration
Targeting tactics, sales engagement strategies, and sequencing
Mastering the Four Levels of Sales to rapidly respond to buyer expectations
Leveraging the MLP strategy to bend win probability in your favor
Effective Stakeholder Mapping
Deploying the READ Influence Methodology to gain stakeholder buy-in and consensus
Differentiating with the MBO + EBO value equation
Leveraging the powerful SCORE Discovery Model to get below the surface and become a true partner for your customers
Uncovering the Metrics that Matter that lead to higher prices and long-term margins
Mapping and presenting Outcome Based Solutions
Leveraging Value Bridges to become the vendor of choice
Linking marketing, sales, operations, and service to deliver Referenceable and Measurable Business Outcomes
Deploying the CAIRE Account Management and Customer Success model to rapidly grow existing accounts and make customer relationships sticky
Leveraging the comprehensive BOSS Strategic Planner to win your biggest opportunities
Business Outcome Selling Strategies (BOSS) isn't a typical sales book. Inside, you'll find a powerful field guide, proven processes, and complete system that connects the dots between sales, marketing, business development, operations, service delivery, account management, and customer success.
Leveraging these strategies, tactics, and tools, your organization will transform into a well-oiled, cohesive growth machine that delivers a legendary buying experience and unassailable competitive differentiation.
BOSS is ground-breaking. It shatters old-school paradigms and forces readers to come face to face
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