Author: Bob Moesta Publisher: ISBN: 9781544509969 Category : Customer relations Languages : en Pages : 0
Book Description
For a lot of us, selling feels icky. Our stomachs tighten at the thought of reciting features and benefits, or pressuring customers into purchasing. It's really not our fault. We weren't taught how to sell, plus we've been sold before, leaving us with a bitter taste. Here's the truth: sales does not have to feel icky for you or your customers. In fact, with the right approach, sales can be an empowering experience for all. Bob Moesta, lifelong innovator and coarchitect of the "Jobs to be Done" theory, shares his approach for flipping the lens on sales. Bob shifts the focus of sales from selling, to helping people buy and make progress in their lives-demand-side sales. Now, in Demand-Side Sales 101, you'll learn to really see what your customers see, hear what they hear, and understand what they mean. You'll not only be a more effective and innovative salesperson-you'll want to help people make progress.
Author: Jill Griffin Publisher: John Wiley and Sons ISBN: 0470444142 Category : Business & Economics Languages : en Pages : 277
Book Description
Praise for Taming the Search-and-Switch Customer "What an excellent wake-up call! Your company's most valuable asset your loyal customers have more tools than ever to compare you to competitors and switch. Griffin does an excellent job identifying the risks to customer loyalty in an environment of immediate and abundant information, and defines a path to earn loyalty through delivery of enhanced value in the eyes of your customers. A truly important premise to building and maintaining a successful business."? Gerald Evans, president, Hanes Brands Supply Chain and Asia Business Development "In this dynamic treatise on customer retention, Jill Griffin, The Loyalty Maker, provides updated solutions to meet today's challenge of changing consumer shopping habits. A must-read for all retailers and wholesalers." Britt Jenkins, chairman of the board, Tandy Brand Accessories, Inc. "Mandatory reading for anyone who manages customer loyalty. A truly thought-provoking read!" Timothy Keiningham, global chief strategy officer, executive vice president, IPSOS Loyalty "Every company is in the service business now, whether they realize it or not. Jill's book is a great start on how to make your service experiences better than they are today." Robert Stephen, founder, The Geek Squad "In today's Googlized marketplace, Taming the Search-and-Switch Customer is a must-read." Ken DeAngelis, general partner, Austin Ventures "Griffin is pure loyalty genius!" Kelly Cook, vice president, Customer Engagement/CRM, Waste Management
Author: Wendy Connick Publisher: Adams Media ISBN: 1507211031 Category : Business & Economics Languages : en Pages : 256
Book Description
Learn the ins and outs of sales techniques with this comprehensive and accessible guide that is the crash course in how to sell anything. Sometimes, it seems like learning a new skill is impossible. But whether you are interested in pursuing a full-times sales career, want to make extra money with sales as a side hustle, or are just looking to turn your hobby into a business, everyone can benefit from knowing how to sell. With Sales 101 you can start selling now. This clear and comprehensive guide is perfect for those who are just starting out in the sales field. Presented with a casual and an easy-to-understand tone, it gives you the information and training you need to get started. Sales 101 teaches the basic sales philosophies and tactics that have been successful for centuries, along with newer, more up-to-date information about using the internet and social media to find leads and increase your customer base. Whether you need guidance in making a presentation or closing a deal to handling rejection or managing your time, Sales 101 shares the best advice and solutions to prepare you for a career in the sales field.
Author: David Meerman Scott Publisher: John Wiley & Sons ISBN: 0470930179 Category : Business & Economics Languages : en Pages : 259
Book Description
Launch effective real-time communications to win in today's always-on world Gone are the days when you could plan out your marketing and public relations programs well in advance and release them on your timetable. "Real time" means news breaks over minutes, not days. It means companies develop (or refine) products or services instantly, based on feedback from customers or events in the marketplace. And it's when businesses see an opportunity and are the first to act on it. In this eye-opening follow-up to The New Rules of Marketing and PR, a BusinessWeek bestseller, David Meerman Scott reveals the proven, practical steps to take your business into the real-time era. Find out how to act and react flexibly as events occur, position your brand in the always-on world of the Web, and avoid embarrassing mistakes and missteps. Real-Time Marketing and PR will also enable you to: Develop a business culture that encourages speed over sloth Read buying signals as people interact with your online information Crowdsource product development, naming, and even marketing materials such as online videos Engage reporters to shape stories as they are being written Command premium prices by delivering products at speed Deploy technology to listen in on millions of online discussions and instantly engage with customers and buyers Scale and media buying power are no longer a decisive advantage. What counts today is speed and agility. While your competitors scramble to adjust, you can seize the initiative, open new channels, and grow your brand. Master Real-Time Marketing and PR today and become the first to act, the first to respond, and the first to win!
Author: Jim Novo Publisher: BookLocker.com, Inc. ISBN: 1644387832 Category : Business & Economics Languages : en Pages : 380
Book Description
I spend a lot of time in marketing-oriented discussion lists. If you do, you probably also sense the incredible frustration of people who keep asking about using their customer data to retain customers and increase profits. Everybody knows they should be doing it, but can't find out how to do it. Consultants and agencies make this process sound like some kind of "black magic", something you can't possibly do yourself. I disagree. I think the average business owner can do a perfectly decent job creating profiles and using them to retain customers and drive profits. Thus the book. The examples provided are Internet specific, but the methods can be used in any business where customer data is available. This book is about the down-and-dirty, nitty-gritty art of taking chunks of data generated by your customers and making sense of it, getting it to speak to you, creating insight into what types of marketing or general business actions you can take to make your business more profitable. We'll be talking about "action-oriented" ideas you can generate on your own to drive sales and profits, ideas that will reveal themselves by analyzing your own customer data, using only a spreadsheet. We have all heard how important it is to collect customer data, to "know" your customer. What I don't hear much about is what exactly you DO with all that data once you have collected it. How is it used? What exactly is Drilling Down into the data supposed to tell me, and what am I looking for when I get there? For that matter, what data should I be collecting and how will I use it when I have it? And how much is this process going to cost me? The following list outlines what you will learn and be able to do after reading the Drilling Down book: --What data is important to collect about a customer and what data is not --How to create action-oriented customer profiles with an Excel spreadsheet --How to use these profiles to plan marketing promotions --How to use these profiles to define the future value of your customers --How to use these profiles to measure the general health of your business --How to use these profiles to encourage customers to do what you want them to --How to predict when a customer is about to defect and leave you --How to increase your profits while decreasing your marketing costs --How to design high ROI (Return on Investment) marketing promotions How to blow away investors with predictions of the future profitability of your business Table of Contents Chapter 1: What's a Customer Profile? Chapter 2: Data-Driven Marketing - Customer Retention Basics Chapter 3: The Language of Data, The Science of Profit Chapter 4: Interactivity Changes the Rules of the Game Chapter 5: How to Build a Customer Profiling Spreadsheet Chapter 6: How to Profile (Score) Your Customers Chapter 7: Marketing Using Customer Scores - Basic Approach Chapter 8: Using Customer Characteristics and Multiple Scores Chapter 9: Watching Scores over Time - Customer LifeCycles Chapter 10: Customer Scoring Grids - Profiling on Steroids Chapter 11: Calculating and Using LifeTime Value in Promotions Chapter 12: Turning Profiles into Profits - the Staging Area Chapter 13: Turning Profiles into Profits - the Financial Model Chapter 14: Turning Profiles into Profits - Financial Tweaks Chapter 15: Measuring Success in Best Customer Promotions Chapter 16: Some Final Thoughts Seasonal Adjustments to Marketing Promotions Don't Fight Customer Behavior CRM Software and Customer Scoring Data-Driven Marketing Program Descriptions There's more! Automate the basic customer scoring process on large groups of customers. Use the software included free with this edition! Windows OS and MS Access and Excel required to run the software.
Author: Allen P. Adamson Publisher: St. Martin's Press ISBN: 0230614558 Category : Business & Economics Languages : en Pages : 308
Book Description
Since the publication of his previous best-selling title, BrandSimple, Allen P. Adamson has studied and worked with companies as they've experimented with and integrated digital initiatives into their branding mix. In his new book, BrandDigtial, he clearly demonstrates that in an environment where everything is transparent, brand professionals have unprecedented opportunities to learn more about their customers, and to deliver brand experiences that meet customer expectations better than ever before. Based on over 100 interviews with leaders in both the branding and digital technology industries, Adamson drives home his point by using case studies and first-hand, in-market examples from companies including Hewlett-Packard, Johnson & Johnson, Procter & Gamble, Nike, Ameriprise, Burger King, PepsiCo, and General Mills. Along with putting into proper context the role Google, YouTube, Second Life, social media, and blogs play in the branding process, Adamson shows how the best companies are taking advantage of evolving digital technology and its associated behavior to build stronger bonds with their customers and stronger, more responsive brands.
Author: Guy Arnold Publisher: Crooked Stick Limited ISBN: 9780956436115 Category : Languages : en Pages : 399
Book Description
A sales book like no other ... For too long sales has been too hard for both seller and customer: sellers have to sweat too much and customers have to lie too much. It's time for this to stop. Sales Through Service looks at every step of the sales process, turns it on it's head and examines it from the view of the customer, using 4 blindingly obvious principles of common sense and focusing on systemising every step so customers get consistent and continually improving experiences, and want to buy more. Come back more often, tell their friends and spread the word. So you get more sales for less cost. Somehow no matter how hard we work or how hard we try there never seems to be enough hours in the day, there's always unfinished business, customers are ever more demanding and price sensitive and somehow the staff always have a reason why some things just don't get done. This is normal, because as businesses grow, the systems and processes lag behind, so problems occur and results don't meet expectations. On top of this, the Internet has empowered your customers and staff like nothing before, to talk about you behind your back, and spread your reputation, Great or Poor, without your input or knowledge. This a threat and an opportunity. The common reaction to this is to demand that your staff raise their game and step up to the plate, and yet somehow that doesn't get the results you're after. Yet your people get as frustrated as the boss. The answer lies with systems: systems to empower your people, make them happy and productive, so they make your customers happy & loyal. Happy staff and customers make you a lot more money! We unpick these issues and help you equip your people with tools and techniques to get things done, so problems are eased and customer loyalty is improved. We turn these problems into opportunities through systems, training, coaching and measures, to help you make more money through repeat sales, cross sales, recommendations and referrals. This means that you can sell more, at a higher profit, with less effort and at a lower cost. Everyone wins! This book addresses all these symptoms and more, and delivers a new, simple, powerful framework, based on time proven common sense principles, to propel Organisations away from these issues, and instead, towards long term success in this customer empowered, transparent business world of the 21st century. After all: People LOVE to 'buy' but HATE to be 'sold to' They LOVE to 'create' but HATE a 'dictate' And they LOVE to 'deliver' but HATE to be 'driven' Isn't it time for the business world to finally grow up? Focus on service and the sales will follow Not the other way round!
Author: Nikos Mourkogiannis Publisher: St. Martin's Press ISBN: 1466887443 Category : Business & Economics Languages : en Pages : 271
Book Description
In Purpose, world-renowned thought leader Nikos Mourkogiannis turns the entire idea of leadership on its head and shows that the choice between values and success is no choice at all. Mourkogiannis argues that companies must satisfy the need for purpose--a set of values that defines an organization and inspires and motivates its employees. Rather than organization and structure, ideas are what cause companies to go from good to great. Drawing on examples from across multiple industries, Mourkogiannis demonstrates how a strong purpose is the essential first step toward lasting success.
Author: Dave Warawa Publisher: Createspace Independent Publishing Platform ISBN: 9781500321376 Category : Selling Languages : en Pages : 0
Book Description
Have you been led to believe that sales success is about learning killer closing techniques and being the master of selling anything to anyone? It isn't. If you want to drive mega long-term sales, get buckets of repeat business and referrals and be the top producer in your company, SHUT UP! Stop Talking and Start Making Money will fast track your success. You don't have to be the best presenter or stunning public speaker. Your customers don't care what car you drive and designer clothes you own. Decision makers want to deal with Salespeople have learned to SHUT UP and stop selling them something they don't want to buy. They want to engage with Salespeople who get it! In this book, you will learn The Five Success Skills of Professional Salespeople in B2B (Business to Business selling) and B2C (Business to Consumer selling): Ask Great Questions - Get great answers to find the true needs of your client. Actively Listen - SHUT UP and hear what your customer is telling you. Paraphrase - Capture the meaning of what was said and confirm the message. Summarize the Customer's Full Needs - The master paraphrase! Project a Positive Personality - Have fun and enjoy the process! Sales success is not rocket science. Stop closing your customers and start connecting with them! Too many Salespeople blow a sale by focusing on their commission, bonus and ego. They rush the sales process to prove to their Sales Manager that they are filling their sales funnel with the required activity level in cold calls, appointments and presentations. The quality of your client engagements will make the biggest difference in your ability to be the Salesperson that clients want to do business with repeatedly! Are you are tired of clients who say "maybe" to only find them running away from your efforts to get a final decision? Are too many customers asking you to send them an email versus booking an appointment with you? Do your clients use a cheap competitor to beat you up on price and put the boots to you? SHUT UP! Stop Talking and Start Making Money will teach you how to lose fast with the wrong customers and win with the right ones by engaging with decision makers that meet your ideal customer profile and close themselves. You will learn to get rid of customer objections by countering them before they even enter your client's mind. Read the reviews from actual Salespeople who have seen great sales results from this book and its Five Star Reviews. SHUT UP! Stop Talking and Start Making Money is a practical guide of proven, consultative sales techniques to generate sales through trust, needs analysis and the use of social media for inbound marketing. The greatest skill in Professional Sales is the ability to listen, not talk. If you truly believe that, allow this book to give you the tools to gain confidence and develop your natural abilities. SHUT UP! Stop Talking and Start Making Money is based on the 30 years of practical experience of the author - Dave Warawa. SHUT UP! Stop Talking and Start Making Money also has a complete Social Media Guide for Professional Salespeople. Start using Facebook, Google+, LinkedIn, Twitter, YouTube and Blogging to drive inbound marketing. It's short, easy to read chapters are great for experienced sales veterans looking to reach out to new ways to grow business, as well as new Professional Salespeople looking to build a lifetime career in the industry. Stop trying to be successful in sales and start reaching the achievement levels of the top-producers today!
Author: Gretchen M. Spreitzer Publisher: Jossey-Bass ISBN: Category : Business & Economics Languages : en Pages : 232
Book Description
The authors provide a guide to enhancing empowerment in an organisation through five basic disciplines. The assessment should help the individual managers understand their mindset and behaviours that might be inconsistent with the notion of empowerment. The other disciplines assist in the areas of openness and teamwork, a clear vision and challenges, discipline and control, and support and security. Specific strategies and tools are included in each chapter to help put the principles of the five disciplines into practice.
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Author: Bob Moesta
Author: Jill Griffin
Author: Wendy Connick
Author: David Meerman Scott
Author: Jim Novo
Author: Allen P. Adamson
Author: Guy Arnold
Author: Nikos Mourkogiannis
Author: Dave Warawa
Author: Gretchen M. Spreitzer