Demand Side Sales 101

Author : Bob Moesta
Publisher :
ISBN 13 : 9781544509969
Total Pages : 0 pages
Book Rating : 4.60/5 ( download)

DOWNLOAD NOW!

Download or read book Demand-Side Sales 101 written by Bob Moesta and published by . This book was released on 2020-09-22 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Richard Hammond
Publisher : Pearson UK
ISBN 13 : 1292234954
Total Pages : 216 pages
Book Rating : 4.53/5 ( download)

DOWNLOAD NOW!

Download or read book Friction/Reward written by Richard Hammond and published by Pearson UK. This book was released on 2019-06-27 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: This business book is great for leaders, middle managers and entrepreneurs interested in the following categories; Small Business Entrepreneurship Marketing Strategy Branding Customer Experience Make it easy for customers to choose you; whatever your business, product or service. With customers now subconsciously weighing up their massively expanded options in terms of purchase friction (how easy it is to spend) and shopping reward (the extras inherent to the buying experience); your job is to make it easy for them to choose you. When is high friction bad? Friction includes frustrations like putting a coin in a supermarket trolley lock, too many clicks, and hidden frictions from awkward presentation, process and offer. Reward includes quality of business support, amazing retail environments, even emotional issues such as trust and belonging. When is high friction good? What value do different customers place on friction and reward across different buying scenarios? How can I benchmark against competitors? And, where are the big opportunities and where should we focus effort and resource? How do I market improved experiences to win customers? Friction Reward teaches you how to understand, measure and improve every single possible customer interaction by applying techniques outlined in the book to your customer experiences and organisations. Readers will: Create easier, faster and improved customer experiences by reducing friction and increasing reward. Discover how reducing friction attracts new customers, increases spend from existing ones and gives you a competitive advantage. Understand how the world's leading retailers, B2B sellers and public service providers are winning using these insights. Learn how to apply practical tools and technologies to their own customer and user scenarios both online and in the physical world. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.

Author : Jim Novo
Publisher : BookLocker.com, Inc.
ISBN 13 : 1644387832
Total Pages : 380 pages
Book Rating : 4.32/5 ( download)

DOWNLOAD NOW!

Download or read book Drilling Down: Turning Customer Data into Profits with a Spreadsheet written by Jim Novo and published by BookLocker.com, Inc.. This book was released on 2004-06-18 with total page 380 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Wendy Connick
Publisher : Adams Media
ISBN 13 : 1507211031
Total Pages : 256 pages
Book Rating : 4.38/5 ( download)

DOWNLOAD NOW!

Download or read book Sales 101 written by Wendy Connick and published by Adams Media. This book was released on 2019-09-17 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 L Varner
Publisher :
ISBN 13 :
Total Pages : 136 pages
Book Rating : 4.26/5 ( download)

DOWNLOAD NOW!

Download or read book The Sales Checklist(TM) written by David L Varner and published by . This book was released on 2020-03-16 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Sales Checklist(TM) - Get it right every timeAn innovative, easy to use checklist to avoid missing critical steps and minimize losses in complex sales.The Sales Checklist(TM) empowers sales professionals to immediately have a higher baseline of performance by reminding them of the necessary steps in a sales process where missing one step potentially has the same consequences as missing all the steps.Checklists minimize avoidable failures due to lack of attention, memory, or thoroughness.In today's complex selling environment, knowing how to ask questions, develop trigger events, make presentations, handle objections, etc. is not enough. Knowing what to do, and not missing steps, is just as critical.Pilots know how to fly airplanes, but they use a checklist to make certain they don't miss a step; they need to get it right every time. It's the same with salespeople, to get it right every time, they need to use The Sales Checklist(TM).The Sales Checklist(TM) is easy to use, simple to coach, and produces immediate results.

Author : Colin Shaw
Publisher : Springer
ISBN 13 : 1137534303
Total Pages : 216 pages
Book Rating : 4.09/5 ( download)

DOWNLOAD NOW!

Download or read book The Intuitive Customer written by Colin Shaw and published by Springer. This book was released on 2016-08-20 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: Building on the work of Daniel Kahneman (Thinking Fast and Slow), Dan Ariely (Predictably Irrational), Shaw and Hamilton provide a new understanding of how people behave, explain what it means for organizations who really want to understand their customers, and show you what to do to create exceptional customer experiences.

Author : Melissa Kaufman
Publisher : Greenleaf Book Group
ISBN 13 : 1639090088
Total Pages : 181 pages
Book Rating : 4.82/5 ( download)

DOWNLOAD NOW!

Download or read book Founded written by Melissa Kaufman and published by Greenleaf Book Group. This book was released on 2022-01-04 with total page 181 pages. Available in PDF, EPUB and Kindle. Book excerpt: Founded is the go-to reference for first-time entrepreneurs, providing lessons and inspiration to empower anyone starting a new project or business. Melissa Kaufman and Mike Raab, the directors of Northwestern’s renowned student entrepreneurship program, The Garage, show you how to tap into the superpower of thinking and acting like an entrepreneur based on their experience guiding hundreds of early-stage startups. Founded explains—through the authors’ own expertise and interviews with successful young founders—how to • make the best possible decisions when launching your business, • avoid the common mistakes of first-time entrepreneurs, • take immediate, concrete steps to get started on a new idea. In this essential book for first-time and student founders, you will learn why entrepreneurship is for everyone, “failure” is inevitable (and why that’s a good thing!), and how to make sure you’re building something people want. Founded will shatter your misconceptions about starting a business and help you get started turning your ideas into something real today!

Author : Linda Richardson
Publisher : McGraw Hill Professional
ISBN 13 : 9780070523821
Total Pages : 204 pages
Book Rating : 4.27/5 ( download)

DOWNLOAD NOW!

Download or read book Sales Coaching written by Linda Richardson and published by McGraw Hill Professional. This book was released on 1996 with total page 204 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written exclusively for sales managers; this brief; concise primer will help turn managerial skills into those of a top-notch teacher; motivator; and mentor - someone who gets results through inspiration and example. --

Author : American Bar Association. House of Delegates
Publisher : American Bar Association
ISBN 13 : 9781590318737
Total Pages : 216 pages
Book Rating : 4.30/5 ( download)

DOWNLOAD NOW!

Download or read book Model Rules of Professional Conduct written by American Bar Association. House of Delegates and published by American Bar Association. This book was released on 2007 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Model Rules of Professional Conduct provides an up-to-date resource for information on legal ethics. Federal, state and local courts in all jurisdictions look to the Rules for guidance in solving lawyer malpractice cases, disciplinary actions, disqualification issues, sanctions questions and much more. In this volume, black-letter Rules of Professional Conduct are followed by numbered Comments that explain each Rule's purpose and provide suggestions for its practical application. The Rules will help you identify proper conduct in a variety of given situations, review those instances where discretionary action is possible, and define the nature of the relationship between you and your clients, colleagues and the courts.

Author : Chris Spiek
Publisher :
ISBN 13 : 9781499339239
Total Pages : 66 pages
Book Rating : 4.32/5 ( download)

DOWNLOAD NOW!

Download or read book The Jobs-To-be-Done Handbook written by Chris Spiek and published by . This book was released on 2014-04-23 with total page 66 pages. Available in PDF, EPUB and Kindle. Book excerpt: We've written this book for the Jobs-to-be-Done student and practitioner who has a basic grasp of JTBD concepts (Forces Diagram, JTBD Timeline, Interview Process) and wants to strengthen their technique and continue to get better results out of their application of Jobs-to-be-Done.How to Use This BookThe only person who knows what you'll hire this book for is you (but we have our theories). Consider: Cramming it to pull out anything you haven't seen before. Flipping through it a few minutes before you conduct an interview to review the basics. Using it to think through who to interview when starting a project. Handing it to a colleague to quickly bring them up-to-speed on JTBD so they can be your interview partner. Not Quite Ready?There are lots of resources available to help you get caught up on the Jobs-to-be-Done basics. Visit JobstobeDone.org and think about: Listening to the JTBD Radio podcast (especially the sample interviews). Taking the Online JTBD Course and learning on your own time. Attending a Switch Workshop and getting an immersive one-day crash course in Jobs-to-be-Done.