Hope Is Not A Strategy The 6 Keys To Winning The Complex Sale

Author : Rick Page
Publisher : McGraw Hill Professional
ISBN 13 : 0071505121
Total Pages : 191 pages
Book Rating : 4.23/5 ( download)

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Download or read book Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale written by Rick Page and published by McGraw Hill Professional. This book was released on 2003-04-14 with total page 191 pages. Available in PDF, EPUB and Kindle. Book excerpt: "No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process

Author : Rick Page
Publisher : McGraw Hill Professional
ISBN 13 : 0071418717
Total Pages : 192 pages
Book Rating : 4.13/5 ( download)

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Download or read book Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale : The 6 Keys to Winning the Complex Sale written by Rick Page and published by McGraw Hill Professional. This book was released on 2003-03-24 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: "No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process

Author :
Publisher :
ISBN 13 :
Total Pages : 8 pages
Book Rating : 4.75/5 ( download)

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Download or read book Hope is Not a Strategy written by and published by . This book was released on 2017 with total page 8 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Author : Thomas Del Beccaro
Publisher : Greenleaf Book Group
ISBN 13 : 1626342008
Total Pages : 464 pages
Book Rating : 4.02/5 ( download)

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Download or read book The Divided Era written by Thomas Del Beccaro and published by Greenleaf Book Group. This book was released on 2015-05-26 with total page 464 pages. Available in PDF, EPUB and Kindle. Book excerpt: The larger our governments, the greater the competition for their spoils—therefore our divisions. “There simply is so much at stake today. As a result, our governments that benefit so many, employ so many, and tax so widely—in short our governments that pick so many winners and losers—are understandably subject to an intense competition for their control.” So writes author Thomas Del Beccaro in this fascinating study of the history of political unity and division in the US, from the Revolution to the adoption of the Constitution, the Civil War through Reconstruction, The Gilded Age to our present Divided Era. While we have had our conflicts over large issues and the role of government in the past, and still do today, an emerging cause of the partisanship and division we now know today did not exist at our nation’s founding. Our governments were smaller, levied minimal taxes, and thus held out fewer spoils for citizens to fight over. Can the US find its way back to being a less divided country? Yes, says Del Beccaro, but only if citizens understand the growing source of our divisions: ever larger governments. Americans must demand that government shrink back to a less divisive size and scope and support leaders capable of setting unifying goals—for which Del Beccaro offers five key strategies. In fact, the consequences of not slimming the behemoth governments—federal, state, and local—will only lead to an ever widening divide, and more acrimonious and harmful partisanship. The Divided Era lays out the case for smaller government, more responsive political leadership, and ultimately a more cohesive citizenry.

Author : Jeff Thull
Publisher : John Wiley and Sons
ISBN 13 : 0470632593
Total Pages : 311 pages
Book Rating : 4.98/5 ( download)

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Download or read book Mastering the Complex Sale written by Jeff Thull and published by John Wiley and Sons. This book was released on 2010-03-10 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

Author : Tom Raabe
Publisher : Focus on the Family Publishing
ISBN 13 :
Total Pages : 328 pages
Book Rating : 4.04/5 ( download)

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Download or read book House of Cards written by Tom Raabe and published by Focus on the Family Publishing. This book was released on 2001 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: Gambling's increasing acceptance as an “innocent pastime” has taken a devastating toll. House of Cards takes an unflinching look at the industry that profits from the desperate dreams of its addicts—and ruins families. Offering hope to compulsive gamblers and those who love them, this book shows gamblers how to face their addiction and break free from its grip. Includes foreword by Dr. James Dobson.

Author : Vicky Ward
Publisher : John Wiley & Sons
ISBN 13 : 111801149X
Total Pages : 310 pages
Book Rating : 4.92/5 ( download)

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Download or read book The Devil's Casino written by Vicky Ward and published by John Wiley & Sons. This book was released on 2011-04-05 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt: The inside story of what really happened at Lehman Brothers and why it failed In The Devil's Casino: Friendship, Betrayal, and the High Stakes Games Played Inside Lehman Brothers, investigative writer and Vanity Fair contributing editor Vicky Ward takes readers inside Lehman's highly charged offices. What Ward uncovers is a much bigger story than Lehman losing at the risky game of collateralized debt obligations, swaps, and leverage. A can't put it down page turner that opens the world of Wall Street to view unlike any book since Bonfire of the Vanities, except that The Devil's Casino isn't fiction. Details what went on behind-the-scenes the weekend Lehman Brothers failed, as well as inside Lehman during the twenty years preceding it Describes the feudal culture that proved both Lehman's strength and its Achilles' heel Written by Vicky Ward, one of today's most connected business and finance writers On Wall Street, Lehman Brothers was cheekily known as "the cat with nine lives." But as The Devil's Casino documents, this cat pushed its luck too far and died?the victim of men and women blinded by arrogance.

Author : Bill Stinnett
Publisher : McGraw Hill Professional
ISBN 13 : 0071460128
Total Pages : 288 pages
Book Rating : 4.25/5 ( download)

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Download or read book Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy written by Bill Stinnett and published by McGraw Hill Professional. This book was released on 2004-11-21 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: How to capture customers by learning to think the way they do The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business." In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions. Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys. In addition, you receive: Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers

Author : Michael Dobbs
Publisher : Sourcebooks, Inc.
ISBN 13 : 1492606650
Total Pages : 287 pages
Book Rating : 4.59/5 ( download)

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Download or read book To Play the King written by Michael Dobbs and published by Sourcebooks, Inc.. This book was released on 2014-06-03 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: The #1 International Bestseller from the Executive Producer of the hit Netflix series House of Cards. Francis Urquhart is back and the newly elected Prime Minister continues his climb to power. This time he will take on the King himself, threatening to expose Royal secrets. This game is winner-takes-all, but who will walk away the victor? The role of the monarchy in modern Britain comes under scrutiny as Prime Minister Francis Urquhart threatens to expose Royal secrets when his plans are blocked by the idealistic new King. Their differences of opinion quickly degenerate into open hostility. The battlefield ranges from architecture to the underprivileged; the battle is fought with rigged opinion polls, manipulated newspaper headlines, sexual scandal and economic brinkmanship as Urquhart sets out to destroy not only the King's family and friends but even the King himself. Continuing the dark tale of greed, corruption, and unquenchable ambition, To Play the King reveals that no matter the country, politics, intrigue and passion reign in the corridors of power. An explosive political thriller, fans of Vince Flynn, David Baldacci and Robert Ludlum will enjoy this second tale of Urquhart's intrigues and schemes. As a former advisor to Margaret Thatcher, Conservative Party Chief of Staff, and now peer of the realm and Conservative member of the House of Lords, Baron Dobbs provides an insider look at the twists and turns of British politics. Other books in the House of Cards series: House of Cards, Book 1 – The dark, twisting schemes of a politician determined to succeed To Play The King, Book 2 – Newly elected Prime Minister plots to take on the Monarchy to grab even more power The Final Cut, Book 3 – The perfect finale to this twisted trilogy, Urquhart refuses to close his career quietly

Author : Daniel H. Pink
Publisher : Penguin
ISBN 13 : 1101524383
Total Pages : 272 pages
Book Rating : 4.81/5 ( download)

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Download or read book Drive written by Daniel H. Pink and published by Penguin. This book was released on 2011-04-05 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: The New York Times bestseller that gives readers a paradigm-shattering new way to think about motivation from the author of When: The Scientific Secrets of Perfect Timing Most people believe that the best way to motivate is with rewards like money—the carrot-and-stick approach. That's a mistake, says Daniel H. Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others). In this provocative and persuasive new book, he asserts that the secret to high performance and satisfaction-at work, at school, and at home—is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world. Drawing on four decades of scientific research on human motivation, Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of life. He examines the three elements of true motivation—autonomy, mastery, and purpose-and offers smart and surprising techniques for putting these into action in a unique book that will change how we think and transform how we live.