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Managing Sales Leads
Author: James Obermayer
Publisher: South-Western Pub
ISBN: 0324205465
Pages: 255
Year: 2007
View: 461
Read: 1216
Are you looking for the solution to an on-going problem with sales leads? Packed with practical insight, MANAGING SALES LEADS: TURNING COLD PROSPECTS INTO HOT CUSTOMERS MANAGING SALES LEADS is a powerful, hands-on reference for every manager, from mid-level sales and marketing manager to senior level corporate executive, for virtually every size of company, as it shows how to get the most out of this crucial corporate investment.
Managing Sales Leads
Author: Bob Donath
Publisher: N T C Business Books
ISBN: 0844235997
Pages: 417
Year: 1995-01
View: 959
Read: 326
Highlighting sales-leads management as the critical link between marketing and sales, this book presents the authors'' systematic approach to setting up a custom sales-leads management programme.'
The Art of Mastering Sales Management
Author: Thomas A. Cook
Publisher: CRC Press
ISBN: 1420090763
Pages: 200
Year: 2009-11-24
View: 1318
Read: 1123
If you believe that the answer no is but a request for more information and understand that the best closing questions are rhetorical, you understand the basic art of sales. If you can teach that art to others, you have the makings of a good sales manager. But not all good sales managers are equal; some are forward thinking enough to be good leaders as well as managers. To be a leader you have to see failures as opportunities to learn and you have to understand the best way to respond to any challenge is to anticipate it before it arrives. In The Art of Mastering Sales Management, Thomas Cook shares the proven practices and principles of good salesmanship that have made him a highly successful businessman and one of the most sought-after sales trainers in the world today. Written for those managers and executives who want to elevate the performance of their entire teams in this age of globalization and minimal margins, the book provides core lessons supported with cases studies garnered during the author’s 35 years of hands-on experience over a diversity of businesses. This engaging and timely volume: Explores the current world events that are changing the art of selling Provides proven strategies, techniques, and tips for higher-end sales personnel and those who manage them Looks at ways to provide exemplary leadership during uncertain times Offers a daily regimen that will turn success into the result of practiced habit Change has become an absolute constant in the business world. That’s good news for those who are prepared to respond rather than merely react. The Art of Mastering Sales Management, will helps become a creative problem-solver. Heed its advice and turn your sales people from common employees into contributing committed stakeholders.
The Accidental Sales Manager
Author: Chris Lytle
Publisher: John Wiley & Sons
ISBN: 1118063937
Pages: 256
Year: 2011-03-29
View: 177
Read: 390
Key skills to make sales managers better developers ofsalespeople Get out of the firefighting business and into the business ofdeveloping the people who develop your profits. Successfulsalespeople rightfully become sales managers because of superiorsales records. Yet too often these sales stars get stuck doingtheir old sales job while also trying to juggle their manager role,and too often companies neglect to train their sales managers howto excel as managers. That's the "sales management trap," and it'sexactly what The Accidental Sales Manager addresses and solves. Full of helpful steps you can apply immediately?whether you'retraining a sales manager, or are one yourself?this practical guidereveals step-by-step methods sales managers can use to both learntheir jobs and lead their teams. Get tactics to stop burning time and exhausting yourself, whiletaking effective actions to use time better as a leader Discover how to integrate learning into leading and make salesmeetings an active conversation on what works and what doesn't Author has a previous bestseller, The AccidentalSalesperson Don't get caught in the "sales management trap" or, if you're init, get the tools you need to escape it. Get The Accidental SalesManager and lead your team to do what you do best: make sales,drive profits, and get winning results.
Lead Your Boss
Author: John Baldoni
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814415059
Pages: 225
Year: 2010
View: 351
Read: 865
A guidebook for those who have vision and drive to take the organization to the next level ... and a boss. Every manager on the move wants to have influence at the top in order to get his or her ideas heard and acted upon. In Lead Your Boss, John Baldoni gives managers new, as well as tried-and-true, methods for influencing both their bosses and their peers, and giving senior leaders reasons to follow their lead. Featuring instructive stories based on real-life experiences from leaders at all levels, he reveals proven strategies for developing spheres of influence; handling tough issues; asserting oneself diplomatically; putting the team first; persuading up; establishing trust; using organizational politics to everyone's advantage; inspiring others through-out the organization. He gives readers practical, tactical advice on becoming a key player in any organization--Publisher's description.
The Fundamentals of Business-to-Business Sales & Marketing
Author: John M. Coe, John Coe
Publisher: McGraw Hill Professional
ISBN: 0071408797
Pages: 208
Year: 2003-08-21
View: 842
Read: 994
This guide shows sales and marketing executive how to revamp their sales and marketing model and fully integrate the traditional methods of the salesman approach with the most effective and proven new technologies in order to meet the increasing revenue and margin demands.
Managing Sales Professionals
Author: William Winston, Joseph P Vaccaro
Publisher: Routledge
ISBN: 1136590617
Pages: 426
Year: 2013-01-11
View: 209
Read: 723
This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales staff. The author, Joseph Vaccaro, uses an “integrated model” approach. He integrates the marketing mix as it relates to selling, and then he delves into the daily situations and problems readers encounter as practicing sales managers. With cases at the end of each chapter that make the chapter material come to life, Managing Sales Professionals is a practical tool for those in the world of marketing and sales management. It is a realistic, pragmatic, practical, how-to approach that explains complex concepts in a clear and concise manner. Vaccaro avoids generalities, and he cuts right to the critical specifics for sales managers in the real world. Terms and concepts are clearly defined, and each chapter concludes with penetrating questions to further develop your sales management skills. Along with a highly pertinent chapter on legal and ethical aspects in selling, Managing Sales Professionals covers: how to recruit salespeople motivation procedures gender and racial diversity of the sales force how to plan and conduct a training program effective selling techniques how to develop brand awareness new sales technology how to determine pricing and discount policies compensation policies how to determine transportation policies control and evaluation procedures how to effectively interact with marketing Anyone looking to increase sales, such as business owners, consultants, marketing professionals, and practicing salespeople and sales managers, can use this book to examine their sales staffs and look for areas in which to improve. Managing Sales Professionals is also ideal for upper level undergraduate students as they learn the basics of how to sell, organize, and run a sales force.
The Digital Marketing Handbook
Author: Robert W. Bly
Publisher: Entrepreneur Press
ISBN: 1613083815
Pages: 274
Year: 2018-04-17
View: 1330
Read: 1143
What's Your Website's ROI? Written to help marketers—from the Fortune 1000 to small business owners and solopreneurs—turn their websites from cost centers to profit centers, The Digital Marketing Handbook by legendary copywriting pioneer and marketing expert Robert W. Bly teaches you the proven models and processes for generating a steady stream of traffic, conversions, leads, opt-ins, and sales. Whether you are marketing an online-based business, brick-and-mortar store, or a hybrid business, Bly will teach you how to: Integrate a digital marketing plan with traditional marketing outreach efforts Maximize open rates, click-through rates, conversions, and sales Avoid the most common internet marketing mistakes that cause people to fail online Build a large and responsive opt-in email list Master Google AdWords, Facebook Advertising, and other traffic-generating tactics Drive quality leads to your online and offline storefronts Produce brand awareness and generate leads with Snapchat, Instagram, Periscope, Pinterest, and other social media platforms Design hub sites, landing pages, and "squeeze pages" guaranteed to bring in leads Plus, Bly shares tested direct response methods that can increase your online revenues by 50, 100, and even 200 percent along with an extensive resource section to give your website a competitive edge.
GLOBAL BUSINESS MANAGEMENT AND INFORMATION TECHNOLOGY
Author: Prof. K. S. Thakur
Publisher: Horizon Books ( A Division of Ignited Minds Edutech P Ltd)
ISBN: 938404461X
Pages: 299
Year: 2014-06-01
View: 698
Read: 1154
School of Commerce and Business Studies, Jiwaji University organized a two days National Seminar on “Changing Scenario of Global Business Management and Information Technology” and I take great pleasure in presenting the edited book of papers submitted and presented in the National Seminar which is essential in this new and changing Global Business Management and Information Technology which requires new approaches to Business Management and Information Technology. There is a need to analyse key management, global economy and information technology theories from human perspective and measure their impact. The seminar was an endeavour to provide platform to all the academicians and practicing managers to interact together and discuss the course of action that businesses and technology needs to take to combat the fast changing global business scenario.
Classroom Management , A Proactive Approach
Author: CTI Reviews
Publisher: Cram101 Textbook Reviews
ISBN: 1467237949
Pages: 17
Year: 2016-09-26
View: 1206
Read: 440
Facts101 is your complete guide to Classroom Management , A Proactive Approach. In this book, you will learn topics such as Building Classroom Community, Developing Positive StudentTeacher Relationships, Managing Groups, and Enhancing Student Motivation plus much more. With key features such as key terms, people and places, Facts101 gives you all the information you need to prepare for your next exam. Our practice tests are specific to the textbook and we have designed tools to make the most of your limited study time.
S.U.R.E.-Fire Direct Response Marketing
Author: Russell Kern
Publisher: McGraw Hill Professional
ISBN: 0071395679
Pages: 304
Year: 2001-03-30
View: 358
Read: 1227
S.U.R.E.-Fire Direct Response Advertising delivers a proven, effective program for boosting business-to-business direct advertising response rates and converting sales leads into a steady stream of revenue. Readers are guided through the steps of the acclaimed S.U.R.E.-Fire program, which include strategic planning, marketing research, developing customer relationships, recognizing sales opportunities, and executing a sales lead campaign.
The Sales Acceleration Formula
Author: Mark Roberge
Publisher: John Wiley & Sons
ISBN: 1119047013
Pages: 224
Year: 2015-02-03
View: 579
Read: 712
Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.
RT Essentials
Author: Jesse Vincent, Robert Spier, Dave Rolsky, Darren Chamberlain, Richard Foley
Publisher: "O'Reilly Media, Inc."
ISBN: 0596006683
Pages: 200
Year: 2005-08-18
View: 567
Read: 1056
Provides information on using the ticketing system Request Tracker.
Harvard Business Review on Strategic Sales Management
Author:
Publisher: Harvard Business Press
ISBN: 1422114929
Pages: 197
Year: 2007
View: 383
Read: 401
You invest considerable time and money in managing your sales force. And if your company’s like many, you’re finding it increasingly difficult to ensure handsome returns on your investment in sales. This concise volume gives you the insights you need—from the preeminent thinkers whose work has defined the field, to the rising stars who will redefine the way we think about business
Leading Geeks
Author: Paul Glen
Publisher: John Wiley & Sons
ISBN: 0787965464
Pages: 288
Year: 2003-02-03
View: 887
Read: 653
Winner of the 2003 Financial Times Germany/getAbstract Business & Finance Book Award Leading Geeks challenges the conventional wisdom that leadership methods are universal and gives executives and managers the understanding they need to manage and lead the technologists on whom they have become so dependent. This much-needed book? written in nontechnical language by Paul Glen, a highly acclaimed management consultant? gives clear directions on how to effectively lead these brilliant yet notoriously resistant-to-being-managed knowledge workers. Glen not only provides proven management strategies but also background on why traditional approaches often don't work with geeks. Leading Geeks describes the beliefs and behavior of geeks, their group dynamics, and the unique nature of technical work. It also offers a unique twelve-part model that explains how knowledge workers deliver value to an organization.

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