The Sales Advantage

Author: Dale Carnegie
Publisher: Simon and Schuster
ISBN: 9780743250764
Release Date: 2003-01-08
Genre: Business & Economics

A Simon & Schuster eBook. Simon & Schuster has a great book for every reader.

Sales Force Design For Strategic Advantage

Author: A. Zoltners
Publisher: Springer
ISBN: 9780230514928
Release Date: 2004-06-25
Genre: Business & Economics

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

The Channel Advantage

Author: Tim Furey
Publisher: Routledge
ISBN: 9781136359224
Release Date: 2012-05-23
Genre: Business & Economics

'The Channel Advantage' deals with one topic, and deals with it comprehensively and rigorously: how to construct a sales channel system that will yield world-class sales performance and durable competitive advantage. This book helps readers move decisively away from the notion of channel strategy as a sideline to the core business. Building a channel advantage is the core business today, and this is an essential text and reference for all serious marketing and sales professionals and students. Channel innovation is separating market winners from market losers, and not just in leading-edge technology industries. In a business world where industry players are selling practically the same products at essentially the same prices at about the same cost, the only real source of sustainable competitive advantage is the sales channel: how you sell, not what you sell. Selling becomes a question of how to connect products with customers via the best mix of sales channels: the sales force, value-added partners, distributors, retail stores, telemarketing, and the Internet. In short, how companies sell has become as important as what they sell. 'The Channel Advantage' explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage. Timothy R. Furey is chairman, CEO and co-founder of Oxford Associates, a privately held consulting firm specializing in sales and market strategy, e-commerce channel integration and market research, based in Bethesda, Maryland. Oxford has achieved an annual growth of more than forty percent since its creation in 1991 and was named one of America's 500 fastest growing private companies by Inc. Magazine in 1997. Furey, a pioneer in the use of hybrid sales and marketing strategies for blue chip companies, works extensively with senior management leadership teams to develop and implement go-to-market growth strategies. His clients include IBM, American Express, Marriott, Xerox, Fidelity Investments, Bristol-Myers Squibb, and Johnson & Johnson. Under his leadership, Oxford Associates has developed leading-edge strategies, business processes and systems for deploying and integrating multi-channel sales and marketing systems. They work to align products with the right customers via an appropriate mix of the Internet, telesales, distributors, value-added partners, and traditional sales force channels. Mr. Furey is the co-author of THE CHANNEL ADVANTAGE (Butterworth-Heinemann, August 31, 1999), which is endorsed by the CEOs of America Online, Lotus Development, Ocean Spray, and Xerox. Mr. Furey also serves on the Board of Directors of Alpha Industries (Nasdaq:AHAA), a leading semiconductor manufacturer for wireless telephone applications. Previously, Mr. Furey worked with Boston Consulting Group, Strategic Planning Associates, Kaiser Associates and the Marketing Science Institute. He earned a BA in Economics, cum laude, from Harvard University and an MBA from the Harvard Business School. Lawrence G. Friedman is an internationally recognized channel strategy consultant whose clients have included companies such as Lotus, AT&T, Canon, Compaq Digital Equipment, Microsoft and Bell Atlantic. He also held executive level positions at Andersen Consulting and Huthwaite, Inc., the sales research firm that developed the SPIN Selling Model. In 1996, Friedman, with Neil Rackham and Richard Ruff, co-authored the best-seller, GETTING PARTNERING RIGHT (McGraw-Hill). He is on the review board of the Journal of Selling and Major Account Management, which published his article, Multiple Channel Sales Strategy, in the April, 1999 issue. His firm, The Sales Strategy Institute, works with clients to identify and evaluate new go-to-market opportunities and conducts in-depth channel strategy workshops and seminars. Mr. Friedman is a frequent guest speaker and lecturer on sales and channel strategy throughout the United States, Europe and Asia. Mr. Friedman earned an MA from the University of Chicago.

The Price Advantage

Author: Walter L. Baker
Publisher: John Wiley & Sons
ISBN: 047063300X
Release Date: 2010-07-15
Genre: Business & Economics

A comprehensive look at creating pricing strategies that work in both good economic times and bad Written by three preeminent pricing experts at McKinsey & Company, the Second Edition of The Price Advantage is a practical pricing guide for the executive or pricing practitioner who wants to identify, capture, and sustain substantial pricing gains in their business. Pricing is by far the most powerful profit lever that managers can influence. Yet few companies approach pricing in a way that fully capitalizes on its value. This Second Edition, a major revision and extension of the first book, shows you what it takes to achieve the price advantage in today's competitive and complex business environments. Based on in-depth, first-hand experience with thousands of companies, this book provides managers with a pragmatic guide through the maze of pricing issues. It reinforces why pricing excellence is more critical than ever today and then explains state-of-the-art approaches to analyzing and improving your own pricing strategy and execution. Explores the fundamental role of pricing infrastructure in achieving the price advantage Includes new topics such as software and information products pricing, lifecycle pricing, custom-configured products pricing, pricing of high-count product lines, pricing in distributed sales environments, "razor/razor blades" pricing, and tiered products and services pricing Revisits the full range of classic McKinsey pricing tools, including the pocket price waterfall and value maps Engaging and informative, the Second Edition of The Price Advantage will put this essential discipline in perspective.

Priceless

Author: William Poundstone
Publisher: Hill and Wang
ISBN: 1429943939
Release Date: 2010-01-05
Genre: Business & Economics

Prada stores carry a few obscenely expensive items in order to boost sales for everything else (which look like bargains in comparison). People used to download music for free, then Steve Jobs convinced them to pay. How? By charging 99 cents. That price has a hypnotic effect: the profit margin of the 99 Cents Only store is twice that of Wal-Mart. Why do text messages cost money, while e-mails are free? Why do jars of peanut butter keep getting smaller in order to keep the price the "same"? The answer is simple: prices are a collective hallucination. In Priceless, the bestselling author William Poundstone reveals the hidden psychology of value. In psychological experiments, people are unable to estimate "fair" prices accurately and are strongly influenced by the unconscious, irrational, and politically incorrect. It hasn't taken long for marketers to apply these findings. "Price consultants" advise retailers on how to convince consumers to pay more for less, and negotiation coaches offer similar advice for businesspeople cutting deals. The new psychology of price dictates the design of price tags, menus, rebates, "sale" ads, cell phone plans, supermarket aisles, real estate offers, wage packages, tort demands, and corporate buyouts. Prices are the most pervasive hidden persuaders of all. Rooted in the emerging field of behavioral decision theory, Priceless should prove indispensable to anyone who negotiates.

The Inbound Advantage

Author: James Roloff
Publisher: Createspace Independent Publishing Platform
ISBN: 1535130830
Release Date: 2016-07-04
Genre:

Sales has always been one of the most labor intensive jobs in a business. You're prospecting, cold calling, writing proposals, performing follow-ups, etc. While other departments have had efficiency gains through the use of technology, many sales teams are still living in the analog world. The Inbound Advantage is a book about developing a digital sales strategy. A way of doing sales that allows you to reach more people, more effectively, through the use of digital platforms. Educating prospects about who you are, what you do, and what you know. Capturing them using calls-to-action and marketing data. Consulting them by keeping them in your online inner-circle, building a strong and profitable relationship.

The Unfair Advantage Sell with NLP

Author: Duane Lakin
Publisher: BookBaby
ISBN: 9780967916255
Release Date: 2012-04-24
Genre: Business & Economics

The Unfair Advantage: Sell with NLP! is a book for people who want new skills to influence others, who know that all selling is personal, and who see the need to sell themselves more effectively. It is for people who want to have an advantage in everything that they say, write and do. It is for YOU if you want to find an edge--an advantage--in your work life. The Unfair Advantage: Sell with NLP! is a “workshop-in-a-workbook.” It contains practical ideas and exercises for applying NLP (neurolinguistic programming) to sales and marketing. It includes “how-to” ideas for selling face-to-face, telemarketing, direct mail, and other real-world situations. Included are examples of scripts and techniques that have produced proven sales increases. It is a theory-free collection of techniques based on a workshop that has been presented to CEOs and sales professionals in over 800 companies in the United States, Russia, Hungary, Italy, Canada, and England. NOTE FROM THE AUTHOR This book is unique in its focus on proven practical techniques. It is not a “motivation” book or a touchy-feely, self-affirmation book. You do not need motivation if you are having successful sales results. This book gives you the advantage you need to get such results. The Unfair Advantage began when a client said, “We want to stop coming in second.” Over the past thirty years, I have honed and tested the techniques that are in this book. Don’t buy this book looking for easy answers. It still takes practice. But everything in The Unfair Advantage: Sell with NLP! works, and it can work for you. INDUSTRIES WITH COMPANIES WHO USE The Unfair Advantage: Accounting Consulting Pharmaceuticals Advertising Consumer Products Real Estate Apparel & Accessories Cosmetics Service Automotive Electronics Software Banking Executive Search Technology Brokerage Financial Services Telecommunications Biotechnology Health Care Travel/Hospitality Call Centers Legal Chemical Manufacturing

The Advantage

Author: Patrick M. Lencioni
Publisher: John Wiley & Sons
ISBN: 9781118266106
Release Date: 2012-03-14
Genre: Business & Economics

There is a competitive advantage out there, arguably more powerful than any other. Is it superior strategy? Faster innovation? Smarter employees? No, New York Times best-selling author, Patrick Lencioni, argues that the seminal difference between successful companies and mediocre ones has little to do with what they know and how smart they are and more to do with how healthy they are. In this book, Lencioni brings together his vast experience and many of the themes cultivated in his other best-selling books and delivers a first: a cohesive and comprehensive exploration of the unique advantage organizational health provides. Simply put, an organization is healthy when it is whole, consistent and complete, when its management, operations and culture are unified. Healthy organizations outperform their counterparts, are free of politics and confusion and provide an environment where star performers never want to leave. Lencioni’s first non-fiction book provides leaders with a groundbreaking, approachable model for achieving organizational health—complete with stories, tips and anecdotes from his experiences consulting to some of the nation’s leading organizations. In this age of informational ubiquity and nano-second change, it is no longer enough to build a competitive advantage based on intelligence alone. The Advantage provides a foundational construct for conducting business in a new way—one that maximizes human potential and aligns the organization around a common set of principles.

The Ultimate Competitive Advantage

Author: Shawn D Moon
Publisher: BenBella Books, Inc.
ISBN: 9781940363646
Release Date: 2015-01-06
Genre: Business & Economics

“People are our most important asset.” Every company pays lip service to this platitude, but how many companies really embrace it? People are what sustain—or ruin—your brand. If your people are not excited about the company, indifferent, or even alienated from it, your competitive advantage will disappear. In The Ultimate Competitive Advantage, FranklinCovey experts Shawn D. Moon and Sue Dathe-Douglass lay out the steps leaders can take to tap into their companies’ most valuable and unique resource: people. When you promote a company of proactive and engaged employees who create a winning culture, sustain it, leverage it, and make it work no matter what comes your way, your business rises above the rest. From the company that brought you The 7 Habits of Highly Effective People, The Ultimate Competitive Advantage offers six highly effective practices that will propel your company to success by unleashing the potential of your people. Each practice in The Ultimate Competitive Advantage is based on fundamental principles that hold true across all industries, from the necessity of being proactive to the importance of building win-win relationships. Implementing these practices is the key to making a distinctive difference in the marketplace. The Ultimate Competitive Advantage will enable your company to achieve remarkable results and become an industry standout by leveraging your most important asset: your people.

The Dyslexic Advantage

Author: Brock Eide
Publisher: Penguin
ISBN: 9780452297920
Release Date: 2012-07
Genre: Family & Relationships

The neurolearning-expert creators of the award-winning blog by the same name reveal the unique brain structure and organization of dyslexic individuals, identifying how the differences responsible for reading challenges also enable specific mechanical, artistic, narrative and dynamic talents. Reprint.

The Anticipatory Organization

Author: Daniel Burrus
Publisher: Greenleaf Book Group
ISBN: 9781626344471
Release Date: 2017-10-10
Genre: Business & Economics

Technology-driven change is accelerating at an exponential rate, but moving fast in the wrong direction will only get you into trouble faster! Reacting to problems and digital disruptions, no matter how agile you and your organization are, is no longer good enough. The Anticipatory Organization teaches you how to separate the Hard Trends that will happen, from the Soft Trends that might happen, allowing you to jump ahead with low risk and the confidence certainty can provide. Accelerate innovation and actively shape the future—before someone else does it for you! Digital transformation has divided us all into two camps: the disruptor and the disrupted. The Anticipatory Organization gives you the tools you need to see disruption before it happens, allowing you to turn change into advantage. In The Anticipatory Organization, Burrus shows us that the future is far more certain than we realize, and finding certainty in an uncertain world provides a big advantage for those who know how and where to look for it. Inspired by the dramatic results that organizations are experiencing from his award-winning learning system, The Anticipatory Organization offers a comprehensive way to identify game-changing opportunities. Using the principles of this proven model, you will learn how to elevate planning, accelerate innovation, and transform results by pinpointing and acting upon enormous opportunities waiting to be discovered. Readers will learn how to: • Separate the Hard Trends that will happen from the Soft Trends that might happen • Anticipate disruptions, problems, and game-changing opportunities • Identify and pre-solve predictable problems • Accelerate innovation (both everyday innovation and exponential innovation) • Pinpoint and act upon enormous untapped opportunities ​• Skip problems and barriers to succeed faster

The Introvert s Edge

Author: Matthew Pollard
Publisher: AMACOM
ISBN: 9780814438886
Release Date: 2018-01-01
Genre: Business & Economics

An introvert? Great at sales? YES. Sales is a skill anyone can learn and master-and introverts are especially good at it once they learn how to leverage their natural strengths. Introverts aren't comfortable with traditional tactics like aggressively pushing a product or talking over a customer's objections. That's the beauty of The Introvert's Edge: it doesn't focus on the sale itself but on a sales system that helps introverts feel sincere instead of sales-y. Powerful and practical, the book reveals how to: Find natural confidence * Prepare for every situation * Present your value so that customers want to buy * Sidestep objections * Judge when the customer's ready to buy * Ask for the sale-without asking * Continually adapt and improve * Profit from a process that doesn't rely on personality * Enjoy sales With stories of introverted entrepreneurs, salespeople, and business owners who went from stagnant to success, The Introvert's Edge shows you how to succeed in sales-without changing who you are.

The Happiness Advantage

Author: Shawn Achor
Publisher: Currency
ISBN: 9780307591562
Release Date: 2010-09-14
Genre: Self-Help

Our most commonly held formula for success is broken. Conventional wisdom holds that if we work hard we will be more successful, and if we are more successful, then we’ll be happy. If we can just find that great job, win that next promotion, lose those five pounds, happiness will follow. But recent discoveries in the field of positive psychology have shown that this formula is actually backward: Happiness fuels success, not the other way around. When we are positive, our brains become more engaged, creative, motivated, energetic, resilient, and productive at work. This isn’t just an empty mantra. This discovery has been repeatedly borne out by rigorous research in psychology and neuroscience, management studies, and the bottom lines of organizations around the globe. In The Happiness Advantage, Shawn Achor, who spent over a decade living, researching, and lecturing at Harvard University, draws on his own research—including one of the largest studies of happiness and potential at Harvard and others at companies like UBS and KPMG—to fix this broken formula. Using stories and case studies from his work with thousands of Fortune 500 executives in 42 countries, Achor explains how we can reprogram our brains to become more positive in order to gain a competitive edge at work. Isolating seven practical, actionable principles that have been tried and tested everywhere from classrooms to boardrooms, stretching from Argentina to Zimbabwe, he shows us how we can capitalize on the Happiness Advantage to improve our performance and maximize our potential. Among the principles he outlines: • The Tetris Effect: how to retrain our brains to spot patterns of possibility, so we can see—and seize—opportunities wherever we look. • The Zorro Circle: how to channel our efforts on small, manageable goals, to gain the leverage to gradually conquer bigger and bigger ones. • Social Investment: how to reap the dividends of investing in one of the greatest predictors of success and happiness—our social support network A must-read for everyone trying to excel in a world of increasing workloads, stress, and negativity, The Happiness Advantage isn’t only about how to become happier at work. It’s about how to reap the benefits of a happier and more positive mind-set to achieve the extraordinary in our work and in our lives.

Waste to Wealth

Author: Peter Lacy
Publisher: Springer
ISBN: 9781137530707
Release Date: 2016-04-30
Genre: Business & Economics

Waste to Wealth proves that 'green' and 'growth' need not be binary alternatives. The book examines five new business models that provide circular growth from deploying sustainable resources to the sharing economy before setting out what business leaders need to do to implement the models successfully.

Shiftability

Author: Mitch Little
Publisher: Createspace Independent Publishing Platform
ISBN: 1541001648
Release Date: 2017-02
Genre:

All profits from the sale of Shiftability will be donated to charity water.org. Acclaimed business leaders Mitch Little and Hendre Coetzee share their decades of expertise in this innovative guidebook focused on helping you succeed in the sales force. The ways we do business and engage with customers are constantly changing in our high-tech, global world. Sales professionals must also change their methods to reach clients. In their book, Mitch and Hendre show how to achieve the mind-set shift you need first in order to have the capacity to change your methodologies. Mitch's expertise comes from leading sales and marketing teams at Microchip Technology, which reached its one-hundredth consecutive quarter of profitability in 2015. Hendre is a transformation specialist and advises business executives and boards on reaching their full potential. Together, these experts identified six core shifts-some surprising-that will empower sales professionals and lead to success. The sales world will continue to undergo dramatic changes. New strategies and methods are essential, but they require the right mind-set. Shiftability lays the necessary mental groundwork sales professionals need in order to implement these changes in methodology and thrive in a new environment. Brent Adamson, author of The Challenger Sale and The Challenger Customer, reiterates the importance of adaptability in the sales profession in his foreword.