Target Opportunity Selling: Top Sales Performers Reveal What Really Works (Marketing/Sales/Advertising & Promotion)

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9780071773072: Target Opportunity Selling: Top Sales Performers Reveal What Really Works (Marketing/Sales/Advertising & Promotion)

A game-changing sales model that targets opportunities in every stage of today's long sales cycle.
Target Opportunity Selling reports on how top sales performers are creating and winning deals in today's highly-competitive, post-recession marketplace. Based on more than 20,000 hours of interviews and field observation, sales thought leader Nic Read reveals how modern rainmakers are beating the odds and making it look easy.  At the heart of this 'sales renaissance' is the Sales Expansion Loop, a modern alternative for the 'sales funnel' that is better suited for long cycle, solution sales. Read shows how to navigate the Loop to manage large opportunities at every stage. Each chapter bursts with insights, anecdotes and Read's signature 'call it as he sees it' style, with practical how-tos on sales qualification, first meetings, competitive strategy, relationship management and closing. As a standalone work, this book makes a singular contribution to the sales profession. As a sequel to Read's first work, Selling to the C-Suite, this book is required reading for every professional's personal library.

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From the Author:

My first book, Selling to the C-Suite, was based on 10 years of empirical research into why and when senior executives get involved in large buying projects, and how salespeople can align with these power brokers to develop trusted relationships. This next book in the series, Target Opportunity Selling, tackles the same issue from the opposite side of the table and distills a series of common best practices top sellers apply to bring home the bacon. This was far more challenging than the first book, but became far more satisfying by the time the final manuscript rolled off the keyboard. It's been decades since hard research on this topic was done on such a large scale. And in beta testing these ideas with large sales teams who went out and proved anyone can learn, apply and prosper from these concepts, I think we're onto something of lasting value.

About the Author:

Nicholas A.C. Read is the founder and managing partner of the revenue growth consulting firm SalesLabs. Honored with the prestigious International Business Award ("the business world's own Oscars"--New York Post), he is a sought-after speaker, consultant, and columnist whose insights on sales and management are used daily by business leaders in more than 40 countries.

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ISBN 10: 007177307X ISBN 13: 9780071773072
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Nicholas A. C. Read
Editorial: McGraw-Hill Education - Europe, United States (2013)
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Descripción McGraw-Hill Education - Europe, United States, 2013. Hardback. Estado de conservación: New. Language: English . Brand New Book. The game-changing sales model that helps win target opportunities at every stage of the sales cycle Sales guru Nic Read broke new ground with his chart topping Selling to the C-Suite--an instant classic based on 10 years of interviews with executive buyers that revealed the best ways to get onto their radar, into their office, and across their business. Now in this highly anticipated sequel, Read unveils the latest science and art of selling from the other side of the table by following elite sellers through every step of today s complex sales cycle. What they really do to win strategic, competitive deals might surprise you. Target Opportunity Selling is based on 20,000 hours of fieldwork with top business-to-business sellers in small, medium, and large enterprises around the world to learn how they create, pursue, and win large target opportunities. A source of lightning in a bottle, this step-by-step playbook reveals: Qualification criteria you must measure early, middle, and late in every sale How to use sales strategy and competitive countertactics to your advantage Techniques to identify and build support from the most influential stakeholders Approaches to exert control over the customer s evaluation process and mindset Why last century s sales funnel has had its day--and may actually hurt solution selling Thought-provoking and insightful, Target Opportunity Selling is another master class from one of today s most popular sales authors. PRAISE FOR TARGET OPPORTUNITY SELLING Target Opportunity Selling is a world-class, comprehensive guide to winning today s big sales opportunities. This serious, research-based work details not only what you must do to win with the right strategy and approach, but precisely how you must do it, down to what to say during a face-to-face sales call. I m delighted to add this to my list of highly recommended books on selling. -- Dave Stein, CEO, ES Research Group, Inc. Compelling. A good fit to the approach Novozymes uses to match our selling capabilities to customers needs, then deliver solutions that hit highvalue strategic priorities. We have used Nic s prior book and workshop Selling to the C-Suite to help our people engage with customers at a higher level. Target Opportunity Selling provides the next lesson in moving to the realm of strategic selling. -- Andrew Fordyce, Executive Vice President, Business Operations, Novozymes A/S There s something to take away from every chapter in this book. It s a great forensic examination of the sales process, but it s not written like a clinical text. This book engages, inspires, and gives sound direction every salesperson can benefit from. -- Craig Steel, Americas Theater Lead, Cloud Business Director, EMC Whether you are a start-up, lone wolf, or sales neophyte looking for best practices and tools, or a seasoned sales executive looking to sharpen the saw, Target Opportunity Selling provides invaluable insight and practical applications for the how of today s top sellers. -- David Hinson, Enterprise Collaboration Specialist, Cisco Systems. Nº de ref. de la librería AA39780071773072

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Nicholas A. C. Read
Editorial: McGraw-Hill Education - Europe, United States (2013)
ISBN 10: 007177307X ISBN 13: 9780071773072
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Descripción McGraw-Hill Education - Europe, United States, 2013. Hardback. Estado de conservación: New. Language: English . Brand New Book. The game-changing sales model that helps win target opportunities at every stage of the sales cycle Sales guru Nic Read broke new ground with his chart topping Selling to the C-Suite--an instant classic based on 10 years of interviews with executive buyers that revealed the best ways to get onto their radar, into their office, and across their business. Now in this highly anticipated sequel, Read unveils the latest science and art of selling from the other side of the table by following elite sellers through every step of today s complex sales cycle. What they really do to win strategic, competitive deals might surprise you. Target Opportunity Selling is based on 20,000 hours of fieldwork with top business-to-business sellers in small, medium, and large enterprises around the world to learn how they create, pursue, and win large target opportunities. A source of lightning in a bottle, this step-by-step playbook reveals: Qualification criteria you must measure early, middle, and late in every sale How to use sales strategy and competitive countertactics to your advantage Techniques to identify and build support from the most influential stakeholders Approaches to exert control over the customer s evaluation process and mindset Why last century s sales funnel has had its day--and may actually hurt solution selling Thought-provoking and insightful, Target Opportunity Selling is another master class from one of today s most popular sales authors. PRAISE FOR TARGET OPPORTUNITY SELLING Target Opportunity Selling is a world-class, comprehensive guide to winning today s big sales opportunities. This serious, research-based work details not only what you must do to win with the right strategy and approach, but precisely how you must do it, down to what to say during a face-to-face sales call. I m delighted to add this to my list of highly recommended books on selling. -- Dave Stein, CEO, ES Research Group, Inc. Compelling. A good fit to the approach Novozymes uses to match our selling capabilities to customers needs, then deliver solutions that hit highvalue strategic priorities. We have used Nic s prior book and workshop Selling to the C-Suite to help our people engage with customers at a higher level. Target Opportunity Selling provides the next lesson in moving to the realm of strategic selling. -- Andrew Fordyce, Executive Vice President, Business Operations, Novozymes A/S There s something to take away from every chapter in this book. It s a great forensic examination of the sales process, but it s not written like a clinical text. This book engages, inspires, and gives sound direction every salesperson can benefit from. -- Craig Steel, Americas Theater Lead, Cloud Business Director, EMC Whether you are a start-up, lone wolf, or sales neophyte looking for best practices and tools, or a seasoned sales executive looking to sharpen the saw, Target Opportunity Selling provides invaluable insight and practical applications for the how of today s top sellers. -- David Hinson, Enterprise Collaboration Specialist, Cisco Systems. Nº de ref. de la librería AA39780071773072

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Descripción McGraw-Hill Education. Hardcover. Estado de conservación: New. Hardcover. 288 pages. A game-changing sales model that targets opportunities in every stage of todays long-lead sale Target Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world. Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale. Nicholas A. C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed the business worlds own Oscars by the New York Post. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Hardcover. Nº de ref. de la librería 9780071773072

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Descripción McGraw-Hill Education, 2014. HRD. Estado de conservación: New. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Nº de ref. de la librería CM-9780071773072

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Descripción McGraw-Hill Education, 2013. Hardcover. Estado de conservación: New. Nº de ref. de la librería INGM9780071773072

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