Nonstop sales boom : powerful strategies to drive consistent sales growth year after year / Colleen Francis.

Format:

Book

Author/Creator:

Francis, Colleen, 1970- author.

Language:

English

Subjects (All):

Selling.

Customer relations.

Physical Description:

1 online resource (306 p.)

Edition:

1st edition

Place of Publication:

New York : American Management Association, 2014.

Language Note:

English

System Details:

text file

Summary:

Companies often get trapped in a boom-and-bust pattern, with sales results lurching between highs and lows and the end of each quarter culminating in a mad scramble to meet quotas. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from member of the team. The secret is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement. Readers will learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline. Packed with enlightening exam

Contents:

Cover; Title; Copyright; Contents; Acknowledgments; Introduction. A Better Ways: A Nonstop Sales Boom; PART I: ENGAGEMENT; Chapter 1: The ""Destructive Power of Boom-Bust Cycles; Key Characteristics of Booming Companies; Moving to a Perpetual Boom: TalkSwitch Inc.; Sales Bust Cycles; Fourteen Reasons Why Boom and Bust Cycles Are Unnatural and Damaging; Chapter 2: The Sales Radars: How the Continuous Sweep of Customer Engagement Destroys Tunnel Vision; The Three Categories of Tunnel Vision; Discovering Your Sales Radar: Shattering the One-Direction Bias

Your Sales Radar and the Four States of EngagementWhat Makes the Sales Radar So Unique?; Evaluating Your Success in Each of the Four States of Engagement; Your Sales Radar and the Sales Pipeline; PART II: ATTRACTION; Chapter 3: Of Math and MADness: How to Identify the Most Promising Prospects for Your Pipeline; Think Quantity: Set Your Prospecting Goals; Prequalification: You Don''t Have to Sell to Everyone!; Colleen''s Power Tip #1: Sales and Marketing Must Agree on Definitions; Colleen''s Power Tip #2: Pipeline Sales as Percentage Completed

Chapter 4: ""Wow, I See You Everywhere!"": Leveraging New Pathways to Reach the ProspectThe Old Sales Process; The New Sales Process; Be Ubiquitous; Harness the Power of Social Media; Step Away from the Computer; Make Sure Sales and Marketing Are in Sync; Colleen''s Power Tip #3: Nine Keys for Prospecting Perfection; Colleen''s Power Tip #4: Be Consistent; Chapter 5: The Expert Salespersons Publish What You Know-in Every Way Possible; Become a Publisher; Prove It! Case Studies Reinforce Your Expertise; Colleen''s Power Tip # 5: Marketing Is Not Just for Marketers; PART III: PARTICIPATION

Chapter 6: Before the Negotiations: Collaborate with Qualified Prospects on Proposed SolutionsQualification Requires Intimate Knowledge of Your Prospect; Vital Questions: What You Need to Know; Should They Stay or Should They Go?; Collaborate with Qualified Prospects on Solution Design; Evaluating a Proposal That''s Hard to Reject; Keep the Process Moving: How to Co-Create the Urgency to Participate; Colleen''s Power Tip# 6: 4M Meetings Get the Job Done; Chapter 7: Fearless Negotiatings How Candor and Rigorous Follow-Up Clear the Path to Closing

Decision: The Buyer Cogitates on Whether to Accept a ProposalNegotiation: Be Involved and Hold Firm; The Engage Four-Step Negotiation Plan; Colleen''s Power Tip #7: Turn Confrontations into Conversations; Colleen''s Power Tip #8: Use the Engage SALE Methodology to Answer Questions; Chapter 8: Participation Continues: Stay Engaged After the Close; Hit the Ground Running: Quick Start, Early Wins, and a Thank-You; Help Customers Take Full Advantage; Communicate the Tangible and Intangible Value; Two-Listed Seller: How Glen Keeps His Clients Informed and Happy

Colleen''s Power Tip #9: Eleven Tangible Ways to Create Intangible Value

Notes:

Includes index.

Description based on print version record.

ISBN:

9780814433775

0814433774

OCLC:

884552158