Membership rules! : the art of selling what matters / Sheri Jacobs, CAE.

Format:

Book

Author/Creator:

Jacobs, Sheri.

Series:

Jossey-Bass short format series.

Jossey-Bass short format series

Language:

English

Subjects (All):

Selling.

Business.

Physical Description:

1 online resource (vii, 44 pages).

Edition:

First edition.

Place of Publication:

San Francisco, CA : Jossey-Bass, 2013.

Language Note:

English

Summary:

This short form original eBook is an extension of Sheri's speaking engagements. It opens with an introduction to Sheri's key principles/rules of membership which will be expanded upon in much greater detail with examples in the full-length book publishing in January 2014. This original, 10,000 word, short format piece focuses on the principle of Selling What Matters,

Contents:

Membership Rules!: The Art of Selling What Matters; Copyright; Contents; Introduction; Sell What Matters; If You Can't Compete with Walmart, Stop Trying; Step One: Identify Unmet Needs; Case Study: Metal Treating Institute; Actions Sometimes Speak Louder Than Data; Filling the Knowledge Gaps; Step Two: Focus on Organizational Strengths; Successful Failures; Step Three: Monetize Your Offerings; Step Four: Market One Thing, Not Everything; Case Study: MTI; Deciding Whether Price Equals Value; Case Study: PAII Redefines Success; Case Study: PSIA-AASI Membership Gets a Liftby Embracing Change

Positively UnexpectedAction Steps; References; About the Author

Notes:

"A Wiley brand."

Includes bibliographical references.

Description based on online resource; title from PDF title page (ebrary, viewed September 21, 2013).

ISBN:

9781118767160

1118767160

9781118767122

1118767128

OCLC:

857969250