Mastering The Discovery Sales Meeting
Download Mastering The Discovery Sales Meeting full books in PDF, epub, and Kindle. Read online free Mastering The Discovery Sales Meeting ebook anywhere anytime directly on your device. Fast Download speed and no annoying ads. We cannot guarantee that every ebooks is available!
| Author | : Lynn Shourds |
| Publisher | : Independently Published |
| Total Pages | : 0 |
| Release | : 2024-02-25 |
| Genre | : Business & Economics |
| ISBN | : |
Why Should You Read This Book? Why is this book essential for your growth in technology sales? My experience spans over 25 years in this dynamic field, encompassing a wide range of products and services from foundational hardware to cutting-edge software, SaaS, ERP, MSP, and the intricate domain of Cybersecurity. My focus has always been on sales training - a critical element in maintaining and enhancing your sales proficiency, much like regular exercise is essential for physical fitness. This book is a comprehensive guide, distilling numerous discovery sales techniques that I have refined and validated throughout my career. It is an invaluable resource for new sales representatives starting from scratch, providing step-by-step guidance to master the art of the deal. Moreover, it offers experienced sales professionals the opportunity to discover new strategies and tactics that might have previously eluded them. A significant portion of this book addresses advanced challenges such as handling objections and effectively closing deals. These are pivotal moments that define a sales representative's capability. I offer practical advice, drawn from real-life scenarios and proven techniques, to empower you to approach these challenges with both confidence and skill. This book aims to accelerate your journey to becoming an adept sales professional in the tech industry. I invite you to join me in exploring the intricate and rewarding world of technology sales. Whether you are looking to build foundational skills or to refine and expand your existing knowledge, this book is your comprehensive guide to Mastering The Discovery Sales Meeting.
| Author | : Teresa Torres |
| Publisher | : Product Talk LLC |
| Total Pages | : 201 |
| Release | : 2021-05-19 |
| Genre | : Design |
| ISBN | : 1736633317 |
"If you haven't had the good fortune to be coached by a strong leader or product coach, this book can help fill that gap and set you on the path to success." - Marty Cagan How do you know that you are making a product or service that your customers want? How do you ensure that you are improving it over time? How do you guarantee that your team is creating value for your customers in a way that creates value for your business? In this book, you'll learn a structured and sustainable approach to continuous discovery that will help you answer each of these questions, giving you the confidence to act while also preparing you to be wrong. You'll learn to balance action with doubt so that you can get started without being blindsided by what you don't get right. If you want to discover products that customers love-that also deliver business results-this book is for you.
| Author | : Fernando Pizarro |
| Publisher | : |
| Total Pages | : 112 |
| Release | : 2021-07-29 |
| Genre | : |
| ISBN | : |
In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.
| Author | : John Care |
| Publisher | : Artech House |
| Total Pages | : 360 |
| Release | : 2008 |
| Genre | : Business & Economics |
| ISBN | : 1596933402 |
This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
| Author | : Neil Rackham |
| Publisher | : Taylor & Francis |
| Total Pages | : 253 |
| Release | : 2020-04-28 |
| Genre | : Business & Economics |
| ISBN | : 1000111482 |
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
| Author | : Scott Channell |
| Publisher | : |
| Total Pages | : 300 |
| Release | : 2019-04 |
| Genre | : |
| ISBN | : 9780976524182 |
Learn to set B2B discovery calls and sales appointments
| Author | : John Care |
| Publisher | : Artech House |
| Total Pages | : 407 |
| Release | : 2014-07-01 |
| Genre | : Business & Economics |
| ISBN | : 1608077446 |
Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.
| Author | : Thomas Freese |
| Publisher | : Sourcebooks, Inc. |
| Total Pages | : 441 |
| Release | : 2013-11-05 |
| Genre | : Business & Economics |
| ISBN | : 1402287534 |
"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more
| Author | : John Greenhoe |
| Publisher | : |
| Total Pages | : 114 |
| Release | : 2013-04-01 |
| Genre | : Business & Economics |
| ISBN | : 9781938077104 |
If you are not feeding new prospective major gift donors into your pipeline on a regular and systematic basis, sooner or later your efforts are going to stall. So, whether you are new to fundraising or have been active in the profession for years, this is a resource that can help you build new relationships and add good prospects to your portfolio. The book provides specific strategies that will increase your odds for success when you are ready to meet your donors. You will learn to "warm" your prospects so they are receptive to your outreach, to make allies of the gatekeepers who control access to the decision makers, and to conduct a qualification call that is both casual and purposeful. All of these methods are designed to initiate a comfortable and meaningful relationship that will one day result in a significant philanthropic investment.
| Author | : |
| Publisher | : |
| Total Pages | : |
| Release | : 2019 |
| Genre | : |
| ISBN | : |
How can you determine if a sales lead can become a qualified prospect? In this course, join Dean Karrel as he walks you through the process of gathering information and insights from a potential customer-also known as sales discovery. Dean explores sales discovery in detail-how it fits into the larger sales process, why it matters, how to prepare for discovery calls and meetings, digital sales tools and technology, and what skills and training salespeople should continue to hone. Learn how the discovery phase impacts the entire sales pipeline and learn about the benefits your sales team can experience from including this essential phase of selling.
