Proactive Sales Management 2nd Edition
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| Author | : William Miller |
| Publisher | : AMACOM |
| Total Pages | : 258 |
| Release | : 2009-07-15 |
| Genre | : Business & Economics |
| ISBN | : 0814414575 |
As the president of a major sales company and experienced sales management trainer, author William Miller provides sales managers a proven method for successfully managing both sales processes and salespeople. Packed with specific, field-tested techniques, ProActive Sales Management teaches you how to: motivate a sales team; get your sales team to prospect and qualify; create a proactive sales culture; effectively coach and counsel up and down the sales organization; reduce reports to one sheet of paper and 10 minutes a week; forecast with up to 90 percent accuracy; and take A players to A+ levels. Today’s sales managers have to be quicker than ever, being more proactive about hiring the best performers and retaining them while multitasking with managing complex sales processes in order to close more deals. Filled with all new metrics and tactics for making the numbers in today’s sales environment, ProActive Sales Management is an invaluable resource for this brand of highly in-demand leaders.
| Author | : William Miller |
| Publisher | : Amacom Books |
| Total Pages | : 240 |
| Release | : 2009 |
| Genre | : Business & Economics |
| ISBN | : 9780814414569 |
Few sales managers are true managers, often falling back on the skills that made them great at sales. This essential book, now updated with strategies in line with the changes in sales since the book's original publication, provides readers with a proven method for managing the sales process, as well as the salespeople. Packed with specific, field-tested techniques. Packed with all new metrics and tactics for making the numbers in today's competitive sales environment, this is an important resource no sales manager should be without.
| Author | : Arun Kumar & N. Meenakshi |
| Publisher | : Vikas Publishing House |
| Total Pages | : 969 |
| Release | : 2011 |
| Genre | : Business & Economics |
| ISBN | : 8125942599 |
Marketing is a way of doing business. It is all pervasive, a part of everyone’s job description. Marketing is an expression of a company’s character, and is a responsibility that necessarily belongs to the whole company and everyone in it.
| Author | : J. Kroon |
| Publisher | : Pearson South Africa |
| Total Pages | : 596 |
| Release | : 1998 |
| Genre | : Change |
| ISBN | : 9780798635479 |
| Author | : Patel Bhavesh |
| Publisher | : Vikas Publishing House |
| Total Pages | : 783 |
| Release | : 2012 |
| Genre | : Business & Economics |
| ISBN | : 8125931341 |
The book discusses all the issues related to Project Management. Strategic considerations, recognition of the human factor and need for administrative set-up are interwoven in this book while developing the main theme of the financial side of project management. New in this Book 1. New chapters titled 'Infrastructure Projects and Project Financing' have been added 2. 'Economic and Social Cost Benefit' and 'Network Analysis and Execution Plan' have been enriched with additional material 3. Components of interest rates has been elaborated and the concepts of cost of capital and required rate of return built on it 4. More examples and real cases and enhanced diagrammatic explanation 5. Chapterization scheme has been revised in the line of phases of project life cycle 6. References, footnotes and web links have been added to give readers access to extra material for further reading Key Features 1. Strategy, human aspect, administrative issues and system approach have been integrated in a single thread without compromising on conceptual clarity and simplicity 2. Use of spreadsheet has been extensively explained in chapters where it is most applicable 3. A continuous case has been built around the theme of each chapter throughout the book
| Author | : Kevin F. Davis |
| Publisher | : Greenleaf Book Group |
| Total Pages | : 164 |
| Release | : 2017-03-28 |
| Genre | : Business & Economics |
| ISBN | : 1626343896 |
2018 Axiom Business Book Award Winner, Silver Medal Straightforward advice for taking your sales team to the next level! If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset – true sales leadership begins with improving the leader within Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results Master the 7 keys to hiring great salespeople Create a more customer-driven sales team by blending the buyer’s journey into your sales process Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes Excel at the most challenging coaching conversation you face – how to solve a sales performance problem that is caused by a rep’s lousy attitude Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close Discover why so many salespeople fail at sales forecasting and how to impress your company’s upper management by submitting more accurate forecasts And much more… You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.
| Author | : Konrad Kokosa |
| Publisher | : Apress |
| Total Pages | : 1091 |
| Release | : 2018-11-12 |
| Genre | : Computers |
| ISBN | : 1484240278 |
Understand .NET memory management internal workings, pitfalls, and techniques in order to effectively avoid a wide range of performance and scalability problems in your software. Despite automatic memory management in .NET, there are many advantages to be found in understanding how .NET memory works and how you can best write software that interacts with it efficiently and effectively. Pro .NET Memory Management is your comprehensive guide to writing better software by understanding and working with memory management in .NET. Thoroughly vetted by the .NET Team at Microsoft, this book contains 25 valuable troubleshooting scenarios designed to help diagnose challenging memory problems. Readers will also benefit from a multitude of .NET memory management “rules” to live by that introduce methods for writing memory-aware code and the means for avoiding common, destructive pitfalls. What You'll LearnUnderstand the theoretical underpinnings of automatic memory management Take a deep dive into every aspect of .NET memory management, including detailed coverage of garbage collection (GC) implementation, that would otherwise take years of experience to acquire Get practical advice on how this knowledge can be applied in real-world software development Use practical knowledge of tools related to .NET memory management to diagnose various memory-related issuesExplore various aspects of advanced memory management, including use of Span and Memory types Who This Book Is For .NET developers, solution architects, and performance engineers
| Author | : Mari Anne Vanella |
| Publisher | : Happy About |
| Total Pages | : 110 |
| Release | : 2012-11 |
| Genre | : Business & Economics |
| ISBN | : 1607730995 |
Vanella's easy-to-read guide gives concise, easy-to-implement methods to get results with cold calls.
| Author | : Linda Richardson |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 204 |
| Release | : 1996 |
| Genre | : Business & Economics |
| ISBN | : 9780070523821 |
Written exclusively for sales managers; this brief; concise primer will help turn managerial skills into those of a top-notch teacher; motivator; and mentor - someone who gets results through inspiration and example. --
| Author | : Steve Andersen |
| Publisher | : AMACOM |
| Total Pages | : 304 |
| Release | : 2016-04-04 |
| Genre | : Business & Economics |
| ISBN | : 0814437168 |
If you want to gain the winning edge for your sales performance, it’s time to embrace the entire customer life cycle. Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers. Beyond the Sales Process provides you with a proven methodology for driving success before, during, and after every sale. Featuring instructional case studies from companies such as Hilton Worldwide, Merck, and Siemens, this resource reveals 12 essential strategies for salespeople wanting to take their performance to a whole new level, including: Research your customer Build a vision with them for their own success Understand your customer’s drivers, objectives, and challenges Create and realize value together Leverage your results to forge lasting--and mutually beneficial—relationships If you want to successfully sell to your customers, you need to know your customers…beyond the sales process!
