Smart Calling
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| Author | : Art Sobczak |
| Publisher | : John Wiley & Sons |
| Total Pages | : 261 |
| Release | : 2010-03-04 |
| Genre | : Business & Economics |
| ISBN | : 0470619813 |
Praise for SMART CALLING "Finally, a sales book that makes sense! As a master sales trainer, Art nailed—no, obliterated—the number one fear of selling in this great book: cold calling! Let him teach you to stop cold calling and start Smart Calling!"—LARRY WINGET, television personality and New York Times bestselling author "Smart Calling is the benchmark as the highest professional standard for effective cold calling. Take the initiative to read and implement Art's rational principles and you will sell much more and develop a prospect base of potential customers who will call you when they are ready to purchase or graciously take your future calls. This is THE BEST sales text I have read in the past twenty years."—REX CASWELL, PhD, VP, LexisNexis Telephone Sales "You get only one chance to make the right impression in sales. If a top prospect gets a hundred calls a week, you want to be the one he remembers and buys from. Art's proven methods create a unique brand for you and position your offering as the best option. Art's advice isn't just smart, it's priceless."—BOB SILVY, VP, Corporate Marketing, American City Business Journals "Smart Calling effectively enables inside sales reps and organizations to accomplish a top priority—acquiring new customers. Art's pragmatic and actionable techniques will increase productivity, success, and professional satisfaction."—BILL McALISTER, SVP, Inside Sales, McAfee "A must-read, must-own book for anyone who wants to increase their sales right away with less effort and more fun. I'm so sure this book is a winner for anyone who needs to call prospects that I'll personally assure you that your results will increase noticeably after reading it, or I'll send you your money back."—MIKE FAITH, CEO & President, Headsets.com, Inc. "If you need to make a first call to anyone, for whatever reason, this book is for you. More than common sense, it's a real-world, no-fluff, simple approach that anyone can use to be successful."—DARCI MAENPA, President, West Coast Chapter, American Teleservices Association; Director, Member Support, Toastmasters International
| Author | : Keith Rosen |
| Publisher | : Dorling Kindersley Ltd |
| Total Pages | : 407 |
| Release | : 2004-08-03 |
| Genre | : Business & Economics |
| ISBN | : 0241881773 |
Does this sound familiar? 'If I could get in front of the prospect, the rest of the selling process becomes easier. It's just getting in front of them that's the challenge'. The fact is most cold-calling efforts are doomed from the start. Salespeople lose sales not due to a lack of effort but because they lack a prospecting system they are comfortable with, and can trust to generate greater, consistent results. If you are feeling the same way you have been for the last several years (including the 'calling to check in, touch base or follow-up' approach) or haven't been prospecting at all, you're simply making it easier for your competition to take away the new business you are working so hard to earn. So, if you love to sell but hate (or don't like) to prospect, this book is your opportunity to maximize your cold calling potetnial and boost your income by learning how to get in front of the right prospects in less time and create greater selling opportunities without the fear, pressure or anxiety associated with cold calling.
| Author | : Jim VandeHei |
| Publisher | : Workman Publishing Company |
| Total Pages | : 195 |
| Release | : 2022-09-20 |
| Genre | : Business & Economics |
| ISBN | : 1523520124 |
Brevity is confidence. Length is fear. This is the guiding principle of Smart Brevity, a communication formula built by Axios journalists to prioritize essential news and information, explain its impact and deliver it in a concise and visual format. Now, the co-founders of Axios have created an essential guide for communicating effectively and efficiently using Smart Brevity—think Strunk and White’s Elements of Style for the digital age. In SMART BREVITY: The Power of Saying More with Less, Axios co-founders Jim VandeHei, Mike Allen, and Roy Schwartz teach readers how to say more with less in virtually any format. They also share communications lessons learned from their decades of experience in media, business and communications.
| Author | : Tom McMakin |
| Publisher | : John Wiley & Sons |
| Total Pages | : 279 |
| Release | : 2018-03-13 |
| Genre | : Business & Economics |
| ISBN | : 111943470X |
The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
| Author | : Geoff Smart |
| Publisher | : Ballantine Books |
| Total Pages | : 210 |
| Release | : 2008-09-30 |
| Genre | : Business & Economics |
| ISBN | : 0345504194 |
In this instant New York Times Bestseller, Geoff Smart and Randy Street provide a simple, practical, and effective solution to what The Economist calls “the single biggest problem in business today”: unsuccessful hiring. The average hiring mistake costs a company $1.5 million or more a year and countless wasted hours. This statistic becomes even more startling when you consider that the typical hiring success rate of managers is only 50 percent. The silver lining is that “who” problems are easily preventable. Based on more than 1,300 hours of interviews with more than 20 billionaires and 300 CEOs, Who presents Smart and Street’s A Method for Hiring. Refined through the largest research study of its kind ever undertaken, the A Method stresses fundamental elements that anyone can implement–and it has a 90 percent success rate. Whether you’re a member of a board of directors looking for a new CEO, the owner of a small business searching for the right people to make your company grow, or a parent in need of a new babysitter, it’s all about Who. Inside you’ll learn how to • avoid common “voodoo hiring” methods • define the outcomes you seek • generate a flow of A Players to your team–by implementing the #1 tactic used by successful businesspeople • ask the right interview questions to dramatically improve your ability to quickly distinguish an A Player from a B or C candidate • attract the person you want to hire, by emphasizing the points the candidate cares about most In business, you are who you hire. In Who, Geoff Smart and Randy Street offer simple, easy-to-follow steps that will put the right people in place for optimal success.
| Author | : Welton B. Marsland |
| Publisher | : HarperCollins Australia |
| Total Pages | : 193 |
| Release | : 2017-11-01 |
| Genre | : Fiction |
| ISBN | : 1489251626 |
A small town, a new arrival, and a love that is as undeniable as it is unlawful... Victoria, Australia, 1891 Anglican priest Matthew Ottenshaw receives his first posting in tiny Dinbratten, two days' ride from his Melbourne home. Determined to honour his calling as best he can, he throws himself into the footy mad, two–pub town, navigating the dusty streets, learning the gossip, and striking up a friendship with Jonah Parks, the resident police sergeant and local bona fide hero. A police officer and a priest often find themselves needed at the same place, and Jonah and Matthew's friendship deepens quickly, as they set about their business of protecting the bodies and souls of Dinbratten's residents. When a bushfire threatens the town, and Matthew's inexperience with fire endangers the church buildings, Jonah comes to the rescue, and a reckless kiss in the midst of the chaos takes their friendship to forbidden. Neither Matthew nor Jonah can go back to the way things were before, but continuing their relationship puts everything at risk: their jobs, their friends, even their lives. In the outback town of Dinbratten where everyone knows everything about everyone else, how can they ever expect to keep a secret this explosive? MORE PRAISE 'Told with an old-fashioned, authentically Australian wink and a smile...By the Currawong's Call is also a tale with a very timely message: people in love will marry whether it's legal or not.' - Australian author Kim Kelly 'By the Currawong's Call, set in 1891 rural Australia, is a gorgeous story of forbidden love.' - The Novel Approach Reviews 'There is a lushness to the writing, a sweeping, lyrical feeling to the story that just drew me in and kept me captivated.' - Joyfully Jay LGBTQ romance reviews
| Author | : Jeb Blount |
| Publisher | : John Wiley & Sons |
| Total Pages | : 311 |
| Release | : 2015-09-29 |
| Genre | : Business & Economics |
| ISBN | : 1119144760 |
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
| Author | : Carl T. Bergstrom |
| Publisher | : Random House Trade Paperbacks |
| Total Pages | : 338 |
| Release | : 2021-04-20 |
| Genre | : Political Science |
| ISBN | : 0525509208 |
Bullshit isn’t what it used to be. Now, two science professors give us the tools to dismantle misinformation and think clearly in a world of fake news and bad data. “A modern classic . . . a straight-talking survival guide to the mean streets of a dying democracy and a global pandemic.”—Wired Misinformation, disinformation, and fake news abound and it’s increasingly difficult to know what’s true. Our media environment has become hyperpartisan. Science is conducted by press release. Startup culture elevates bullshit to high art. We are fairly well equipped to spot the sort of old-school bullshit that is based in fancy rhetoric and weasel words, but most of us don’t feel qualified to challenge the avalanche of new-school bullshit presented in the language of math, science, or statistics. In Calling Bullshit, Professors Carl Bergstrom and Jevin West give us a set of powerful tools to cut through the most intimidating data. You don’t need a lot of technical expertise to call out problems with data. Are the numbers or results too good or too dramatic to be true? Is the claim comparing like with like? Is it confirming your personal bias? Drawing on a deep well of expertise in statistics and computational biology, Bergstrom and West exuberantly unpack examples of selection bias and muddled data visualization, distinguish between correlation and causation, and examine the susceptibility of science to modern bullshit. We have always needed people who call bullshit when necessary, whether within a circle of friends, a community of scholars, or the citizenry of a nation. Now that bullshit has evolved, we need to relearn the art of skepticism.
| Author | : Sarah Cooper |
| Publisher | : Andrews McMeel Publishing |
| Total Pages | : 176 |
| Release | : 2016-10-04 |
| Genre | : Humor |
| ISBN | : 1449483216 |
Funny because it's true. From the creator of the viral sensation "10 Tricks to Appear Smart in Meetings" comes the must-have book you never knew you needed, 100 Tricks to Appear Smart in Meetings. In it, you will learn how to appear smart in less than half the time it takes to actually learn anything. You know those subtle tricks your coworkers are all guilty of? The constant nodding, pretend concentration, useless rhetorical questions? These tricks make them seem like they know what they’re doing when in fact they have no clue. This behavior is so ingrained, so subtle, and so often mistaken for true intelligence that identifying it, calling it out, or compiling it into an exhaustive digest has never been attempted. Until now. Complete with illustrated tips, examples, and scenarios, 100 Tricks gives you actionable ways to use words like “actionable,” in order to sound smart. Every type of meeting is covered, from general meetings where you stopped paying attention almost immediately, to one-on-one meetings you zoned out on, to impromptu meetings you were painfully subjected to at the last minute. It’s all here. Open this book to any page and find an easy-to-digest trick with an even easier-to-digest illustration, guiding you on: how to nail the big meeting by pacing and nodding most effective ways to listen to your coworkers while still completely ignoring them the key to making your presentations “interactive.” If you hadn’t noticed these behaviors before, you will see them now—from your colleagues, your managers, and soon yourself. Each trick is a mirror to the reality of what happens in meetings, told in the form of hilariously bad advice—advice that you might just want to take. But probably not. But maybe.
| Author | : Robert Davis Smart |
| Publisher | : WestBow Press |
| Total Pages | : 99 |
| Release | : 2017-03-22 |
| Genre | : Religion |
| ISBN | : 1512780405 |
Although there is nothing sweeter than the Gospel, there is more sweetness to be enjoyed after ones conversion to Christ. Many Christians fail to experience transformation in the discovery of Gods call on their lives in the areas of work, family, and service. Even the idea of calling has been relegated to full-time vocational service, leaving out the other 90% of Gods people. What if we could overcome the major obstacles to joyful fulfillment in our callings to Christ? What about the importance of being called to an ordinary place that counts for eternity? What if we begin to live out of the heart God gave us rather than the demands and expectations of others we had not considered are ruling us in negative ways? Dr. Bob Smart walks his readers through the practical steps to owning Gods calling of us in all areas of life, which promises to lead to freedom and meaningful living in this second season of spiritual formation. This is the second book of four seasons of spiritual formation.
