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Record Nr. |
UNINA9910464600803321 |
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Autore |
Schultz Mike |
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Titolo |
Insight Selling [[electronic resource] ] : Surprising Research on What Sales Winners Do Differently |
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Pubbl/distr/stampa |
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ISBN |
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Descrizione fisica |
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1 online resource (258 p.) |
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Altri autori (Persone) |
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Disciplina |
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Soggetti |
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Business |
Sales |
Selling |
Strategic planning |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di contenuto |
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Insight Selling: Surprising Research on What Sales Winners Do Differently; Copyright; Contents; Foreword; Preface; Chapter 1: Sales Winners Sell Differently; The New World of Selling; Analyzing What Sales Winners Do Differently; What's Actually Happening; Research from the Buyer's Perspective; Six-Prong Analysis Yields Fascinating Story; 3 Levels of RAIN Selling; Level 1 Is Connect; Level 2 Is Convince; Level 3 Is Collaborate; Level 1: Connect; Connecting the Dots and Solution Sales; Diagnosing versus Demonstrating Understanding; Aspirations, Afflictions, and Solutions |
Connecting the Dots Is Necessary but Not SufficientLevel 2: Convince; Fallacy of the No-Brainer Return on Investment (ROI) Case; Winners Convince They Offer Superior Value; Level 3: Collaborate; Rising Influence and Value of the Seller; Seller as Educator; Seller as Collaborator; Insight in a Sea of Information; Information, Options, and Buyer Decision Making; Buyers Want to Talk to Sellers; Insight across the 3 Levels; Chapter Summary; Overview; Key Takeaways; Chapter 2: What Is Insight Selling?; The New Source of Value; Value in the Seller, Not the Product |
Value in the Seller and the ProductInsight Selling-Overview; Insight |
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Selling Defined; A Fundamental Shift in Thinking; Seller as Change Agent; Chapter Summary; Overview; Key Takeaways; Chapter 3: Insight Selling and Value; Defining Value; "Overall Value Was Superior"; Value Proposition Essentials; Three Legs of the Value Proposition Stool; When a Component of Value Is Missing; How Insight Sellers Resonate, Differentiate, and Substantiate; Chapter Summary; Overview; Key Takeaways; Chapter 4: Insight and Level 1: Connect; Connecting with People; Personal Connection or Business Value? |
Importance of the Personal ConnectionLiking Leads to Trust; Establishing Value, Then Building Personal Relationships; Becoming Essential; Connecting the Dots; Understanding Need and Crafting Compelling Solutions; Leading Sales Conversations That Connect the Dots; Asking Questions That Demonstrate Understanding of Need; Asking Questions for Insight Selling; Chapter Summary; Overview; Key Takeaways; Chapter 5: Insight and Level 2: Convince; The Power of Story; Buyers Want to Be Convinced; Questions Buyers Ask Themselves; Convince Me to Consider This; Before a Convincing Story-Focused Meeting |
Convincing Story FrameworkChapter Summary; Overview; Key Takeaways; Chapter 6: Insight and Level 3: Collaborate; Power of Collaboration; Presentation versus Collaboration; Collaboration Is Unexpected; Effects of Collaboration; Psychological Ownership and Buying; Collaboration Is Powerful When Driving and Reacting to Demand; When the Seller Drives Demand; When the Buyer Drives Demand; Tips for Collaborating across the Sales Process; Facilitating Collaborative Group Discussions; P-Premise: Present, Problem, Possibility, or Paralysis; A-Assumptions; T-Truths; H-Hypotheses; S-Solutions |
Chapter Summary |
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Sommario/riassunto |
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What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of 3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishe |
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2. |
Record Nr. |
UNINA9910956495003321 |
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Titolo |
Exploring the digital frontier / / edited by Anne Woodsworth |
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Pubbl/distr/stampa |
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Bingley, UK, : Emerald, 2010 |
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ISBN |
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9786612964169 |
9781282964167 |
128296416X |
9781849509794 |
1849509794 |
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Edizione |
[1st ed.] |
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Descrizione fisica |
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1 online resource (231 p.) |
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Collana |
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Advances in librarianship, , 0065-2830 ; ; v. 32 |
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Altri autori (Persone) |
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Disciplina |
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Soggetti |
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Language Arts & Disciplines - Library & Information Science - General |
Business & Economics - Budgeting |
Business & Economics - Information Management |
Library, archive & information management |
Acquisitions & collection development |
Library science |
Information science |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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Collaborative information seeking : a literature review / Chirag Shah -- Using search engine technology to improve library catalogs / Dirk Lewandowski -- Information representation in mainstream videogames / Terrance S. Newell -- Library and information science education in the digital age / Heting Chu -- E-government and public access computers in public libraries / Diane L. Velasquez -- Social semantic corporate digital libraries : joining knowledge representation and knowledge management / Wolfgang G. Stock, Isabella Peters, Katrin Weller -- Planning strategically, designing architecturally : a framework for digital library services / Steven Buchanan -- Recent trends in EU information policy : toward greater transparency in the information society / Debbie Rabina, Scott Johnston. |
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Sommario/riassunto |
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"This volume presents international research and exhaustive reviews of |
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literature on a range of issues related to the evolving digital environment. Topics addressed include the educational impact of the digital environment on LIS education curricula and delivery mechanisms, and information representation and learning in videogames. Issues surrounding the improvement of library catalogues by emulating Web based search engines, and the extent to which collaborative information seeking is/is not enabled by existing search engines and tools are explored. This volume also presents research on social semantic corporate digital libraries, the use of E-texts in research projects in the humanities, and information access in e-government environments. With the growing trend for digital-only access to information, this volume of Advances in Librarianship makes an important contribution in both highlighting problems and challenges, and pointing to pathways for future solutions. The Advances in Librarianship book series covers current research and professional issues in libraries, the information industry, education and development of information professionals. The series is a key resource for practitioners, researchers, students and faculty members seeking in-depth literature and solutions to current and emerging issues in library and information science and related fields." |
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