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1. |
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. |
UNISA996626269703316 |
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Autore |
Scheidegger Laemmle Cédric |
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Titolo |
Cicero in Basel : Locating Classical Reception in a Humanist City |
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Pubbl/distr/stampa |
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Berlin/Boston : , : Walter de Gruyter GmbH, , 2024 |
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©2024 |
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ISBN |
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Edizione |
[1st ed.] |
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Descrizione fisica |
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1 online resource (384 pages) |
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Collana |
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Disciplina |
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Soggetti |
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Civilization, Classical - Influence |
Humanism |
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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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Nota di contenuto |
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Intro -- Preface -- Contents -- Cicero and the Foundations of a Humanist City: History, Philology, Reception -- Section I: Foundations -- Looking for a Conditor. Munatius Plancus and the Cultural History of Basel from Cicero to the 20< -- sup> -- th< -- /sup> -- Century -- Connecting Cicero with Basel: Lucius Munatius Plancus, Ciceronis discipulus -- Piccolomineana -- Section II: Editions and Commentaries -- Cratander's Edition of Cicero (1528) from Humanist Basel -- Ciceroniana of the Froben Press -- Basel and Renaissance Commentary on Cicero's Speeches: Oporinus' 1553 Omnibus Edition -- Cicerone nella Basilea della Riforma. I commenti e le edizioni di Celio Secondo Curione -- Section III: Discussions and Engagements -- Erasmus' Ciceronianus und der imitatio-Diskurs der Antike -- In L. Muraenam. Ein Humanist als Ankläger am ambitus-Gerichtshof -- Begegnung mit Cicero: Vives' Somnium et Vigilia in Somnium Scipionis und der Basler Buchdruck -- Cicero - Vadians helfende Hand im ,reformierten' Mela-Kommentar (Basel 1522) -- Cicero und die Reformation am Oberrhein -- Section IV: Scholarship and Education -- Ein Naturrecht für Skeptiker: Cicero und die Aufklärung in Basel -- Cicero, Jacob Burckhardt und Basel. Eine Spurensuche -- Gerlach's Cicero versus Mommsen's Cicero in 19< -- sup> -- th< -- /sup> -- -Century Basel -- Abbreviations -- Bibliography -- List of Figures -- List of Tables -- List of Contributors -- Index of Ciceronian |
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Passages -- General Index. |
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Sommario/riassunto |
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The fifteen contributions to the multilingual volume together chart Cicero's presence in the cultural history of Basel - from the city's foundation to the heyday of humanist print culture, to the cultural politics of the modern day. |
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