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Insight Selling [[electronic resource] ] : Surprising Research on What Sales Winners Do Differently
| Insight Selling [[electronic resource] ] : Surprising Research on What Sales Winners Do Differently |
| Autore | Schultz Mike |
| Pubbl/distr/stampa | Hoboken, : Wiley, 2014 |
| Descrizione fisica | 1 online resource (258 p.) |
| Disciplina | 658.85 |
| Altri autori (Persone) | DoerrJohn E |
| Soggetto topico |
Business
Sales Selling Strategic planning |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-118-87501-X |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 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 |
| Record Nr. | UNINA-9910464600803321 |
Schultz Mike
|
||
| Hoboken, : Wiley, 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Insight Selling [[electronic resource] ] : Surprising Research on What Sales Winners Do Differently
| Insight Selling [[electronic resource] ] : Surprising Research on What Sales Winners Do Differently |
| Autore | Schultz Mike |
| Pubbl/distr/stampa | Hoboken, : Wiley, 2014 |
| Descrizione fisica | 1 online resource (258 p.) |
| Disciplina | 658.85 |
| Altri autori (Persone) | DoerrJohn E |
| Soggetto topico |
Business
Sales Selling Strategic planning |
| ISBN | 1-118-87501-X |
| Classificazione | BUS058000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 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 |
| Record Nr. | UNINA-9910786838103321 |
|
Schultz Mike
|
||
| Hoboken, : Wiley, 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Insight Selling : Surprising Research on What Sales Winners Do Differently
| Insight Selling : Surprising Research on What Sales Winners Do Differently |
| Autore | Schultz Mike |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Hoboken, : Wiley, 2014 |
| Descrizione fisica | 1 online resource (258 p.) |
| Disciplina | 658.85 |
| Altri autori (Persone) | DoerrJohn E |
| Soggetto topico |
Business
Sales Selling Strategic planning |
| ISBN | 1-118-87501-X |
| Classificazione | BUS058000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 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 |
| Record Nr. | UNINA-9910817218203321 |
|
Schultz Mike
|
||
| Hoboken, : Wiley, 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Professional services marketing [[electronic resource] ] : how the best firms build premier brands, thriving lead generation engines, and cultures of business development success / / Mike Schultz, John E. Doerr, and Lee W. Frederiksen
| Professional services marketing [[electronic resource] ] : how the best firms build premier brands, thriving lead generation engines, and cultures of business development success / / Mike Schultz, John E. Doerr, and Lee W. Frederiksen |
| Autore | Schultz Mike <1974-> |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, Inc., 2013 |
| Descrizione fisica | 1 online resource (370 p.) |
| Disciplina | 658.8 |
| Altri autori (Persone) |
DoerrJohn E
FrederiksenLee W |
| Soggetto topico |
Service industries - Marketing
Branding (Marketing) Marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-118-68845-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | pt. I. Strategy and planning -- pt. II. Focus on branding -- pt. III. Generating and nurturing leads -- pt. IV. Making the sale. |
| Record Nr. | UNINA-9910463208403321 |
|
Schultz Mike <1974->
|
||
| Hoboken, N.J., : John Wiley & Sons, Inc., 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Professional services marketing [[electronic resource] ] : how the best firms build premier brands, thriving lead generation engines, and cultures of business development success / / Mike Schultz, John E. Doerr, and Lee W. Frederiksen
| Professional services marketing [[electronic resource] ] : how the best firms build premier brands, thriving lead generation engines, and cultures of business development success / / Mike Schultz, John E. Doerr, and Lee W. Frederiksen |
| Autore | Schultz Mike <1974-> |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, Inc., 2013 |
| Descrizione fisica | 1 online resource (370 p.) |
| Disciplina | 658.8 |
| Altri autori (Persone) |
DoerrJohn E
FrederiksenLee W |
| Soggetto topico |
Service industries - Marketing
Branding (Marketing) Marketing |
| ISBN | 1-118-68845-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | pt. I. Strategy and planning -- pt. II. Focus on branding -- pt. III. Generating and nurturing leads -- pt. IV. Making the sale. |
| Record Nr. | UNINA-9910786862003321 |
|
Schultz Mike <1974->
|
||
| Hoboken, N.J., : John Wiley & Sons, Inc., 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Professional services marketing : how the best firms build premier brands, thriving lead generation engines, and cultures of business development success / / Mike Schultz, John E. Doerr, and Lee W. Frederiksen
| Professional services marketing : how the best firms build premier brands, thriving lead generation engines, and cultures of business development success / / Mike Schultz, John E. Doerr, and Lee W. Frederiksen |
| Autore | Schultz Mike <1974-> |
| Edizione | [2nd ed.] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, Inc., 2013 |
| Descrizione fisica | 1 online resource (370 p.) |
| Disciplina | 658.8 |
| Altri autori (Persone) |
DoerrJohn E
FrederiksenLee W |
| Soggetto topico |
Service industries - Marketing
Branding (Marketing) Marketing |
| ISBN | 1-118-68845-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | pt. I. Strategy and planning -- pt. II. Focus on branding -- pt. III. Generating and nurturing leads -- pt. IV. Making the sale. |
| Record Nr. | UNINA-9910815327303321 |
|
Schultz Mike <1974->
|
||
| Hoboken, N.J., : John Wiley & Sons, Inc., 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||