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Selling professional and financial services handbook / / Scott Paczosa, Chuck Peruchini
| Selling professional and financial services handbook / / Scott Paczosa, Chuck Peruchini |
| Autore | Paczosa Scott |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , [2014] |
| Descrizione fisica | 1 online resource (191 p.) |
| Disciplina | 332.1068/8 |
| Altri autori (Persone) | PeruchiniChuck |
| Collana | Wiley finance |
| Soggetto topico |
Financial services industry
Strategic planning Selling |
| ISBN |
1-118-72844-0
1-118-72820-3 1-118-72809-2 |
| Classificazione | BUS027000 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Selling Professional and Financial Services Handbook; Contents; Preface; Acknowledgments; A New Way to Sell; Chapter 1 Changing Times, a New Dimension: The Rock-Ripple Strategy; IT'S ALL ABOUT RECOGNIZING CHANGE; WHAT THE MAN ON THE DOORSTEP DID; SENSE THE WAVE, TRACE THE RIPPLES; THE ROCK-RIPPLE EFFECT; Chapter 2 Fields of Vision, New Relationships: On Being a Guru; WHAT DOESN'T WORK; WHAT DOES; BUILDING GURU STATUS; CREATIVE SOLUTIONS; WHAT'S NEXT?; Chapter 3 Four-Stage Process: Why and How It Works; WHY THE FIRST MOVER WINS; GETTING STARTED, FROM WHEREVER YOU MAY CURRENTLY BE
HOW THE STAGES WORK Stage 1: Identify; Stage 2: Evaluate; Stage 3: Innovate; Stage 4: Deploy; Stage 1: IDENTIFY; Chapter 4 The Identify Stage: What to Look For; THE INDUSTRIAL MINDSET; DEFINING AND THINKING ABOUT WHAT TO LOOK FOR; EXPERIMENTS IN MIND STRETCHING; DRAWING PARALLELS; Chapter 5 The Identify Stage: How to Look Systematically; THE ENTREPRENEURIAL MINDSET; PUTTING YOURSELF IN THE PATH; TAPPING THE INTERNET; TAPPING HUMAN INTELLIGENCE; NARROWING DOWN AND HOMING IN: HOW THE IDENTIFY PROCESS COMES TOGETHER; MOVING ON . . .; Stage 2: EVALUATE Chapter 6 Intro to Evaluation: Basics and the First Step THE PROCESS: FIRST THINGS FIRST; LOST IN SPACE; OTHER POSSIBLE OUTCOMES; NUMBERS VERSUS JUDGMENT; MOVING ON; Chapter 7 Deeper Evaluation; EVALUATION POINTS; GETTING TO "NO"; A NOTE ON STRATEGY VERSUS SALES SKILLS; "YES," PLUS CONTINUOUS IMPROVEMENT; EVERY STEP COUNTS; "YES," PLUS ONE FOR THE PORTFOLIO; Stage 3: INNOVATE; Chapter 8 Innovation and Preparation; WHERE YOU STAND IN THE PROCESS; INNOVATING THE SOLUTION; THE MULTILAYERED BENEFITS OF INNOVATION; INNOVATING THE CAMPAIGN; BUILDING THE PACKAGE FOR THE SALES FORCE BACKGROUND MATERIALSTARGETING; THE MESSAGE AND THE TALK TRACK; THE PROFESSIONAL TEAM AND QUALIFICATIONS; Chapter 9 Top-of-Mind Awareness Tools and Launch; PARALLEL MARKETING EFFORTS FOR PERSISTENT ISSUES; TARGETS, TRACKING, REPORTING; THE LAUNCH CALL; Stage 4: DEPLOY; Chapter 10 Transforming How You Sell: What's New, What Isn't; A GAME PLAN, NOT BASIC COACHING; WHAT YOU ARE SETTING OUT TO DO IN THE DEPLOY STAGE; TRANSFORMATION, NOT A BLITZ; Chapter 11 Steps to Full Deployment; TRACKING, REFINING, AND EXTENDING THE INITIATIVE; WHAT'S NEXT, WHAT'S NEXT? INITIATIVES MAY END, BUT THE PROCESS DOESN'T; BUILDING RELATIONSHIPS WITH CONTENT TOOLS AND EVENTS; SELLING TO BOTH SIDES OF THE CLIENT; ROUNDTABLES AND OTHER "SCALE" OUTREACH EVENTS; KEEP IT SIMPLE; EXTENDING RELATIONSHIPS INTO OTHER INITIATIVES; THE MULTIPLIER EFFECT AND THE SMALL-WORLD EFFECT; INDIRECT SALES: THE ULTIMATE PAYOFF; Chapter 12 Hunting or Farming? It's Both: An Approach for New and Existing Clients; THE DOWNSIDES OF ACCOUNT-CENTRIC FARMING (AND WHY ROCK-RIPPLE IS SUPERIOR); EFFICIENCIES ON THE HUNTING SIDE; WHERE THE DIFFERENCES COME IN; INDIRECT SALES: THE BIG DIFFERENCE Chapter 13 Where to Go from Here |
| Record Nr. | UNINA-9910139014003321 |
Paczosa Scott
|
||
| Hoboken, New Jersey : , : Wiley, , [2014] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Selling professional and financial services handbook / / Scott Paczosa, Chuck Peruchini
| Selling professional and financial services handbook / / Scott Paczosa, Chuck Peruchini |
| Autore | Paczosa Scott |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , [2014] |
| Descrizione fisica | 1 online resource (191 p.) |
| Disciplina | 332.1068/8 |
| Altri autori (Persone) | PeruchiniChuck |
| Collana | Wiley finance |
| Soggetto topico |
Financial services industry
Strategic planning Selling |
| ISBN |
1-118-72844-0
1-118-72820-3 1-118-72809-2 |
| Classificazione | BUS027000 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Selling Professional and Financial Services Handbook; Contents; Preface; Acknowledgments; A New Way to Sell; Chapter 1 Changing Times, a New Dimension: The Rock-Ripple Strategy; IT'S ALL ABOUT RECOGNIZING CHANGE; WHAT THE MAN ON THE DOORSTEP DID; SENSE THE WAVE, TRACE THE RIPPLES; THE ROCK-RIPPLE EFFECT; Chapter 2 Fields of Vision, New Relationships: On Being a Guru; WHAT DOESN'T WORK; WHAT DOES; BUILDING GURU STATUS; CREATIVE SOLUTIONS; WHAT'S NEXT?; Chapter 3 Four-Stage Process: Why and How It Works; WHY THE FIRST MOVER WINS; GETTING STARTED, FROM WHEREVER YOU MAY CURRENTLY BE
HOW THE STAGES WORK Stage 1: Identify; Stage 2: Evaluate; Stage 3: Innovate; Stage 4: Deploy; Stage 1: IDENTIFY; Chapter 4 The Identify Stage: What to Look For; THE INDUSTRIAL MINDSET; DEFINING AND THINKING ABOUT WHAT TO LOOK FOR; EXPERIMENTS IN MIND STRETCHING; DRAWING PARALLELS; Chapter 5 The Identify Stage: How to Look Systematically; THE ENTREPRENEURIAL MINDSET; PUTTING YOURSELF IN THE PATH; TAPPING THE INTERNET; TAPPING HUMAN INTELLIGENCE; NARROWING DOWN AND HOMING IN: HOW THE IDENTIFY PROCESS COMES TOGETHER; MOVING ON . . .; Stage 2: EVALUATE Chapter 6 Intro to Evaluation: Basics and the First Step THE PROCESS: FIRST THINGS FIRST; LOST IN SPACE; OTHER POSSIBLE OUTCOMES; NUMBERS VERSUS JUDGMENT; MOVING ON; Chapter 7 Deeper Evaluation; EVALUATION POINTS; GETTING TO "NO"; A NOTE ON STRATEGY VERSUS SALES SKILLS; "YES," PLUS CONTINUOUS IMPROVEMENT; EVERY STEP COUNTS; "YES," PLUS ONE FOR THE PORTFOLIO; Stage 3: INNOVATE; Chapter 8 Innovation and Preparation; WHERE YOU STAND IN THE PROCESS; INNOVATING THE SOLUTION; THE MULTILAYERED BENEFITS OF INNOVATION; INNOVATING THE CAMPAIGN; BUILDING THE PACKAGE FOR THE SALES FORCE BACKGROUND MATERIALSTARGETING; THE MESSAGE AND THE TALK TRACK; THE PROFESSIONAL TEAM AND QUALIFICATIONS; Chapter 9 Top-of-Mind Awareness Tools and Launch; PARALLEL MARKETING EFFORTS FOR PERSISTENT ISSUES; TARGETS, TRACKING, REPORTING; THE LAUNCH CALL; Stage 4: DEPLOY; Chapter 10 Transforming How You Sell: What's New, What Isn't; A GAME PLAN, NOT BASIC COACHING; WHAT YOU ARE SETTING OUT TO DO IN THE DEPLOY STAGE; TRANSFORMATION, NOT A BLITZ; Chapter 11 Steps to Full Deployment; TRACKING, REFINING, AND EXTENDING THE INITIATIVE; WHAT'S NEXT, WHAT'S NEXT? INITIATIVES MAY END, BUT THE PROCESS DOESN'T; BUILDING RELATIONSHIPS WITH CONTENT TOOLS AND EVENTS; SELLING TO BOTH SIDES OF THE CLIENT; ROUNDTABLES AND OTHER "SCALE" OUTREACH EVENTS; KEEP IT SIMPLE; EXTENDING RELATIONSHIPS INTO OTHER INITIATIVES; THE MULTIPLIER EFFECT AND THE SMALL-WORLD EFFECT; INDIRECT SALES: THE ULTIMATE PAYOFF; Chapter 12 Hunting or Farming? It's Both: An Approach for New and Existing Clients; THE DOWNSIDES OF ACCOUNT-CENTRIC FARMING (AND WHY ROCK-RIPPLE IS SUPERIOR); EFFICIENCIES ON THE HUNTING SIDE; WHERE THE DIFFERENCES COME IN; INDIRECT SALES: THE BIG DIFFERENCE Chapter 13 Where to Go from Here |
| Record Nr. | UNINA-9910823125503321 |
|
Paczosa Scott
|
||
| Hoboken, New Jersey : , : Wiley, , [2014] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||