Nonstop Sales Boom : Powerful Strategies to Drive Consistent Sales Growth Year after Year

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Nonstop Sales Boom : Powerful Strategies to Drive Consistent Sales Growth Year after Year

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  • 製本 Paperback:紙装版/ペーパーバック版/ページ数 280 p.
  • 言語 ENG,ENG
  • 商品コード 9780814433768
  • DDC分類 658.8101

Full Description


Do your company's sales results lurch between highs and lows--with the end of each quarter reduced to a mad scramble to meet quota? For many sales organizations, the pattern is commonplace and unshakeable. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from every member of the team. The secret is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement: ? Attraction: Fill the funnel with lucrative prospects ? Participation: Turn them into customers faster ? Growth: Invest in valued clients ? Leverage: Turn customers into referral generators When companies concentrate on only one or two of these areas, their results become erratic. With the field-tested strategies in Nonstop Sales Boom, readers will learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline. Packed with enlightening examples of sales disasters and standouts, this practical guide brings balance to the selling process, reliability to revenues, and booming sales all year long.

Table of Contents

Acknowledgments                                    viii
Introduction. A Better Way: A Nonstop Sales Boom 1 (4)
PART I ENGAGEMENT 5 (42)
Chapter 1 The Destructive Power of 7 (17)
Boom--Bust Cycles
Key Characteristics of Booming Companies 8 (2)
Moving to a Perpetual Boom: TalkSwitch 10 (2)
Inc.
Sales Bust Cycles 12 (7)
Fourteen Reasons Why Boom and Bust Cycles 19 (5)
Are Unnatural and Damaging
Chapter 2 The Sales Radar: How the 24 (23)
Continuous Sweep of Customer Engagement
Destroys Tunnel Vision
The Three Categories of Tunnel Vision 25 (7)
Discovering Your Sales Radar: Shattering 32 (2)
the One-Direction Bias
Your Sales Radar and the Four States of 34 (5)
Engagement
What Makes the Sales Radar So Unique? 39 (1)
Evaluating Your Success in Each of the 40 (4)
Four States of Engagement
Your Sales Radar and the Sales Pipeline 44 (3)
PART II ATTRACTION 47 (68)
Chapter 3 Of Math and MADness: How to 49 (26)
Identify the Most Promising Prospects for
Your Pipeline
Think Quantity: Set Your Prospecting Goals 50 (6)
Prequalification: You Don't Have to Sell 56 (19)
to Everyone!
Colleen's Power Tip #1 Sales and 70 (1)
Marketing Must Agree on Definitions
Colleen's Power Tip #2 Pipeline Sales 71 (4)
as Percentage Completed
Chapter 4 "Wow, I See You Everywhere!": 75 (24)
Leveraging New Pathways to Reach the
Prospect
The Old Sales Process 75 (2)
The New Sales Process 77 (2)
Be Ubiquitous 79 (6)
Harness the Power of Social Media 85 (5)
Step Away from the Computer 90 (2)
Make Sure Sales and Marketing Are in Sync 92 (7)
Colleen's Power Tip #3 Nine Keys for 94 (4)
Prospecting Perfection
Colleen's Power Tip #4 Be Consistent 98 (1)
Chapter 5 The Expert Salesperson: Publish 99 (16)
What You Know---in Every Way Possible
Become a Publisher 100 (10)
Prove It! Case Studies Reinforce Your 110 (5)
Expertise
Colleen's Power Tip #5 Marketing Is Not 113 (2)
Just for Marketers
PART III PARTICIPATION 115 (60)
Chapter 6 Before the Negotiations: 117 (23)
Collaborate with Qualified Prospects on
Proposed Solutions
Qualification Requires Intimate Knowledge 117 (2)
of Your Prospect
Vital Questions: What You Need to Know 119 (2)
Should They Stay or Should They Go? 121 (3)
Collaborate with Qualified Prospects on 124 (2)
Solution Design
Evaluating a Proposal That's Hard to 126 (4)
Reject
Keep the Process Moving: How to Co-Create 130 (10)
the Urgency to Participate
Colleen's Power Tip #6 4M Meetings Get 134 (6)
the Job Done
Chapter 7 Fearless Negotiating: How Candor 140 (20)
and Rigorous Follow-Up Clear the Path to
Closing
Decision: The Buyer Cogitates on Whether 140 (8)
to Accept a Proposal
Negotiation: Be Involved and Hold Firm 148 (1)
The Engage Four-Step Negotiation Plan 149 (11)
Colleen's Power Tip #7 Turn 154 (2)
Confrontations into Conversations
Colleen's Power Tip #8 Use the Engage 156 (4)
SALE Methodology to Answer Questions
Chapter 8 Participation Continues: Stay 160 (15)
Engaged After the Close
Hit the Ground Running: Quick Start, 161 (4)
Early Wins, and a Thank-You
Help Customers Take Full Advantage 165 (4)
Communicate the Tangible and Intangible 169 (3)
Value
Two-Listed Seller: How Glen Keeps His 172 (3)
Clients Informed and Happy
Colleen's Power Tip #9 Eleven Tangible 173 (2)
Ways to Create Intangible Value
PART IV GROWTH 175 (40)
Chapter 9 Who Wants More? Discovering the 177 (13)
Best and the Worst of Your Current Customers
Size and Potential Size Both Matter 178 (1)
Not All Clients Have the Growth Gene 179 (4)
Finding Those You Should Fire: Segmenting 183 (3)
the Service Accounts
How to Fire a Client 186 (4)
Colleen's Power Tip #10 Set Your Own 189 (1)
Minimum Profit per Client
Chapter 10 Entering the VORTEX: How to 190 (25)
Build a Path to High Engagement and New
Opportunities
Increase Your Relationship Value: From 192 (5)
Personal to Corporate Rapport
Connecting the Corporate Players 197 (2)
Multiplying Contacts in Customer 199 (2)
Organizations: The ISO Relationship Matrix
Own the New Relationship Before 201 (2)
Introducing Others into It
The VORTEX Framework: Transforming 203 (7)
Relationships into Sales
Where the Magic Happens 210 (5)
Colleen's Power Tip #11 The Power of 211 (4)
the Business Review
PART V LEVERAGE 215 (60)
Chapter 11 The Borderless Bazaar: Creating 217 (17)
a Sense of Community with Your Clients
Occupy Spaces and Create Communities 218 (2)
Two Basic Communities: Knowledge-Based 220 (6)
and Emotion-Based
Create a Community of Peers 226 (2)
Why Communities Matter More and More 228 (6)
Colleen's Power Tip #12 How to Create 231 (3)
Buzz
Chapter 12 Testimonials: Your Greatest 234 (13)
Leverage Tool
Keep Your Ears Open Wide 236 (1)
Nothing Ventured, Nothing Gained 237 (3)
Three Must-Have Testimonial Types 240 (7)
Colleen's Power Tip #13 Five Proactive 243 (4)
Tactics for Collecting Testimonials
Chapter 13 High-Powered Leverage: How to 247 (17)
Get the Most Referrals to the Best Prospects
Colleen's Seven Secrets to Referral 250 (6)
Success
Avoid These Classic Mistakes When Asking 256 (4)
for Referrals
Two Ways to Ask for a Referral 260 (4)
Colleen's Power Tip #14 Where Can You 261 (3)
Find Referrals?
Chapter 14 Organizational issues: 264 (11)
Supporting and Enabling the Sales Radar
Talent: Creating and Coaching 265 (3)
High-Performance Teams
Aligning Processes to Be Sales-Radar Ready 268 (2)
Choosing the Right Sales and Product 270 (1)
Development Strategies
Create a Collaborative Organizational 271 (3)
Structure
Colleen's Power Tip #15 Bringing Your 273 (1)
Organization Together
Creating and Maintaining Your Nonstop 274 (1)
Sales Boom
Index 275