by Greg Alexander, Aaron Bartels & Mike Drapeau (2008)
The essential tool kit to achieve breakthrough sales performance improvements.Numbers don’t lie: 40 percent of all salespeople miss their targets each year. How can sales managers ensure their teams are doing everything possible? The key lies in benchmarking, which is not new for finance or manufacturing but rarely gets applied to sales. Making the Number will teach executives to embrace data-driven decision making and rely less on gut instinct.Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. The authors take readers through their five-step methodology for sales benchmarking, showing how to select metrics; gather, compute, and compare internal and external data; and then actually use the data.Making the Number includes case studies of sales benchmarking in action. For example, find out how Discover Financial Services plays David to the Goliaths of MasterCard and Visa.Whether you’re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.
A. Lee Blackstone
"... Addresses the factors that make managing the account relationship different from territory management, and offers tools to help the account manager measure success or position within the account. ... Outlines how a team approach can be used to successfully sell at all levels of the customer's organization."--Book jacket.
Rob Donovan, Nadine Henley
"This fully updated edition combines the latest research with real-life examples of social marketing campaigns the world over to help you learn how to apply the principles and methods of marketing to a broad range of social issues. The international case studies and applications show how social marketing campaigns are being used across the world to influence changes in behaviour, and reveal how those campaigns may differ according to their cultural context and subject matter. Every chapter is fully illustrated with real-life examples, including campaigns that deal with racism, the environment and mental health. The book also shows how social marketing influences governments, corporations and NGOs, as well as individual behaviour. The author team combine research and teaching knowledge with hands-on experience of developing and implementing public health, social welfare and injury prevention campaigns to give you the theory and practice of social marketing"--
Mahan Khalsa and Randy Illig
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence.Too often, the sales process is all about fear.Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy.Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy—a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction.This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers:• Start new business from scratch in a way both salespeople and clients can feel good about • Ask hard questions in a soft way • Close the deal by opening minds
Christine Rae and Jan Saunders Maresh
Want to have homebuyers knocking down your door? Home Staging For Dummies delivers all the secrets to making your home stand out, sell faster, and bring in more money! It shows you how to make improvements room by room and generate a higher profit in the most cost- and time-effective way. Featuring eight full-color pages of instructive before-and-after photos, this completely practical guide demonstrates how and why to eliminate clutter, make repairs, arrange furnishings, and pave the way for buyers to make an emotional connection to your house. You'll get a handle on what buyers want and how to show it to them, find plenty of do-it-yourself tasks that add real value to your home, and get tips on producing photos of your home that will have buyers craving to see more! Discover how to: See your home as prospective buyers will see it Know what needs doing and what doesn't Master the three-step home staging process Add real value to your home without breaking the bank Decide whether to DIY or call in the pros Create curb appeal Make a great first impression with a beautiful entryway Spruce up your kitchen, bathroom, living, and dining rooms Turn your bedrooms into a buyer's dream Whip your mechanicals into top shape Avoid staging nightmares Get top dollar for your home -- all you need is a little help from Home Staging For Dummies!