Colleen Francis

Nonstop Sales Boom

Powerful Strategies to Drive Consistent Growth Year After Year

• Broschiertes Buch

Produktbeschreibung

Learn how to bring balance to the selling process, reliability to revenues, and booming sales all year long.

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Produktdetails

• Verlag: AMACOM
• Seitenzahl: 290
• Erscheinungstermin: 13. August 2014
• Englisch
• Abmessung: 229mm x 152mm x 16mm
• Gewicht: 424g
• ISBN-13: 9780814433768
• ISBN-10: 0814433766
• Artikelnr.: 40115465

Autorenporträt

Colleen Francis knows how to get results. A successful and award-winning sales leader for over 20 years, she understands the challenges of selling in today's market, and that business leaders can no longer rely on approaches to sales based on techniques from decades ago. Her firm, Engage Selling Solutions, has attracted such clients as Merck, Chevron, Royal Bank, Hilton, Ericsson, MassMutual, and hundreds of other leading organizations.

Inhaltsangabe

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