Gratuit avec l'essai de 30 jours
-
Always Be Qualifying
- MEDDIC, MEDDPICC
- Narrateur(s): Samantha Novak
- Durée: 2 h et 56 min
Échec de l'ajout au panier.
Échec de l'ajout à la liste d'envies.
Échec de la suppression de la liste d’envies.
Échec du suivi du balado
Ne plus suivre le balado a échoué
Acheter pour 8,71$
Aucun mode de paiement valide enregistré.
Nous sommes désolés. Nous ne pouvons vendre ce titre avec ce mode de paiement
Vous pourriez aussi aimer...
-
The Challenger Sale
- Taking Control of the Customer Conversation
- Auteur(s): Matthew Dixon, Brent Adamson
- Narrateur(s): Matthew Dixon, Brent Adamson
- Durée: 5 h et 43 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
-
-
meh...
- Écrit par Gaff2049 le 2019-12-05
Auteur(s): Matthew Dixon, Autres
-
Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- Auteur(s): Jeb Blount, Mike Weinberg - foreword
- Narrateur(s): Jeb Blount, Jeremy Arthur
- Durée: 8 h et 21 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
-
-
Thank you for the tools and inspiration
- Écrit par Utilisateur anonyme le 2024-04-26
Auteur(s): Jeb Blount, Autres
-
Sales Management. Simplified
- The Straight Truth About Getting Exceptional Results from Your Sales Team
- Auteur(s): Mike Weinberg
- Narrateur(s): L. J. Ganser
- Durée: 6 h et 57 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.
-
-
Thank you so much for writing this book
- Écrit par Global3xchange le 2020-11-13
Auteur(s): Mike Weinberg
-
The JOLT Effect
- How High Performers Overcome Customer Indecision
- Auteur(s): Matthew Dixon, Ted McKenna
- Narrateur(s): Matthew Dixon, Ted McKenna
- Durée: 5 h et 47 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
-
-
great read
- Écrit par abithab ragunathan le 2022-12-07
Auteur(s): Matthew Dixon, Autres
-
Let's Get Real or Let's Not Play
- Transforming the Buyer/Seller Relationship
- Auteur(s): Mahan Khalsa, Randy Illig, Stephen R. Covey
- Narrateur(s): Mahan Khalsa, Randy Illig, Stephen R. Covey
- Durée: 6 h et 52 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
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.
Auteur(s): Mahan Khalsa, Autres
-
The Challenger Customer
- Selling to the Hidden Influencer Who Can Multiply Your Results
- Auteur(s): Brent Adamson, Matthew Dixon, Pat Spenner, Autres
- Narrateur(s): Steve Kramer
- Durée: 8 h et 40 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.
-
-
Pay attention, take notes, lead your market
- Écrit par Pnw_snapper le 2018-11-12
Auteur(s): Brent Adamson, Autres
-
The Challenger Sale
- Taking Control of the Customer Conversation
- Auteur(s): Matthew Dixon, Brent Adamson
- Narrateur(s): Matthew Dixon, Brent Adamson
- Durée: 5 h et 43 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
-
-
meh...
- Écrit par Gaff2049 le 2019-12-05
Auteur(s): Matthew Dixon, Autres
-
Fanatical Prospecting
- The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email and Cold Calling
- Auteur(s): Jeb Blount, Mike Weinberg - foreword
- Narrateur(s): Jeb Blount, Jeremy Arthur
- Durée: 8 h et 21 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
-
-
Thank you for the tools and inspiration
- Écrit par Utilisateur anonyme le 2024-04-26
Auteur(s): Jeb Blount, Autres
-
Sales Management. Simplified
- The Straight Truth About Getting Exceptional Results from Your Sales Team
- Auteur(s): Mike Weinberg
- Narrateur(s): L. J. Ganser
- Durée: 6 h et 57 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.
-
-
Thank you so much for writing this book
- Écrit par Global3xchange le 2020-11-13
Auteur(s): Mike Weinberg
-
The JOLT Effect
- How High Performers Overcome Customer Indecision
- Auteur(s): Matthew Dixon, Ted McKenna
- Narrateur(s): Matthew Dixon, Ted McKenna
- Durée: 5 h et 47 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.
-
-
great read
- Écrit par abithab ragunathan le 2022-12-07
Auteur(s): Matthew Dixon, Autres
-
Let's Get Real or Let's Not Play
- Transforming the Buyer/Seller Relationship
- Auteur(s): Mahan Khalsa, Randy Illig, Stephen R. Covey
- Narrateur(s): Mahan Khalsa, Randy Illig, Stephen R. Covey
- Durée: 6 h et 52 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
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.
Auteur(s): Mahan Khalsa, Autres
-
The Challenger Customer
- Selling to the Hidden Influencer Who Can Multiply Your Results
- Auteur(s): Brent Adamson, Matthew Dixon, Pat Spenner, Autres
- Narrateur(s): Steve Kramer
- Durée: 8 h et 40 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.
-
-
Pay attention, take notes, lead your market
- Écrit par Pnw_snapper le 2018-11-12
Auteur(s): Brent Adamson, Autres
Description
In the past few years, companies large and small have called on Darius Lahoutifard to get help with their non-performing sales teams. The described symptoms are different from one company to another. Some suffer from shortages in revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard.
Darius noticed that all these symptoms are related to the same illness: the inability to qualify. Since most sales teams put in place organizations, including SDR (Sales Development Representatives) or BDR (Business Development Representatives), who qualify leads for account managers, there is a wrong, unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost.
Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply all along the sales process, from the first call to closing.
This book covers both the why and the how of sales qualification. The author was an early sales leader at PTC, where the MEDDIC methodology took shape. He is also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the MEDDIC (also known as MEDDPICC) sales methodology in-depth. This is not a book of theories, research, or academic concepts, but it is pure execution, techniques with practical recipes.
At a high level, MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) is a checklist that helps sales professionals to reveal the gaps in an opportunity and to execute properly to fill those gaps and close the deal or drop it early.
D'autres livres audio du même...
narrateur:
Vous aimez les livres ? Vous adorerez Audible.
Transformez votre journée
Remplacez le défilement sans fin sur votre téléphone par l'écoute illimitée. Oui, les tâches domestiques peuvent être agréables !
Écoutez partout
Téléchargez des titres et écoutez-les en mode hors ligne, où que vous soyez dans le monde.
Emportez toute votre bibliothèque avec vous
Vos histoires vous accompagnent où que vous alliez. Les livres audio sont parfaits pour voyager léger.
Apprenez en écoutant
Découvrez des histoires qui peuvent changer votre perspective, votre bien-être et votre vie.
Atteignez vos objectifs de lecture
Impossible de tourner les pages en conduisant... mais écouter un livre, ça, vous pouvez !
Trouvez votre style
Avec des milliers de titres à découvrir, il y en a pour tous les goûts.