Leadership
Getting to VITO (The Very Important Top Officer): 10 Steps to VITO’s Office by Anthony Parinello is a strategic guide that offers a roadmap for reaching and persuading top decision-makers. It provides valuable insights and actionable strategies to effectively communicate and negotiate with C-suite executives. Identifying VITO The book
Sales
CustomerCentric Selling simplifies the sales process by approaching prospects as people with unique needs rather than as potential transactions. By employing empathetic communication, guiding customers through decision-making, and positioning the salesperson as a consultant rather than a seller, it provides a roadmap to successful long-term relationships with customers. Concept of
Sales
Strategic Selling by Robert B. Miller and Stephen E. Heiman provides practical tips and strategies for selling complex products or services. It offers a comprehensive approach to analyze, articulate, and sell solutions that achieve customer’s goals while maximizing the sales team’s effectiveness. Understanding your clients It’s essential
Sales
In ‘Selling Above and Below the Line,’ William ‘Skip’ Miller shares innovative sales strategies, primarily focusing on the balance between approaching top-level executives (above the line) and middle management (below the line). The book sheds light on the unique concerns of each group and provides insights into successfully influencing them
Sales
‘Major Account Sales Strategy’ by Neil Rackham offers in-depth strategies and techniques for managing and winning big sales opportunities. Using research and case studies, Rackham explores the complex world of major accounts sales, presenting a methodology that focuses on customer relationships, long-term strategies and solution-oriented selling. Understanding Major Accounts The
Sales
In ‘Let’s Get Real or Let’s Not Play’, Mahan Khalsa and Randy Illig explore a breakthrough approach to sales, emphasizing transparency, trust, and collaboration over manipulation and persuasion. They argue for a win-win approach where both buyers and sellers benefit, revolutionizing how we think about sales and relationship
Sales
To Sell is Human’ by Daniel H. Pink is an engaging explanation of the fundamental role sales plays in our lives and society. This guide offers a new perspective on selling, breaking down traditional ideas and myths about salespeople and presenting a refreshing guide on how to navigate our increasingly
Sales
Discover unparalleled sales strategies in ‘The New Strategic Selling’ by Robert B. Miller and Stephen E. Heiman. This book offers practical insights and reliable advice for anyone looking to understand and implement strategic selling techniques. Mapping the Sales Landscape Successful strategic selling often necessitates the thorough mapping of the sales
Sales
Selling to Big Companies is an instructional guide by Jill Konrath, providing sales strategies for businesses aspiring to land major corporate clients. It covers a variety of tactics from identifying decision-makers to handling rejection and overcoming procrastination. Understanding Your Prospect It’s crucial to truly know the companies you want
Sales
SPIN Selling by Neil Rackham is a revolutionary sales guide that introduces a novel situation-problem-implication-need-payoff (SPIN) model, effectively shifting the traditional pattern of sales. In a highly-engaging manner, Rackham shares research-based wisdom on successful selling methods and key strategies required for a stellar sales career. SPIN Model Introduction SPIN Selling
Leadership
In a candid conversation with Neal Mohan, CEO of YouTube, the importance of embracing change, the role of AI, and the principles that guide his leadership are explored. The discussion delves into the challenges and opportunities in the creator economy, the fight against misinformation, and the art of negotiations. The
Leadership
Negotiations, especially in business, can be fraught with potential missteps. The clarity provided by identifying the Zone of Possible Agreement (ZOPA) can help to circumvent two typical negotiation errors – accepting an unwise deal or walking away from a favorable one. Through effective preparation and understanding of the concept of ZOPA,