The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: • ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. • understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. • developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

Eat Their Lunch: Winning Customers Away from Your Competition

Business & Money

Iannarino, Anthony

Marketing & Sales

Portfolio

The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.

The Only Sales Guide You'll Ever Need

“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

Accelerate your sales career with this how-to book from an expert in sales In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized. This guidebook suggests putting yourself in a "one-up" position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a "one-down" position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become "one-up" themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with: <ul> <li>A step-by-step approach for how to become "one-up" yourself and what you provide to your clients</li> <li>A healthy analysis of what makes a person or a company "one-down" and tips on how to course correct</li> <li>Strategies, tactics, and talk tracks that will provide you with what you need to become "one-up"</li> <li>Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system</li> </ul> As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.

Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative

Management & Leadership

wiley

Increase revenue and achieve sustainable sales growth and success 
In Leading Growth: The Proven Formula for Consistently Increasing Revenue, veteran B2B sales professional and coach Anthony Iannarino delivers an expert guide to enabling revenue growth in your sales team. In the book, you’ll explore the fundamentals of organizational leadership, including vision, transformation, strategy, communication, and decision-making. You’ll also define new frameworks for growth involving the people, planning, pipeline, and efficacy that make up your strategy. 
The author also presents: Strategies to help salespeople create and win new opportunities for revenue growth Ways to grow revenue when you’re required to deal with a “task force” or team of decision-makers who seem bent on preventing any kind of meaningful change Methods for shortening an ever-lengthening sales cycle 
An indispensable resource for salespeople and sales leaders at every level of organizations, Leading Growth will also earn a place on the bookshelves of consultants, coaches, and other professionals who serve revenue- and growth-oriented firms as they seek to expand.\nFrom the Inside Flap\nLeading sales teams is no easy task. Increasingly ambitious revenue growth expectations coincide with the rise of an increasingly complex, sophisticated, and challenging marketplace, where disruptive change and uncertainty have become the new normal and selling has become that much more difficult. 
In Leading Growth: The Proven Formula for Consistently Increasing Revenue, celebrated sales leader and bestselling author Anthony Iannarino delivers an exciting and actionable guide to driving revenue growth in your sales team. You’ll become acquainted with the fundamentals of organizational leadership—like vision, transformation, communication, decision-making, and strategy—and define new frameworks for growth that combine your people, planning, and pipeline into a holistic and comprehensive recipe for success. 
Leading Growth introduces two key formulas for growth that incorporate both revenue and leadership and explains how the latter drives increases in the former. 
The author discusses strategies that will help your team create and win new opportunities for revenue growth as well as techniques for handling situations where you’re required to deal with a buyer’s “task force”—or team—of decision-makers who seem more interested in preventing change than delivering results. You’ll also discover methods for shortening sales cycles that previously seemed destined to become inexorably longer. 
A must-read roadmap for salespeople and sales leaders at every organizational level and in any industry, Leading Growth demands the attention of consultants, coaches, and other professionals who work with or serve revenue- and growth-oriented firms as they seek to thrive and expand.\nFrom the Back Cover\nLeading Growth: The Proven Formula for Consistently Increasing Revenue presents an engaging, easy-to-understand, and actionable blueprint for growing your sales numbers in any organization and in any industry. You’ll learn to apply the author’s two key formulas for growth as you harness effective leadership and maintain a laser-focus on revenue to increase profitability and sales. 
In the book, you’ll explore the foundations of sales leadership—including transformation, vision, communication, strategy, and decision-making—and learn to deal with perennial problems and pitfalls, like the buyer’s “task-force” that seems more interested in maintaining the status quo than coming to a firm decision. The author also explains how to shorten your sales cycles and win new opportunities for revenue growth. 
An indispensable guide for sales leaders, salespeople, consultants, coaches, and any other professional who works in, with, or for a revenue-oriented team, Leading Growth is an accessible roadmap to sales growth that delivers practical, hands-on solutions for sales professionals on the front line

Leading Growth: The Proven Formula for Consistently Increasing Revenue

Learn to transform your perspective and lead with positivity&nbsp; In The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success, sales leader and strategist Anthony Iannarino delivers an exciting and effective new take on creating and sustaining powerful sales processes. You'll learn to lead with positivity as you harness negative emotions to make lasting changes for the better and explore the power of gratitude to transform your mental outlook.&nbsp; Discover how to reframe the negative events of your life into the ways they made you stronger and prepared you for future setbacks. The author also offers:&nbsp; <ul> <li>Concrete advice on perspective-taking and strategies for avoiding being triggered by people with different beliefs&nbsp;</li> <li>A thirteen-week Negativity Fast, in which you'll eliminate sources of negativity for 90 days and introduce positivity into your mental diet&nbsp;</li> <li>Discussions of the necessity for optimism in a difficult world&nbsp;</li> </ul> An inspiring and exciting take on leadership, The Negativity Fast walks you through how to cultivate a positive attitude and perspective you can pass on to the people who follow you.&nbsp;

The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success

Upgrade your sales process by plugging into the new power of artificial intelligence In today's cutthroat sales world, where sales professionals are constantly juggling multiple responsibilities and navigating a sea of relentless competitors, everyone is looking for an edge. What if that EDGE is found in a tool powerful enough to give you more time in your sales day, accelerate your productivity, and still leave room for the human touch that's vital to building relationships? Enter the game-changing world of Artificial Intelligence. Enter The AI Edge. The AI Edge isn't just another book about technology. Anthony Iannarino and Jeb Blount, the world's most prolific sales book authors and trainers, have come together to transform how you navigate the sales process by helping you plug into artificial intelligence. This groundbreaking, hands-on guide marries their unparalleled sales strategies, used by millions of salespeople, with the transformative power of AI. Drawing from cutting-edge research and real-world applications, the authors demystify AI and demonstrate its potential to give you more time to leverage your human advantage--creativity, empathy, and authenticity--to build deeper relationships and winning solutions that give you a leg up over the competition. Inside you'll find: <ul> <li>Expert Guidance: Benefit from the combined wisdom of Blount and Iannarino, two giants in the sales realm, as they lay out the roadmap to plugging into an AI-augmented sales strategy</li> <li>Streamlined Processes & Empowered Engagement: Discover AI's role in automating repetitive tasks, freeing you to fully lean into the uniquely human side of sales: cultivating relationships, unleashing creativity, and offering unparalleled authenticity</li> <li>Sales Prompt Engineering: Get hands-on with tailored prompts that allow you to tap into generative AI and get better results in less time</li> <li>Powerful Messaging: Learn how AI, used effectively, can help you develop and go to market with powerful messaging and presentations that connect with stakeholder needs and separate you from the crowded field</li> <li>Intelligent Insights: Grasp how AI can be leveraged to surface insights that give you instant authority, grab stakeholder attention, and lead to richer, more productive sales conversations</li> <li>Research: Leverage the power of AI to build target prospecting lists that open pipeline opportunities while reducing cold calling and rejection</li> </ul> Navigating the world of AI might seem daunting, but with Iannarino and Blount at the helm, it's a journey of empowerment, innovation, and profound human connection. Embrace a future where technology and humanity come together and carve out your own AI Edge in sales.

The AI Edge: Sales Strategies for Unleashing the Power of AI to Save Time, Sell More, and Crush the Competition (Jeb Blount)

Blount, Jeb

Industries

Instruktsija efektivnogo prodazhnika. Mistetstvo zavershennja ugod

Nash Format

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