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 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
-
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
-
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
-
Product-Led Growth
- How to Build a Product That Sells Itself
- Auteur(s): Wes Bush
- Narrateur(s): Derek Dysart
- Durée: 4 h et 23 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Hi, I’m Wes Bush, founder of the Product-Led Institute. And in Product-Led Growth, I show you how you can cut your acquisition costs and scale further than you ever thought possible...by making your product the tool that helps you acquire, convert, and retain customers. But what does it mean to be "product-led"? How do you know if a product-led growth strategy makes sense for your business? And most importantly, how do you execute it? You’ll find answers to all of these questions inside this audiobook.
Auteur(s): Wes Bush
-
Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- Auteur(s): Keenan
- Narrateur(s): Keenan
- Durée: 5 h et 47 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
-
-
Great book for Selling!
- Écrit par linh Diep le 2021-01-12
Auteur(s): Keenan
-
The Ultimate Sales Machine
- Auteur(s): Chet Holmes
- Narrateur(s): Amanda Holmes, George Newbern
- Durée: 11 h et 28 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.
-
-
A machine for success
- Écrit par Osa Ehima le 2021-10-14
Auteur(s): Chet Holmes
-
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
-
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
-
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
-
Product-Led Growth
- How to Build a Product That Sells Itself
- Auteur(s): Wes Bush
- Narrateur(s): Derek Dysart
- Durée: 4 h et 23 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
Hi, I’m Wes Bush, founder of the Product-Led Institute. And in Product-Led Growth, I show you how you can cut your acquisition costs and scale further than you ever thought possible...by making your product the tool that helps you acquire, convert, and retain customers. But what does it mean to be "product-led"? How do you know if a product-led growth strategy makes sense for your business? And most importantly, how do you execute it? You’ll find answers to all of these questions inside this audiobook.
Auteur(s): Wes Bush
-
Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- Auteur(s): Keenan
- Narrateur(s): Keenan
- Durée: 5 h et 47 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
-
-
Great book for Selling!
- Écrit par linh Diep le 2021-01-12
Auteur(s): Keenan
-
The Ultimate Sales Machine
- Auteur(s): Chet Holmes
- Narrateur(s): Amanda Holmes, George Newbern
- Durée: 11 h et 28 min
- Version intégrale
-
Au global
-
Performance
-
Histoire
The only lasting way to enhance your productivity and growth is to focus on a handful of basic concepts and repeat them week after week - and teach your staff to do the same. This audiobook explains how to tune up virtually every area of your business systematically, with just a little disciplined focus. Spend an hour per week on each "impact area" of your business, and you will be astonished at how much you can accomplish.
-
-
A machine for success
- Écrit par Osa Ehima le 2021-10-14
Auteur(s): Chet Holmes
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.