Strategies to Win Customers by Defining the Ultimate Target Profile & Discovering What They Really Want
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Select Selling by Donal Daly
Book DescriptionGrowing revenue in this evolved economy is a challenge. Products are hard to describe and value is difficult to explain. Traditional sales techniques are ineffective. Buyers are more sophisticated, selling cycles are longer and customers have increasingly complex buying processes. With CEOs, sales management and professional sales executives in mind, Donal Daly and Paul O'Dea have created the SELECT SELLING methodology to address this challenge. Between them, they have started six successful companies. In 40 years' combined experience, spanning five continents, they have sold complex products, managed and trained sales teams, and helped companies grow revenue through the definition and implementation of organizational process - from strategic market positioning to sales execution. Using SELECT SELLING, learn how to: select the right customers to pursue; become an expert in your customer's business; guide the sale with advanced questioning techniques; increase your sales conversion rate; and know which deals you can win. The SELECT SELLING methodology has been designed to equip anyone selling high value, complex products to large corporations with a defined and rigorous process that can be moulded to an individual salesperson's style but which also takes much of the uncertainty out of the sales process. It combines high-level, strategic marketing principles to draw the map, with focused tactics to complete each journey, addressing the practical stops along the way. SELECT SELLING will be of particular value to those in the high technology industry. It will help them enhance their productivity, hit their targets more consistently, and increase revenue. Each major chapter in the book is accompanied by a worksheet and the book is supported by a website, www.selectselling.com.
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Book DetailsISBN: 9781860762970
(229mm x 152mm x 14mm)
Imprint: Oak Tree Press
Publisher: Oak Tree Press
Publish Date: 1-Sep-2004
Country of Publication: Ireland
Books By Author Donal Daly
Tomorrow | Today, Paperback (October 2016)
In knowledge work, you will get greater return from investing in humans - augmenting the knowledge worker with Augmented Intelligence - rather than delegating the thinking to machines. After all, knowledge workers think for a living, and we will benefit by making that thinking more informed. That is true today and it will be true tomorrow.
Tomorrow | Today, Hardback (September 2016)
TOMORROW | TODAY navigates the impact of AI on business professionals in the knowledge economy and demystifies Artificial and Augmented Intelligence, Machine Learning and Big Data in that context. Embracing AI as a positive force for knowledge workers - placing humans at the center, supported by machines - will deliver rapid competitive advantage.
Account Planning in Salesforce, Paperback (March 2013)» View all books by Donal Daly
Account Planning is a tremendously important endeavor. It drives revenue, increases customer satisfaction, aligns your organization, and provides incredibly gratifying moments when you can see the impact of your work - both for the customer, and for your company.
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