Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings
portes grátis
Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings
Dalis, Michael
McGraw-Hill Education
06/2017
304
Dura
Inglês
9781259861154
15 a 20 dias
577
Descrição não disponível.
Foreword
Preface
Introduction
PART I: NAVIGATING A NEW EXTERNAL ENVIRONMENT
CHAPTER 1 The Super Seller model
CHAPTER 2 Enter the selling squad
CHAPTER 3 All in or all out
CHAPTER 4 Pressure creates diamonds...or dust
PART II: BUILDING SELLING SQUADS THAT WIN
CHAPTER 5 A foundation of trust and credibility
CHAPTER 6 The Build Process
CHAPTER 7 CREATE: Choosing the puzzle pieces
CHAPTER 8 ORGANIZE: Planning your work together
CHAPTER 9 PRACTICE: Finding your flow
CHAPTER 10 EXECUTE: Carpe Diem
CHAPTER 11 RE-GROUP: Coordinating follow-through and growth
PART III: CREATING A MORE COLLABORATIVE CLIMATE IN YOUR ORGANIZATION
CHAPTER 12 Special tips for and about senior executives on selling squads
CHAPTER 13 Special tips for and about subject matter experts on selling squads
CHAPTER 14 Hitting the "ICE" button
CHAPTER 15 Special tips on co-selling with affiliates and partners
CHAPTER 16 Selling squads and price negotiations
CHAPTER 17 Boosting your selling team's selling energy
CHAPTER 18 Creating a more collaborative culture in your organization
CHAPTER 19 CONCLUSION: Your commitments
Bibliography
Acknowledgments
Index
Preface
Introduction
PART I: NAVIGATING A NEW EXTERNAL ENVIRONMENT
CHAPTER 1 The Super Seller model
CHAPTER 2 Enter the selling squad
CHAPTER 3 All in or all out
CHAPTER 4 Pressure creates diamonds...or dust
PART II: BUILDING SELLING SQUADS THAT WIN
CHAPTER 5 A foundation of trust and credibility
CHAPTER 6 The Build Process
CHAPTER 7 CREATE: Choosing the puzzle pieces
CHAPTER 8 ORGANIZE: Planning your work together
CHAPTER 9 PRACTICE: Finding your flow
CHAPTER 10 EXECUTE: Carpe Diem
CHAPTER 11 RE-GROUP: Coordinating follow-through and growth
PART III: CREATING A MORE COLLABORATIVE CLIMATE IN YOUR ORGANIZATION
CHAPTER 12 Special tips for and about senior executives on selling squads
CHAPTER 13 Special tips for and about subject matter experts on selling squads
CHAPTER 14 Hitting the "ICE" button
CHAPTER 15 Special tips on co-selling with affiliates and partners
CHAPTER 16 Selling squads and price negotiations
CHAPTER 17 Boosting your selling team's selling energy
CHAPTER 18 Creating a more collaborative culture in your organization
CHAPTER 19 CONCLUSION: Your commitments
Bibliography
Acknowledgments
Index
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
B2B, sales team, sales department, closing the sale, complex, sales process, relationship, prospect, lead, presentation, pitch, decision maker, stakeholders, cultivate, team selling, team sale, group sale, cross-selling, enterprise sale, effective
Foreword
Preface
Introduction
PART I: NAVIGATING A NEW EXTERNAL ENVIRONMENT
CHAPTER 1 The Super Seller model
CHAPTER 2 Enter the selling squad
CHAPTER 3 All in or all out
CHAPTER 4 Pressure creates diamonds...or dust
PART II: BUILDING SELLING SQUADS THAT WIN
CHAPTER 5 A foundation of trust and credibility
CHAPTER 6 The Build Process
CHAPTER 7 CREATE: Choosing the puzzle pieces
CHAPTER 8 ORGANIZE: Planning your work together
CHAPTER 9 PRACTICE: Finding your flow
CHAPTER 10 EXECUTE: Carpe Diem
CHAPTER 11 RE-GROUP: Coordinating follow-through and growth
PART III: CREATING A MORE COLLABORATIVE CLIMATE IN YOUR ORGANIZATION
CHAPTER 12 Special tips for and about senior executives on selling squads
CHAPTER 13 Special tips for and about subject matter experts on selling squads
CHAPTER 14 Hitting the "ICE" button
CHAPTER 15 Special tips on co-selling with affiliates and partners
CHAPTER 16 Selling squads and price negotiations
CHAPTER 17 Boosting your selling team's selling energy
CHAPTER 18 Creating a more collaborative culture in your organization
CHAPTER 19 CONCLUSION: Your commitments
Bibliography
Acknowledgments
Index
Preface
Introduction
PART I: NAVIGATING A NEW EXTERNAL ENVIRONMENT
CHAPTER 1 The Super Seller model
CHAPTER 2 Enter the selling squad
CHAPTER 3 All in or all out
CHAPTER 4 Pressure creates diamonds...or dust
PART II: BUILDING SELLING SQUADS THAT WIN
CHAPTER 5 A foundation of trust and credibility
CHAPTER 6 The Build Process
CHAPTER 7 CREATE: Choosing the puzzle pieces
CHAPTER 8 ORGANIZE: Planning your work together
CHAPTER 9 PRACTICE: Finding your flow
CHAPTER 10 EXECUTE: Carpe Diem
CHAPTER 11 RE-GROUP: Coordinating follow-through and growth
PART III: CREATING A MORE COLLABORATIVE CLIMATE IN YOUR ORGANIZATION
CHAPTER 12 Special tips for and about senior executives on selling squads
CHAPTER 13 Special tips for and about subject matter experts on selling squads
CHAPTER 14 Hitting the "ICE" button
CHAPTER 15 Special tips on co-selling with affiliates and partners
CHAPTER 16 Selling squads and price negotiations
CHAPTER 17 Boosting your selling team's selling energy
CHAPTER 18 Creating a more collaborative culture in your organization
CHAPTER 19 CONCLUSION: Your commitments
Bibliography
Acknowledgments
Index
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.