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From our experience the Top 10 to 20 accounts of any B2B organisation typically represent 60-80% of revenue and profit. We have seen cases as ...
This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on ...
Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive ...
Learn how to get your message heard above the online noise
The buying process is greatly changed. With the Internet, the buyer is in charge ...
Your fun and easy introduction to Salesforce.com and its latest tools The frontrunner in the customer relationship management (CRM) market, Salesforce.com has a ...
A tried and tested formula for business planning What is the one thing you need to know in business? What s the single most important ...
Since 1978, Soundview Executive Book Summaries has offered its subscribers condensed versions of the best business books published each year. Focused, insightful, and practical, Soundview ...
Rainmakers are the people who bring money into their organisations and this book is packed with hints and tips to pursue prospective customers and keep ...
This is the proven approach to prospecting for the long sales cycle. It's a fact: 92 percent of C-level executives never respond to e-mail ...
The book focuses on the special nature of winning significant business in competitive markets in pitches involving several formal stages. It will: - Review the essential ...
Direct selling is booming. It's no surprise when you consider the benefits of launching a direct selling business-low start-up costs, strong earning potential, and ...
Proven techniques to master the art of the cold call
Cold calling is not only one of the fastest and most profitable
ways to initiate ...