Log In
Or create an account ->
Imperial Library
Home
About
News
Upload
Forum
Help
Login/SignUp
Index
Cover
Title
Copyright
Contents
Acknowledgments
Introduction. A Better Way: A Nonstop Sales Boom
Part I: Engagement
Chapter 1: The Destructive Power of Boom–Bust Cycles
Key Characteristics of Booming Companies
Moving to a Perpetual Boom: TalkSwitch Inc.
Sales Bust Cycles
Fourteen Reasons Why Boom and Bust Cycles Are Unnatural and Damaging
Chapter 2: The Sales Radar: How the Continuous Sweep of Customer Engagement Destroys Tunnel Vision
The Three Categories of Tunnel Vision
Discovering Your Sales Radar: Shattering the One-Direction Bias
Your Sales Radar and the Four States of Engagement
What Makes the Sales Radar So Unique?
Evaluating Your Success in Each of the Four States of Engagement
Your Sales Radar and the Sales Pipeline
Part II: Attraction
Chapter 3: Of Math and MADness: How to Identify the Most Promising Prospects for Your Pipeline
Think Quantity: Set Your Prospecting Goals
Prequalification: You Don’t Have to Sell to Everyone!
Colleen’s Power Tip #1: Sales and Marketing Must Agree on Definitions
Colleen’s Power Tip #2: Pipeline Sales as Percentage Completed
Chapter 4: “Wow, I See You Everywhere!”: Leveraging New Pathways to Reach the Prospect
The Old Sales Process
The New Sales Process
Be Ubiquitous
Harness the Power of Social Media
Step Away from the Computer
Make Sure Sales and Marketing Are in Sync
Colleen’s Power Tip #3: Nine Keys for Prospecting Perfection
Colleen’s Power Tip #4: Be Consistent
Chapter 5: The Expert Salesperson: Publish What You Know—in Every Way Possible
Become a Publisher
Prove It! Case Studies Reinforce Your Expertise
Colleen’s Power Tip #5: Marketing Is Not Just for Marketers
Part III: Participation
Chapter 6: Before the Negotiations: Collaborate with Qualified Prospects on Proposed Solutions
Qualification Requires Intimate Knowledge of Your Prospect
Vital Questions: What You Need to Know
Should They Stay or Should They Go?
Collaborate with Qualified Prospects on Solution Design
Evaluating a Proposal That’s Hard to Reject
Keep the Process Moving: How to Co-Create the Urgency to Participate
Colleen’s Power Tip #6: 4M Meetings Get the Job Done
Chapter 7: Fearless Negotiating: How Candor and Rigorous Follow-Up Clear the Path to Closing
Decision: The Buyer Cogitates on Whether to Accept a Proposal
Negotiation: Be Involved and Hold Firm
The Engage Four-Step Negotiation Plan
Colleen’s Power Tip #7: Turn Confrontations into Conversations
Colleen’s Power Tip #8: Use the Engage SALE Methodology to Answer Questions
Chapter 8: Participation Continues: Stay Engaged After the Close
Hit the Ground Running: Quick Start, Early Wins, and a Thank-You
Help Customers Take Full Advantage
Communicate the Tangible and Intangible Value
Two-Listed Seller: How Glen Keeps His Clients Informed and Happy
Colleen’s Power Tip #9: Eleven Tangible Ways to Create Intangible Value
Part IV: Growth
Chapter 9: Who Wants More? Discovering the Best and the Worst of Your Current Customers
Size and Potential Size Both Matter
Not All Clients Have the Growth Gene
Finding Those You Should Fire: Segmenting the Service Accounts
How to Fire a Client
Colleen’s Power Tip #10: Set Your Own Minimum Profit per Client
Chapter 10: Entering the VORTEX: How to Build a Path to High Engagement and New Opportunities
Increase Your Relationship Value: From Personal toCorporate Rapport
Connecting the Corporate Players
Multiplying Contacts in Customer Organizations: The ISO Relationship Matrix
Own the New Relationship Before Introducing Others into It
The VORTEX Framework: Transforming Relationships into Sales
Where the Magic Happens
Colleen’s Power Tip #11: The Power of the Business Review
Part V: Leverage
Chapter 11: The Borderless Bazaar: Creating a Sense of Community with Your Clients
Occupy Spaces and Create Communities
Two Basic Communities: Knowledge-Based and Emotion-Based
Create a Community of Peers
Why Communities Matter More and More
Colleen’s Power Tip #12: How to Create Buzz
Chapter 12: Testimonials: Your Greatest Leverage Tool
Keep Your Ears Open Wide
Nothing Ventured, Nothing Gained
Three Must-Have Testimonial Types
Colleen’s Power Tip #13: Five Proactive Tactics for Collecting Testimonials
Chapter 13: High-Powered Leverage: How to Get the Most Referrals to the Best Prospects
Colleen’s Seven Secrets to Referral Success
Avoid These Classic Mistakes When Asking for Referrals
Two Ways to Ask for a Referral
Colleen’s Power Tip #14: Where Can You Find Referrals?
Chapter 14: Organizational Issues: Supporting and Enabling the Sales Radar
Talent: Creating and Coaching High-Performance Teams
Aligning Processes to Be Sales-Radar Ready
Choosing the Right Sales and Product Development Strategies
Create a Collaborative Organizational Structure
Colleen’s Power Tip #15: Bringing Your Organization Together
Creating and Maintaining Your Nonstop Sales Boom
Index
About the Author
Free Sample Chapter from New Sales. Simplified. by Mike Weinberg
← Prev
Back
Next →
← Prev
Back
Next →