The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life
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| Main Author: | |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
Newark
John Wiley & Sons, Incorporated
2023
|
| Edition: | 1st ed |
| Subjects: | |
| Online Access: | HWR01 |
| Item Description: | Description based on publisher supplied metadata and other sources |
| Physical Description: | 1 Online-Ressource (259 Seiten) |
| ISBN: | 9781394182572 |
Staff View
MARC
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| 245 | 1 | 0 | |a The Power of Value Selling |b The Gold Standard to Drive Revenue and Create Customers for Life |
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| 505 | 8 | |a Cover Page -- Title Page -- Copyright Page -- Contents -- Foreword-The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life -- Introduction: The More Things Change, the More They Stay the Same -- Part I Why ValueSelling, Why Now -- Chapter 1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed) -- Sophisticated Buyers -- Chapter 2 How You Sell Is Just as Important as What You Sell -- Chapter 3 Modern Selling Is ValueSelling (Why Value Is Still Important) -- Part II Put the Pro Back in Sales Professional -- Chapter 4 People Buy from People: Building Credibility, Trust, and Rapport -- Why Should I Listen to You? -- Personal Branding -- Show Me That You Know Me -- The Fiction of Credibility -- Why Should I Believe You? -- Authenticity -- Accurate Follow-through -- Empathy -- Why Should I Take the Next Meeting? -- Measuring the Behaviors That Build Credibility, Trust, and Rapport -- Credibility -- Trustworthiness -- Rapport -- Chapter 5 Think Like an Executive -- Understanding Executive Prospects -- Speaking an Executive's Language -- Financial Literacy -- Why Care -- Chapter 6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time -- Don't Question the Value of Good Questions -- The O-P-C Questioning Technique -- Anxiety Questions -- How to Use the O-P-C Questioning Technique -- How to Use Anxiety Questions -- How to Create Anxiety Questions -- Sidestepping Common Pitfalls -- Part III Create Sales Opportunities You Can Win -- Chapter 7 Earn Time on Their Calendar -- Mindset -- Strategically Crafted, Multichannel Cadences -- Vortex Sphere of Influence™ -- Vortex Sphere of Engagement™ -- Becoming a Value-added Interruption -- The A-I-M Framework -- Determining the Ideal Volume -- Constructing Prospecting Cadences -- Blocking Time | |
| 505 | 8 | |a Tools to Help You Track Your Progress -- Picking Up the Phone -- Crafting Call and Voicemail Scripts -- Call Blocks -- Social Selling -- A High-performing Profile -- Social Selling Actions -- Emails That Get Opened -- Video -- Chapter 8 Uncover Business Problems Worth Solving -- Timing Is Everything -- Clarifying Initiatives and Issues -- Connecting the Dots for Your Customers -- Asking Questions -- Being Curious -- Getting into Your Prospect's Head -- Making the Connection -- Begin at the End -- Chapter 9 Eliminating No-decision Opportunities and Improving Forecast Accuracy -- The Four Questions for Efficient Qualification -- Should They Buy? -- Is It Worth It? -- Who Can Buy? -- When Will They Buy? -- Part IV Enable the Buying Process -- Chapter 10 Reverse Engineering the Buying Process -- Meet Buyers Where They Are -- Your Solution Is Important -- Differentiation -- Chapter 11 Speak Value to Power -- Why Sell to the C-suite? -- Why Is Identifying the Ultimate Decision-maker so Difficult? -- Who Actually Has Power? -- Gaining Access to Power -- Referrals -- Bypassing Gatekeepers -- Maintaining Access to Power -- Chapter 12 Handling Objections and Negotiating on Value, Not Price -- Understanding Objections -- Fit -- Value -- Power -- Plan -- Overcoming Objections -- Step 1: Project Confidence -- Step 2: Clarify -- Step 3: Diagnose -- Step 4: Sharp Angle Close -- Step 5: Address -- Negotiating Like a Chief Procurement Officer -- Step 1: Choose Your Moment -- Step 2: Know What's Negotiable -- Step 3: Make a Trade -- Step 4: Sweeten the Deal -- Step 5: Compromise -- Part V Cement Customer Relationships -- Chapter 13 Land and Expand: Strategies for Account Penetration -- Getting Started -- Competitive Landscape -- Leveraging Your Relationships -- Chapter 14 Creating Brand Advocates and Customers for Life | |
| 505 | 8 | |a Step 1: Demonstrating Your Commitment to Customer Success -- Step 2: Identifying Why Customers Leave -- Step 3: Leaning into Your Data -- Step 4: Uncovering New Problems -- Are You Differentiated? -- What's in It for Them? -- Can They Buy Again? -- Do They Believe in the ROI? -- When Things Go Wrong -- Creating a Consistent CX Across the Entire Revenue Engine -- Notes -- Acknowledgments -- About the Author -- Index -- EULA. | |
| 650 | 4 | |a Selling | |
| 650 | 4 | |a Sales management | |
| 650 | 4 | |a Relationship marketing | |
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| contents | Cover Page -- Title Page -- Copyright Page -- Contents -- Foreword-The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life -- Introduction: The More Things Change, the More They Stay the Same -- Part I Why ValueSelling, Why Now -- Chapter 1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed) -- Sophisticated Buyers -- Chapter 2 How You Sell Is Just as Important as What You Sell -- Chapter 3 Modern Selling Is ValueSelling (Why Value Is Still Important) -- Part II Put the Pro Back in Sales Professional -- Chapter 4 People Buy from People: Building Credibility, Trust, and Rapport -- Why Should I Listen to You? -- Personal Branding -- Show Me That You Know Me -- The Fiction of Credibility -- Why Should I Believe You? -- Authenticity -- Accurate Follow-through -- Empathy -- Why Should I Take the Next Meeting? -- Measuring the Behaviors That Build Credibility, Trust, and Rapport -- Credibility -- Trustworthiness -- Rapport -- Chapter 5 Think Like an Executive -- Understanding Executive Prospects -- Speaking an Executive's Language -- Financial Literacy -- Why Care -- Chapter 6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time -- Don't Question the Value of Good Questions -- The O-P-C Questioning Technique -- Anxiety Questions -- How to Use the O-P-C Questioning Technique -- How to Use Anxiety Questions -- How to Create Anxiety Questions -- Sidestepping Common Pitfalls -- Part III Create Sales Opportunities You Can Win -- Chapter 7 Earn Time on Their Calendar -- Mindset -- Strategically Crafted, Multichannel Cadences -- Vortex Sphere of Influence™ -- Vortex Sphere of Engagement™ -- Becoming a Value-added Interruption -- The A-I-M Framework -- Determining the Ideal Volume -- Constructing Prospecting Cadences -- Blocking Time Tools to Help You Track Your Progress -- Picking Up the Phone -- Crafting Call and Voicemail Scripts -- Call Blocks -- Social Selling -- A High-performing Profile -- Social Selling Actions -- Emails That Get Opened -- Video -- Chapter 8 Uncover Business Problems Worth Solving -- Timing Is Everything -- Clarifying Initiatives and Issues -- Connecting the Dots for Your Customers -- Asking Questions -- Being Curious -- Getting into Your Prospect's Head -- Making the Connection -- Begin at the End -- Chapter 9 Eliminating No-decision Opportunities and Improving Forecast Accuracy -- The Four Questions for Efficient Qualification -- Should They Buy? -- Is It Worth It? -- Who Can Buy? -- When Will They Buy? -- Part IV Enable the Buying Process -- Chapter 10 Reverse Engineering the Buying Process -- Meet Buyers Where They Are -- Your Solution Is Important -- Differentiation -- Chapter 11 Speak Value to Power -- Why Sell to the C-suite? -- Why Is Identifying the Ultimate Decision-maker so Difficult? -- Who Actually Has Power? -- Gaining Access to Power -- Referrals -- Bypassing Gatekeepers -- Maintaining Access to Power -- Chapter 12 Handling Objections and Negotiating on Value, Not Price -- Understanding Objections -- Fit -- Value -- Power -- Plan -- Overcoming Objections -- Step 1: Project Confidence -- Step 2: Clarify -- Step 3: Diagnose -- Step 4: Sharp Angle Close -- Step 5: Address -- Negotiating Like a Chief Procurement Officer -- Step 1: Choose Your Moment -- Step 2: Know What's Negotiable -- Step 3: Make a Trade -- Step 4: Sweeten the Deal -- Step 5: Compromise -- Part V Cement Customer Relationships -- Chapter 13 Land and Expand: Strategies for Account Penetration -- Getting Started -- Competitive Landscape -- Leveraging Your Relationships -- Chapter 14 Creating Brand Advocates and Customers for Life Step 1: Demonstrating Your Commitment to Customer Success -- Step 2: Identifying Why Customers Leave -- Step 3: Leaning into Your Data -- Step 4: Uncovering New Problems -- Are You Differentiated? -- What's in It for Them? -- Can They Buy Again? -- Do They Believe in the ROI? -- When Things Go Wrong -- Creating a Consistent CX Across the Entire Revenue Engine -- Notes -- Acknowledgments -- About the Author -- Index -- EULA. |
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| dewey-full | 658.8/1 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8/1 |
| dewey-search | 658.8/1 |
| dewey-sort | 3658.8 11 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| edition | 1st ed |
| format | Electronic eBook |
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| id | DE-604.BV049409575 |
| illustrated | Not Illustrated |
| index_date | 2024-07-03T23:05:38Z |
| indexdate | 2024-07-10T10:06:19Z |
| institution | BVB |
| isbn | 9781394182572 |
| language | English |
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| publishDate | 2023 |
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| publisher | John Wiley & Sons, Incorporated |
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| spelling | Thomas, Julie Verfasser aut The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life 1st ed Newark John Wiley & Sons, Incorporated 2023 ©2023 1 Online-Ressource (259 Seiten) txt rdacontent c rdamedia cr rdacarrier Description based on publisher supplied metadata and other sources Cover Page -- Title Page -- Copyright Page -- Contents -- Foreword-The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life -- Introduction: The More Things Change, the More They Stay the Same -- Part I Why ValueSelling, Why Now -- Chapter 1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed) -- Sophisticated Buyers -- Chapter 2 How You Sell Is Just as Important as What You Sell -- Chapter 3 Modern Selling Is ValueSelling (Why Value Is Still Important) -- Part II Put the Pro Back in Sales Professional -- Chapter 4 People Buy from People: Building Credibility, Trust, and Rapport -- Why Should I Listen to You? -- Personal Branding -- Show Me That You Know Me -- The Fiction of Credibility -- Why Should I Believe You? -- Authenticity -- Accurate Follow-through -- Empathy -- Why Should I Take the Next Meeting? -- Measuring the Behaviors That Build Credibility, Trust, and Rapport -- Credibility -- Trustworthiness -- Rapport -- Chapter 5 Think Like an Executive -- Understanding Executive Prospects -- Speaking an Executive's Language -- Financial Literacy -- Why Care -- Chapter 6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time -- Don't Question the Value of Good Questions -- The O-P-C Questioning Technique -- Anxiety Questions -- How to Use the O-P-C Questioning Technique -- How to Use Anxiety Questions -- How to Create Anxiety Questions -- Sidestepping Common Pitfalls -- Part III Create Sales Opportunities You Can Win -- Chapter 7 Earn Time on Their Calendar -- Mindset -- Strategically Crafted, Multichannel Cadences -- Vortex Sphere of Influence™ -- Vortex Sphere of Engagement™ -- Becoming a Value-added Interruption -- The A-I-M Framework -- Determining the Ideal Volume -- Constructing Prospecting Cadences -- Blocking Time Tools to Help You Track Your Progress -- Picking Up the Phone -- Crafting Call and Voicemail Scripts -- Call Blocks -- Social Selling -- A High-performing Profile -- Social Selling Actions -- Emails That Get Opened -- Video -- Chapter 8 Uncover Business Problems Worth Solving -- Timing Is Everything -- Clarifying Initiatives and Issues -- Connecting the Dots for Your Customers -- Asking Questions -- Being Curious -- Getting into Your Prospect's Head -- Making the Connection -- Begin at the End -- Chapter 9 Eliminating No-decision Opportunities and Improving Forecast Accuracy -- The Four Questions for Efficient Qualification -- Should They Buy? -- Is It Worth It? -- Who Can Buy? -- When Will They Buy? -- Part IV Enable the Buying Process -- Chapter 10 Reverse Engineering the Buying Process -- Meet Buyers Where They Are -- Your Solution Is Important -- Differentiation -- Chapter 11 Speak Value to Power -- Why Sell to the C-suite? -- Why Is Identifying the Ultimate Decision-maker so Difficult? -- Who Actually Has Power? -- Gaining Access to Power -- Referrals -- Bypassing Gatekeepers -- Maintaining Access to Power -- Chapter 12 Handling Objections and Negotiating on Value, Not Price -- Understanding Objections -- Fit -- Value -- Power -- Plan -- Overcoming Objections -- Step 1: Project Confidence -- Step 2: Clarify -- Step 3: Diagnose -- Step 4: Sharp Angle Close -- Step 5: Address -- Negotiating Like a Chief Procurement Officer -- Step 1: Choose Your Moment -- Step 2: Know What's Negotiable -- Step 3: Make a Trade -- Step 4: Sweeten the Deal -- Step 5: Compromise -- Part V Cement Customer Relationships -- Chapter 13 Land and Expand: Strategies for Account Penetration -- Getting Started -- Competitive Landscape -- Leveraging Your Relationships -- Chapter 14 Creating Brand Advocates and Customers for Life Step 1: Demonstrating Your Commitment to Customer Success -- Step 2: Identifying Why Customers Leave -- Step 3: Leaning into Your Data -- Step 4: Uncovering New Problems -- Are You Differentiated? -- What's in It for Them? -- Can They Buy Again? -- Do They Believe in the ROI? -- When Things Go Wrong -- Creating a Consistent CX Across the Entire Revenue Engine -- Notes -- Acknowledgments -- About the Author -- Index -- EULA. Selling Sales management Relationship marketing Erscheint auch als Druck-Ausgabe Thomas, Julie The Power of Value Selling Newark : John Wiley & Sons, Incorporated,c2023 9781394182565 |
| spellingShingle | Thomas, Julie The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life Cover Page -- Title Page -- Copyright Page -- Contents -- Foreword-The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life -- Introduction: The More Things Change, the More They Stay the Same -- Part I Why ValueSelling, Why Now -- Chapter 1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed) -- Sophisticated Buyers -- Chapter 2 How You Sell Is Just as Important as What You Sell -- Chapter 3 Modern Selling Is ValueSelling (Why Value Is Still Important) -- Part II Put the Pro Back in Sales Professional -- Chapter 4 People Buy from People: Building Credibility, Trust, and Rapport -- Why Should I Listen to You? -- Personal Branding -- Show Me That You Know Me -- The Fiction of Credibility -- Why Should I Believe You? -- Authenticity -- Accurate Follow-through -- Empathy -- Why Should I Take the Next Meeting? -- Measuring the Behaviors That Build Credibility, Trust, and Rapport -- Credibility -- Trustworthiness -- Rapport -- Chapter 5 Think Like an Executive -- Understanding Executive Prospects -- Speaking an Executive's Language -- Financial Literacy -- Why Care -- Chapter 6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time -- Don't Question the Value of Good Questions -- The O-P-C Questioning Technique -- Anxiety Questions -- How to Use the O-P-C Questioning Technique -- How to Use Anxiety Questions -- How to Create Anxiety Questions -- Sidestepping Common Pitfalls -- Part III Create Sales Opportunities You Can Win -- Chapter 7 Earn Time on Their Calendar -- Mindset -- Strategically Crafted, Multichannel Cadences -- Vortex Sphere of Influence™ -- Vortex Sphere of Engagement™ -- Becoming a Value-added Interruption -- The A-I-M Framework -- Determining the Ideal Volume -- Constructing Prospecting Cadences -- Blocking Time Tools to Help You Track Your Progress -- Picking Up the Phone -- Crafting Call and Voicemail Scripts -- Call Blocks -- Social Selling -- A High-performing Profile -- Social Selling Actions -- Emails That Get Opened -- Video -- Chapter 8 Uncover Business Problems Worth Solving -- Timing Is Everything -- Clarifying Initiatives and Issues -- Connecting the Dots for Your Customers -- Asking Questions -- Being Curious -- Getting into Your Prospect's Head -- Making the Connection -- Begin at the End -- Chapter 9 Eliminating No-decision Opportunities and Improving Forecast Accuracy -- The Four Questions for Efficient Qualification -- Should They Buy? -- Is It Worth It? -- Who Can Buy? -- When Will They Buy? -- Part IV Enable the Buying Process -- Chapter 10 Reverse Engineering the Buying Process -- Meet Buyers Where They Are -- Your Solution Is Important -- Differentiation -- Chapter 11 Speak Value to Power -- Why Sell to the C-suite? -- Why Is Identifying the Ultimate Decision-maker so Difficult? -- Who Actually Has Power? -- Gaining Access to Power -- Referrals -- Bypassing Gatekeepers -- Maintaining Access to Power -- Chapter 12 Handling Objections and Negotiating on Value, Not Price -- Understanding Objections -- Fit -- Value -- Power -- Plan -- Overcoming Objections -- Step 1: Project Confidence -- Step 2: Clarify -- Step 3: Diagnose -- Step 4: Sharp Angle Close -- Step 5: Address -- Negotiating Like a Chief Procurement Officer -- Step 1: Choose Your Moment -- Step 2: Know What's Negotiable -- Step 3: Make a Trade -- Step 4: Sweeten the Deal -- Step 5: Compromise -- Part V Cement Customer Relationships -- Chapter 13 Land and Expand: Strategies for Account Penetration -- Getting Started -- Competitive Landscape -- Leveraging Your Relationships -- Chapter 14 Creating Brand Advocates and Customers for Life Step 1: Demonstrating Your Commitment to Customer Success -- Step 2: Identifying Why Customers Leave -- Step 3: Leaning into Your Data -- Step 4: Uncovering New Problems -- Are You Differentiated? -- What's in It for Them? -- Can They Buy Again? -- Do They Believe in the ROI? -- When Things Go Wrong -- Creating a Consistent CX Across the Entire Revenue Engine -- Notes -- Acknowledgments -- About the Author -- Index -- EULA. Selling Sales management Relationship marketing |
| title | The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life |
| title_auth | The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life |
| title_exact_search | The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life |
| title_exact_search_txtP | The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life |
| title_full | The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life |
| title_fullStr | The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life |
| title_full_unstemmed | The Power of Value Selling The Gold Standard to Drive Revenue and Create Customers for Life |
| title_short | The Power of Value Selling |
| title_sort | the power of value selling the gold standard to drive revenue and create customers for life |
| title_sub | The Gold Standard to Drive Revenue and Create Customers for Life |
| topic | Selling Sales management Relationship marketing |
| topic_facet | Selling Sales management Relationship marketing |
| work_keys_str_mv | AT thomasjulie thepowerofvaluesellingthegoldstandardtodriverevenueandcreatecustomersforlife |