Stop Telling, Start Selling January 18, 2012
Posted by McGraw-Hill Education (Asia) in Management & Organization.Tags: b2b, Business, business development, business to business, CRM, customer relationship, customer relationship management, inspirational, Negotiation, prospecting, sales, sales goals, sales training, selling, success
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Stop Telling, Start Selling
How to Use Customer-Focused Dialogue to Close Sales
Author: Linda Richardson
ISBN: 9780071603829 / 0071603824
©2012 | 3rd Edition | 256 pages | Paperback
Pub Date: MAR-12
Price: US$ 19.00
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Since 1993 Stop Telling, Start Selling has established itself as the classic sales reps turn to again and again. In it, Linda Richardson, reveals the secret weapon of “dialogue selling”–making this the definitive guidebook of the consultative sales movement that is the leading sales movement today.
Dialogue Selling is the best way sales reps can use to differentiate themselves, their products, and organizations in a hypercompetitive world of look-alike products. “Much of what appears to be ‘consultative selling’ today is a masquerade for product selling,” explains Linda Richardson, sales training consultant to many of the Fortune 500 and author of Selling by Phone and Sales Coaching. If you want to earn your customer’s interest, trust–and business–Richardson explains the need to: STOP telling the customer about your product or service and START a true customer dialogue. In this newly revised and updated edition of Stop Telling, Start SellingRichardson shares the critical skills needed to:
- Understand your customer’s personal and business needs
- Position your message so it is important to your customer
- Unlearn manipulative tactics that can kill a sale early on
- Gather customer feedback to adjust your message as you go
- Maintain selling momentum and shorten the sales cycle
Packed with self-tests, scripted selling scenarios and real-world examples, this guide which also features all-new material on “self-coaching,” “peer-coaching,” and “negotiating terms and price.” The result is a revitalized, dialogue-based process designed to pierce the armor of today’s more cynical, tightfisted customers.
About the Author
Linda Richardson is the Founder and Chairwoman of Richardson, a global sales training business and is credited with the movement to Consultative Selling. Other innovations she has spearheaded in the sales training industry are: development of a comprehensive, integrated curriculum dedicated exclusively to sales, commitment to customization vs. generic training, and development of an interactive coaching-type training methodology.
Up Your Sales in a Down Market October 18, 2011
Posted by McGraw-Hill Education (Asia) in Highlights.Tags: Business, Investing, marketing, sales, selling
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Up Your Sales in a Down Market
20 Strategies From Top Performing Salespeople to Win Over Cautious Customers
Author: Ron Volper
ISBN: 9781601631794 / 1601631790
©2012 | 1st Edition | 224 pages | Paperback
Pub Date: NOV-11
Price: US$ 15.99
- Win over cautious customers even in a down market
- Overcome customer fears and objections so they are ready to buy
- Avoid and bounce back from a sales slump
- Prepare and present business presentations that close more and bigger sales
- Lead and train sales teams based on the winning habits of top-performing salespeople
About the Author
What Works on Wall Street October 7, 2011
Posted by McGraw-Hill Education (Asia) in Highlights, Management & Organization.Tags: Business, Investing, marketing, sales, selling
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What Works on Wall Street
The Classic Guide to the Best-Performing Investment Strategies of All Time
Author: James O’Shaughnessy
ISBN: 9780071625760 / 0071625763
©2012 | 4th Edition | 720 pages | Hardback
Pub Date: NOV-11
Price: US$ 45.00
Learn More | O’Shaughnessy Asset Management
The classic stock investing guide—updated to provide the newest, most innovative strategies
Recent history has witnessed one of the worst stock market beatings ever. As a result, abysmal returns are being called “the new normal,” financial “experts” are ringing the death knell of buy-and-hold, and investors’ faith in equities has hit an all-time low. You have two choices. You can abandon the stock market based on what is happening today. Or you can invest today based on what will happen in the future.
Containing all new data, What Works on Wall Street, Fourth Edition, is the only investing guide that lets you see today’s market in its proper context— as part of the historical ebb and flow of the stock market. And when you see the data, you’ll see there is no argument: Stocks work.
Now in its second decade of helping investors succeed with stocks, What Works on Wall Street continues to provide the most effective investing strategies, presenting incontrovertible data on what works and what doesn’t. Updated with current statistics and brand-new features, What Works on Wall Streetoffers data on almost 90 years of market performance, including:
- Stocks ranked by market capitalization
- Price-to-earnings ratios
- EBITDA to enterprise value
- Price-to-cash flow, -sales, and -book ratios
- Dividend, buyback, and shareholder yields
- One-year earnings-per-share percentage changes
Providing you with unparalleled insights into stock performance going back to 1926, What Works on Wall Street is a refreshingly calming, objective view of a subject that is usually wrapped in drama, hyperbole, and opinions that are plain wrong.
This comprehensive guide provides the objective facts and winning strategies you need; all you have to do is make the decision to ignore the so-called market experts and rely on the long-proven approach that has made What Works on Wall Street an investing classic.
Praises for What Works on Wall Street
“O’Shaughnessy’s conclusion that some strategies do produce consistently strong results while others underperform could shake up the investment business.”
—Barron’s
“What Works on Wall Street is indisputably a major contribution to empirical research on the behavior of common stocks in the United States. . . . Conceivably, the influence of What Works on Wall Street will prove immense.”
—The Financial Analysts’ Journal
“O’Shaughnessy’s latest, What Works on Wall Street, is a serious inquiry into the investment strategies that stand up under long-term scrutiny and is refreshing research for every investor.”
—Stocks and Commodities
About the Author
James O’Shaughnessy (Stamford, CT) is Chairman and CEO of O’Shaughnessy Asset Management. He previously served as Portfolio Manager, Director of Systematic Equity, and Senior Managing Director for Bear Stearns. O’Shaughnessy is the author of the bestseller What Works on Wall Street, How to Retire Rich, Invest Like the Best, and Predicting the Markets of Tomorrow: A Contrarian Investment Strategy for the Next Twenty Years.
Publicity
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Seeking Alpha featured What Works on Wall Street (4th Edition) by James P. O’Shaughness on December 02; they call it “a bible for investment strategies.” To read the full article, click HERE.
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Articles on Theguruinvestor.com
- New Data On “What Works On Wall Street”, November 25
- Which Value Metric Offers The Most Value?, December 01 -
Podcast on Thedisciplinedinvestor.com, November 20
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Q&A on Globe and Mail, November 17
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Article “Getting the most out of equities” by James P. O’Shaughnessy on Investment News, December 04
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James P. O’Shaughnessy’s video on Forbes.com. CLICK HERE to watch.
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James P. O’Shaughnessy wrote an article on Wall Street Journal’s Financial Adviser Blog. To Read, Please click HERE
Book Review
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USABookNews.com, October 28
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The Quant Stock Screening Bible, November 04
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NewJerseyNewsroom.com, November 09
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Seeking Alpha, November 16
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Reading the Market, November 16
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CXO Advisory, November 25
Other books you might be interested:
- 9780071494700 Stocks for the Long Run
- 9780071592536 Security Analysis
- 9780071614139 How to Make Money in Stocks
What Got You Here Won’t Get You There in Sales September 1, 2011
Posted by McGraw-Hill Education (Asia) in Marketing & Advertising.Tags: business leadership, Career, coach, coaching, executive coaching, Leadership, leadership development, professional development, sales, selling
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What Got You Here Won’t Get You There in Sales
How Successful Salespeople Take it to the Next Level
Authors: Marshall Goldsmith, Bill Hawkins, Don Brown
ISBN: 9780071773942 / 0071773940
©2012 | 1st Edition | 224 pages | Hardback
Pub Date: SEP-11
Price: US$ 26.00
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The world-renowned leadership expert and bestselling author of What Got You Here Won’t Get You There provides what you need to WIN MORE SALES!
In What Got You Here Won’t Get You There in Sales, Mashall Goldsmith teams up with two leaders in the field of behavioral science—Don Brown and Bill Hawkins—to identify the 16 most common sales habits that damage relationships, then They provide you with good, relationship-building behaviors, such as recruiting stakeholders, looking into the future, and engaging in a follow-up process.
About the Authors
Marshall Goldsmith is one of a select few advisors who have been asked to work with over 120 major CEOs and their management teams. He served on the Board of the Peter Drucker Foundation for ten years. He has been a volunteer teacher for US Army Generals, Navy Admirals, Girl Scout executives, International and American Red Cross leaders – where he was a National Volunteer of the Year.
Marshall is the million-selling author of many books including: What Got You Here Won’t Get You There – a New York Times best-seller, Wall Street Journal #1 business book, winner of the Harold Longman Award for Business Book of the Year and top ten best-seller in seven major countries; Succession: Are You Ready? – a WSJ best-seller; The Leader of the Future – a BusinessWeek best-seller, The Organization of the Future 2- Choice Award (top academic business books) 2009; and Coaching for Leadership.
Bill Hawkinsis an expert in leadership effectiveness. In association with Marshall Goldsmith Partners, the Alliance for Strategic Leadership and Innovative Resources Consultant Group, he has worked with Fortune 500 companies in seventeen countries.
For the last fifteen years Mr. Hawkins has worked with organizations to identify and develop high potential leaders. During this time he has designed and facilitated leadership-training workshops with leading organizations on five continents.
Don Brown is the owner and founder of Situational Services, Inc., a training and development company dedicated to improved leadership and influence effectiveness for its clients.
With over thirty years working in the industry, Mr. Brown is heavily experienced in all phases of major performance systems implementation, from assessment and design to bilingual facilitation and works with a client list that includes Anheuser-Busch, Dell Computers, Ford Motor Company, US Airways and United Airlines, Harley-Davidson Motor Company, Jaguar Cars, Compuware Corporation, SYKES, and Hilton Hotels.
Other titles you might be interested:
- 9780070525580 Stop Telling, Start Selling
- 9780071718110 From a Good Sales Call to a Great Sales Call
How to Sell Anything to Anyone Anytime November 22, 2010
Posted by McGraw-Hill Education (Asia) in Management & Organization.Tags: book, Business, investments, marketing, sales, selling
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How to Sell Anything to Anyone Anytime
Author: Dave Kahle
ISBN: 9781601631312 /1601631316
©2011 | 1st Edition | 240 pages | Paperback
Pub Date: Dec-10
Price: US$ 14.99
Hundreds of thousands of small business owners are tossing and turning at night, trying to figure out how to attract more customers. They need to know how to sell, both individually and through their organizations. How to Sell Anything to Anyone Anytime was written primarily for them.
How to Sell Anything to Anyone Anytime distills the fundamental sales process into simple, easy-to-understand, and easy-to-implement principles, processes, and practices, and applies them to a wide variety of sales situations. It is packed with real-world examples and applications to a wide variety of situations—from the corner coffee shop, to the freelance professional, to the sophisticated B2B seller. It features:
- Easy-to-understand practices and processes that can be applied to every business and professional practice.
- Guidelines and step-by-step how-to’s to turn ideas into practice.
- Powerful insights on selling that will enable everyone—from the aspiring entrepreneur to the experienced sales pro—to be more successful.
- Power nuggets—ways to add even more power to the practice and become even better.
Review
- “Dave Kahle provides practical and real world sales strategies that get results…just make sure you read this before your competition does.”
- Barry Farber, best-selling author of Barry Farber’s Guide to Handling Sales Objections - getAbstract
About the Author
Dave Kahle was the number-one salesperson in the country for two different companies in two totally distinct industries, and is now one of the world’s leading sales educators. He’s authored nine books, more than 100 multimedia training products, writes a weekly E-zine for salespeople, and has presented in 47 states and seven countries. For more than 20 years, he’s served as the president of The DaCo Corporation, a sales training/consulting company. In that capacity, he’s trained tens of thousands of people. He splits his time between Sarasota, Florida, and Grand Rapids, Michigan.
The McGraw-Hill 36-Hour Course Product Development November 22, 2010
Posted by McGraw-Hill Education (Asia) in Management & Organization.Tags: ad, advertise, advertisement, advertising, Apple, b2b, benefit, beta, book, business plan, business to business, Cisco, competition, competitive, concept, copyright, customer, data, design, developing, Development, distribute, distribution, engineer, factory, Finance, forecast, Google, growth, Guide, How-to, idea, ideation, industry, intellectual property, launch, law, legal, life cycle, logistics, manufacture, Market, marketing, mock up, model, modeling, modelling, New, organize, packaging, patent, pr, price, pricing, product, Profit, prototype, public relations, quality, register, resource, retail, revenue, rights, sale, screen, segment, sell, selling, store, Strategy, submission, submit, target, test, time to market, trademark, unit, value
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The McGraw-Hill 36-Hour Course Product Development
Author: Andrea Belz
ISBN: 9780071743877 / 0071743871
©2011 | 1st Edition | 256 pages | Paperback
Pub Date: DEC-10
Price: US$ 20.00
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A complete course in product development—without the tuition!
How do the world’s most creative and successful companies approach product development? With “ruthlessly disciplined innovation,” according to Andrea Belz. It’s a whole new way of ensuring consistent success from the initial product conception to communicating its value to customers.
The McGraw-Hill 36-Hour Course on Product Development provides the techniques you need to know, along with case studies of how companies like Apple, Google, and Cisco create their own remarkably efficient design and engineering processes. Designed as an easy, self-paced “course” complete with chapter-ending quizzes and a final exam, this book explains how to implement best practices for successful product launches every time.
About the Author
Andrea Belz, MBA, Ph.D., (Altadena, CA) is a well-known expert in technology commercialization who provides guidance to global leaders in innovation, including the Jet Propulsion Laboratory and the California Institute of Technology. Her savvy combination of technology review and business analysis has been used by groups ranging from General Electric to NASA.
Related Title
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9780071435123 Next Generation Product Development
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