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The JOLT Effect

How High Performers Overcome Customer Indecision

par Matthew Dixon, Ted McKenna ...

From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more salesIn sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and ... En savoir plus

$14.99 CAD

Aussi disponible en : Livre audio

From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more salesIn sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and
... En savoir plus

Aussi disponible en : Livre audio
The Activator Advantage

What Today's Rainmakers Do Differently

par Matthew Dixon, Rory Channer, Karen Freeman, Ted McKenna ...

A proven approach used by today's best professional service partners to win, retain, and grow client relationships.There is a growing problem in the professional services industry that is often acknowledged but rarely discussed: clients—even long-standing ones for whom firms have consistently delivered unquestioned value—are much less loyal to those firms and partners than they once were. This ... En savoir plus

$36.99 CAD

Aussi disponible en : Livre audio

A proven approach used by today's best professional service partners to win, retain, and grow client relationships.There is a growing problem in the professional services industry that is often acknowledged but rarely discussed: clients—even long-standing ones for whom firms have consistently delivered unquestioned value—are much less loyal to those firms and partners than they once were. This
... En savoir plus

Aussi disponible en : Livre audio
Livre audio

The JOLT Effect

How High Performers Overcome Customer Indecision

par Matthew Dixon, Ted McKenna ...

Lu par Matthew Dixon, Ted McKenna ...

Version Longue

5 heure 47 min

From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more salesIn sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and ... En savoir plus

$23.99 CAD

Aussi disponible en : eBook

From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more salesIn sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and
... En savoir plus

Aussi disponible en : eBook
Livre audio

The Activator Advantage

What Today's Rainmakers Do Differently

par Matthew Dixon, Rory Channer, Karen Freeman, Ted Mckenna ...

Lu par Tim Fannon ...

Version Longue

7 heure 40 min

There is a growing problem in the professional services industry that is often acknowledged but rarely discussed openly: clients—even long-standing ones—are much less loyal to firms and partners than they once were. This dramatic shift in client behavior has rendered traditional approaches to business development not only ineffective but counterproductive.But top performers have figured out a ... En savoir plus

$28.84 CAD ou Gratuit avec Kobo Plus

Aussi disponible en : eBook

There is a growing problem in the professional services industry that is often acknowledged but rarely discussed openly: clients—even long-standing ones—are much less loyal to firms and partners than they once were. This dramatic shift in client behavior has rendered traditional approaches to business development not only ineffective but counterproductive.But top performers have figured out a
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Selling Is Hard. Buying Is Harder.

How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle

par Garin Hess ...

Lu par Gary Tiedemann ...

Version Longue

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Enable Your Buyers for Faster B2B SalesWhat drives B2B sales most effectively—focusing on what you do as a salesperson or on what your champion and the buying group does behind the scenes? The latest research makes it clear that the B2B buying process has become too complex and difficult and buyers today crave companies and experienced guides who make the process easier. Focus on making buying ... En savoir plus

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Enable Your Buyers for Faster B2B SalesWhat drives B2B sales most effectively—focusing on what you do as a salesperson or on what your champion and the buying group does behind the scenes? The latest research makes it clear that the B2B buying process has become too complex and difficult and buyers today crave companies and experienced guides who make the process easier. Focus on making buying
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Sales Pitch: How to Craft a Story to Stand Out and Win

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Craft a sales pitch that dramatically outperforms an aimless feature walkthrough.World-renowned product positioning and marketing expert April Dunford knows that standing out in a crowded market is the key to getting sales. In Sales Pitch, she shows entrepreneurs, salespeople, marketers, and business leaders how they can achieve success by building a narrative that clearly communicates how your ... En savoir plus

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Craft a sales pitch that dramatically outperforms an aimless feature walkthrough.World-renowned product positioning and marketing expert April Dunford knows that standing out in a crowded market is the key to getting sales. In Sales Pitch, she shows entrepreneurs, salespeople, marketers, and business leaders how they can achieve success by building a narrative that clearly communicates how your
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Sell your tech (without getting technical).B2B tech marketing is confusing buyers with technical jargon and drowning them in meaningless buzzwords that leave them overwhelmed (and not all that interested in buying). When everyone's using the same tired lingo, how do you cut through the noise and show buyers your value? You get punchy.In Make It Punchy, tech messaging expert Emma Stratton shows you
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Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It

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You know your product is awesome—but does anybody else? Forget everything you thought you knew about positioning. Successfully connecting your product with consumers isn't a matter of following trends, comparing yourself to the competition or trying to attract the widest customer base.So what is it? April Dunford, positioning guru and tech exec, will enlighten you.Her new book, Obviously Awesome, ... En savoir plus

$9.60 CAD ou Gratuit avec Kobo Plus

You know your product is awesome—but does anybody else? Forget everything you thought you knew about positioning. Successfully connecting your product with consumers isn't a matter of following trends, comparing yourself to the competition or trying to attract the widest customer base.So what is it? April Dunford, positioning guru and tech exec, will enlighten you.Her new book, Obviously Awesome,
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Obviously Awesome

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You know your product is awesome-but does anybody else?In a crowded market, even the best products struggle to get noticed-not because they're not great, but because your customers don't get them. The problem isn't the product-it's the positioning.In this second edition of her bestselling book, Obviously Awesome, positioning and tech expert April Dunford gives you the tools to make your product ... En savoir plus

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MEDDICC

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What do the world's most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient.MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales ... En savoir plus

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What do the world's most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient.MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales
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The Jobs To Be Done Playbook

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"Jobs To Be Done is key to building successful products, and this book masterfully gives a step–by–step guide on how to put it into practice."—Melissa Perri, author of Escaping the Build TrapThese days, consumers have real power: they can research companies, compare ratings, and find alternatives with a simple tap. Focusing on customer needs isn't a nice–to–have, it's a strategic imperative.The
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MEDDICC

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