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| economic buyer vs decision maker: Lean B2B Étienne Garbugli, 2022-03-22 Get from Idea to Product/Market Fit in B2B. The world has changed. Nowadays, there are more companies building B2B products than there’s ever been. Products are entering organizations top-down, middle-out, and bottom-up. Teams and managers control their budgets. Buyers have become savvier and more impatient. The case for the value of new innovations no longer needs to be made. Technology products get hired, and fired faster than ever before. The challenges have moved from building and validating products to gaining adoption in increasingly crowded and fragmented markets. This, requires a new playbook. The second edition of Lean B2B is the result of years of research into B2B entrepreneurship. It builds off the unique Lean B2B Methodology, which has already helped thousands of entrepreneurs and innovators around the world build successful businesses. In this new edition, you’ll learn: - Why companies seek out new products, and why they agree to buy from unproven vendors like startups - How to find early adopters, establish your credibility, and convince business stakeholders to work with you - What type of opportunities can increase the likelihood of building a product that finds adoption in businesses - How to learn from stakeholders, identify a great opportunity, and create a compelling value proposition - How to get initial validation, create a minimum viable product, and iterate until you're able to find product/market fit This second edition of Lean B2B will show you how to build the products that businesses need, want, buy, and adopt. |
| economic buyer vs decision maker: Disciplined Entrepreneurship Bill Aulet, 2013-08-12 24 Steps to Success! Disciplined Entrepreneurship will change the way you think about starting a company. Many believe that entrepreneurship cannot be taught, but great entrepreneurs aren’t born with something special – they simply make great products. This book will show you how to create a successful startup through developing an innovative product. It breaks down the necessary processes into an integrated, comprehensive, and proven 24-step framework that any industrious person can learn and apply. You will learn: Why the “F” word – focus – is crucial to a startup’s success Common obstacles that entrepreneurs face – and how to overcome them How to use innovation to stand out in the crowd – it’s not just about technology Whether you’re a first-time or repeat entrepreneur, Disciplined Entrepreneurship gives you the tools you need to improve your odds of making a product people want. Author Bill Aulet is the managing director of the Martin Trust Center for MIT Entrepreneurship as well as a senior lecturer at the MIT Sloan School of Management. For more please visit http://disciplinedentrepreneurship.com/ |
| economic buyer vs decision maker: Major Sales Thomas V. Bonoma, Harvard University. Harvard Business Review, 2006 |
| economic buyer vs decision maker: The Four Steps to the Epiphany Steve Blank, 2020-03-17 The bestselling classic that launched 10,000 startups and new corporate ventures - The Four Steps to the Epiphany is one of the most influential and practical business books of all time. The Four Steps to the Epiphany launched the Lean Startup approach to new ventures. It was the first book to offer that startups are not smaller versions of large companies and that new ventures are different than existing ones. Startups search for business models while existing companies execute them. The book offers the practical and proven four-step Customer Development process for search and offers insight into what makes some startups successful and leaves others selling off their furniture. Rather than blindly execute a plan, The Four Steps helps uncover flaws in product and business plans and correct them before they become costly. Rapid iteration, customer feedback, testing your assumptions are all explained in this book. Packed with concrete examples of what to do, how to do it and when to do it, the book will leave you with new skills to organize sales, marketing and your business for success. If your organization is starting a new venture, and you're thinking how to successfully organize sales, marketing and business development you need The Four Steps to the Epiphany. Essential reading for anyone starting something new. The Four Steps to the Epiphany was originally published by K&S Ranch Publishing Inc. and is now available from Wiley. The cover, design, and content are the same as the prior release and should not be considered a new or updated product. |
| economic buyer vs decision maker: The 5 Paths to Persuasion Robert B. Miller, Gary A. Williams, Alden M. Hayashi, 2007 To succeed in today's business world of tough and fast decision-makers, how a statement is made can be more important than what it says. Even the best ideas face resistance and rejection, as all too often people make the mistake of focusing solely on the content of their proposal and giving little thought to the way they will deliver it.In a two-year survey, customer research experts Miller and Williams studied 1,700 executives and discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. They reveal the five different types of decision maker, including Charismatics, Thinkers, Sceptics, Followers, and Controllers and show how to best sell ideas to each.Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion necessary to present any kind of idea successfully. |
| economic buyer vs decision maker: MEDDICC Andy Whyte, 2020-11-25 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 organizations. If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC: Your buyer doesn't see the value of your solution? (aka they think you are expensive) You are unable to find, articulate and quantify Pain You don't have a Champion or at the very least a Coach helping you navigate and sell You find yourself unable to gain access to people with power and influence You don't know how the customer makes decisions You don't know who is involved in the decision-making process You find yourself surprised by things that come up in the sales process The decision criteria seem to move throughout the process, and you're constantly playing catch up Your Competition is landing strikes against you that you neither see coming nor are able to defend You lose track of where you stand in your deals Whether you are an individual contributor or a sales leader embracing MEDDICC will help you to beat those symptoms and take back control of your deal. Historically, learning MEDDICC has relied upon hands-on training, but now you can learn MEDDICC from an expert who uses it every day. The Book deconstructs MEDDICC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights complemented by commentary on how MEDDICC can help sales organizations to revolutionize their sales execution and efficiency. In the words of the original creator of MEDDIC, Dick Dunkel: Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICCinto what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to yourprocess, and you'll begin to execute your customer interactions with more purpose and achieve better results.And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunitieswith clearer paths to success. - Dick Dunkel, MEDDIC Creator. |
| economic buyer vs decision maker: Real-World Decision Making Morris Altman, 2015-06-23 The first and only encyclopedia to focus on the economic and financial behaviors of consumers, investors, and organizations, including an exploration of how people make good—and bad—economic decisions. Traditional economic theories speculate how and when people should spend money. But consumers don't always behave as expected and often adopt strategies that might appear unorthodox yet are, at times, more effective than the rule prescribed by conventional wisdom. This groundbreaking text examines the ways in which people make financial decisions, whether it is because they are smart but atypical in their choices ... or just irrational decision makers. A leading authority on behavioral economics, Morris Altman and more than 150 expert contributors delve into key concepts in behavioral economics, economic psychology, behavioral finance, neuroeconomics, experimental economics, and institutional economics to help inform economic models based on reality, not theory. Through 250 informative entries, the book explores various aspects of the subject including decision making, economic analysis, and public policy. In addition to introducing concepts to readers new to the subject, the book sheds light on more advanced financial topics in a manner that is objective, comprehensive, and accessible. |
| economic buyer vs decision maker: Research and Practice in Multiple Criteria Decision Making Yacov Y. Haimes, Ralph E. Steuer, 2012-12-06 During the past two decades, the consideration of mUltiple objectives in modeling and decision making has grown by leaps and bounds. The nineties in particular have seen the emphasis shift from the dominance of single-objective modeling and optimization toward an emphasis on multiple objectives. The proceedings of this Conference epitomize these evolutionary changes and contribute to the important role that the tield of multiple criteria decision making (MCDM) now plays in planning, design, operational, management, and policy decisions. Of special interest are the contributions of MCDM to manufacturing engineering. For example, it has recently been recognized that optimal, single-objective solutions have often been pursued at the expense of the much broader applicability of designs and solutions that satisfy multiple objectives. In particular, the theme (MCDM and Its Worldwide Role in Risk-Based Decision Making) of the XIVth International Conference on Multiple Criteria Decision Making (Charlottesville, Virginia, USA, June 8-12, 1998) represents the growing importance of risk-cost-benefit analysis in decision making and in engineering design and manufacturing. In such systems, minimizing the of rare and extreme events emerges as an essential objective that risk complements the minimization of the traditional expected value of risk, along with the objectives attached to cost and performance. These proceedings include forty-five papers that were presented at the Conference. A variety of techniques have been proposed for solving multiple criteria decision-making problems. The emphasis and style of the different techniques largely reflect the fields of expertise of their developers. |
| economic buyer vs decision maker: The Lean Product Playbook Dan Olsen, 2015-06-02 The missing manual on how to apply Lean Startup to build products that customers love The Lean Product Playbook is a practical guide to building products that customers love. Whether you work at a startup or a large, established company, we all know that building great products is hard. Most new products fail. This book helps improve your chances of building successful products through clear, step-by-step guidance and advice. The Lean Startup movement has contributed new and valuable ideas about product development and has generated lots of excitement. However, many companies have yet to successfully adopt Lean thinking. Despite their enthusiasm and familiarity with the high-level concepts, many teams run into challenges trying to adopt Lean because they feel like they lack specific guidance on what exactly they should be doing. If you are interested in Lean Startup principles and want to apply them to develop winning products, this book is for you. This book describes the Lean Product Process: a repeatable, easy-to-follow methodology for iterating your way to product-market fit. It walks you through how to: Determine your target customers Identify underserved customer needs Create a winning product strategy Decide on your Minimum Viable Product (MVP) Design your MVP prototype Test your MVP with customers Iterate rapidly to achieve product-market fit This book was written by entrepreneur and Lean product expert Dan Olsen whose experience spans product management, UX design, coding, analytics, and marketing across a variety of products. As a hands-on consultant, he refined and applied the advice in this book as he helped many companies improve their product process and build great products. His clients include Facebook, Box, Hightail, Epocrates, and Medallia. Entrepreneurs, executives, product managers, designers, developers, marketers, analysts and anyone who is passionate about building great products will find The Lean Product Playbook an indispensable, hands-on resource. |
| economic buyer vs decision maker: Salesforce for Beginners Sharif Shaalan, 2020-05-29 Get a 360-degree view of the Salesforce platform and learn how to use it for sales, service, marketing, and automating business processes. Key FeaturesUnderstand how to use core Salesforce objects for maximum efficiencyBuild various dashboards and reports to analyze results and improve visibility in your business processesLearn the basics of Salesforce administration and mobile app set upBook Description Salesforce is the world's leading Customer Relationship Management (CRM) software, helping businesses connect with their constituents and partners. This book will give you a comprehensive introduction to managing sales, marketing, customer relationships, and overall administration for your organization. You'll learn how to configure and use Salesforce for maximum efficiency and return on investment. You'll start by learning how to create activities, manage leads, and develop your prospects and sales pipeline using opportunities and accounts, and then understand how you can enhance marketing activities using campaigns. Packed with real-world business use cases, this Salesforce book will show you how to analyze your business information accurately to make productive decisions. As you advance, you'll get to grips with building various reports and dashboards in Salesforce to derive valuable business insights. Finally, you'll explore tools such as process builder, approval processes, and assignment rules to achieve business process automation and set out on the path to becoming a successful Salesforce Administrator. By the end of the book, you'll have learned how to use Salesforce effectively to achieve your business goals. What you will learnUnderstand the difference between Salesforce Lightning and Salesforce ClassicCreate and manage leads in SalesforceExplore business development with accounts and contacts in SalesforceFind out how stages and sales processes help you manage your opportunity pipelineAchieve marketing goals using Salesforce campaignsPerform business analysis using reports and dashboardsGain a high-level overview of the items in the administration sectionGrasp the different aspects needed to build an effective and flexible Salesforce security modelWho this book is for If you're new to Salesforce and want to learn it from scratch, this book is for you. No prior knowledge of Salesforce is required to get started with this book. |
| economic buyer vs decision maker: Salesforce.com For Dummies Liz Kao, Jon Paz, 2016-04-25 Your all-access guide to reaping the benefits of Salesforce.com Salesforce.com has a rapidly expanding influence over the way companies across the globe interact with their clientele. Written by Salesforce.com insiders with years of experience in customer relationship management (CRM) solutions, Salesforce.com For Dummies gives you an edge in building relationships and managing your company's sales, marketing, customer service, and support operations. You'll discover how to organize contacts, schedule business appointments, use forecasting tools to predict upcoming sales, create accurate projects based on past performance, and so much more. A customizable, on-demand CRM solution, Salesforce.com allows businesses to organize and manage all of their customer information—leads, opportunities, contacts, accounts, cases, and solutions—in one place. Whether you're a Windows or Mac user, this down-to-earth, friendly guide shows you how to maximize Salesforce.com's capabilities to close deals faster, gain real-time visibility into sales, and collaborate instantly. Customize the new user interface with apps, widgets, and tools Prospect leads, drive sales, and provide outstanding customer service Manage contacts, identify opportunities, and analyze your results Collaborate with colleagues using Chatter If you're new to Salesforce.com or an existing user looking for the latest tips and tricks to maximize its potential, this friendly guide has you covered. |
| economic buyer vs decision maker: Marketing Organization Development William J Rothwell, Jong Gyu Park, Jae Young Lee, 2017-03-16 Organizational Development (OD) consultants often face dilemmas when they market their services because there is a gap between clients’ expectation and the actual role of OD consultants. This book is about how to overcome that dilemma by finding effective marketing strategies for a different approach to consulting. Marketing Organization Development: A How-To Guide for OD Consultants focuses on the challenges faced by internal and external consultants in marketing and selling their services. By distinguishing between performance consulting and Organization Development (OD) consulting, this book demonstrates why marketing and selling OD consulting services are unique. This book meets not only unique OD consultants’ needs by reflecting the philosophical background of OD and unique marketing challenges but the needs of Human Resource Development (HRD) managers’ need who are interested in promoting or selling their change interventions within their organizations. This comprehensive book: Reviews important terms and popular tools used in the marketing process and outlines the many roles a consultant must fill to obtain and keep the business (i.e., marketer, salesperson, brand manager, account management) .Describes the criteria for self-evaluation as an OD consultant. It examines how to identify your strengths and the competencies you need to develop based on OD competencies. Provides an introduction to actionable steps and resources for organization development, change management, and performance management consultants to evaluate unmet needs and opportunities through a niche market for consulting services. Covers how to communicate value to your target customers and how to brand your service. Describes various channels of OD marketing such as viral, word of mouth, and social media marketing. . Reviews selling tactics for l your consulting service and discusses the importance of having a defined sales process to which you adhere. |
| economic buyer vs decision maker: Salesforce For Dummies Liz Kao, Jon Paz, 2024-04-02 Your easy-to-follow guide to the world’s leading cloud-based CRM software Salesforce gives your business an edge in tracking relationships and managing sales, marketing, customer service, and support operations. Salesforce For Dummies help you take advantage of key platform functionality and focus on making the most of its many features. Learn best practices to determine the right configuration to suit your business needs, and how to use apps, build widgets, and configure features to personalize your system for your business. Explore prospecting for leads, managing accounts, maintaining contacts, tracking products, calculating forecasts, and monitoring each customer’s service and support interactions with your business. Collaborate with colleagues by sharing information across a 360-degree view of all customer interactions, enhance your online marketing, gain real-time visibility into sales, and close deals faster. Get started with configuring Salesforce and set up the apps that your business needs Discover the latest updates to Salesforce, including Flow Builder, Lightning, and Einstein Improve business performance with reporting insights, collaborative communication features, and integrated sales and marketing processes Find new ways to improve productivity and reduce administration time Salesforce For Dummies is the fully updated, best-selling guide that helps new and existing users get up to speed with the world’s top CRM. |
| economic buyer vs decision maker: Social Entrepreneurship Teresa Chahine, 2022-12-30 Social Entrepreneurship provides a 10-stage framework for building impactful ventures within and across new and existing organizations. The book summarizes the basic steps and tools needed to understand a social or environmental challenge of your choice, develop potential solutions, build a business model, measure outcomes, and grow your impact. This fully updated second edition builds on the concepts and tools introduced previously, broadening the scope to those working or preparing to work in organizations globally. Concepts addressed include intrapreneurship and, for the first time, extrapreneurship, which considers innovating across organizations to achieve collective impact. Featuring international case studies and interviews with leaders in the field, this comprehensive guide spans multiple sectors, including health, the environment, education, agriculture, commerce, finance, and retail. Summaries, exercises, and key learning points help to aid and cement learning. A widely regarded and valuable text, Social Entrepreneurship should be core reading for advanced undergraduate and postgraduate students studying entrepreneurship and social entrepreneurship. The book’s applied 10-stage approach will also be valuable for those in executive education as well as professionals and entrepreneurs looking to equip themselves with the tools needed to succeed in social change. |
| economic buyer vs decision maker: Value Proposition Design Alexander Osterwalder, Yves Pigneur, Gregory Bernarda, Alan Smith, 2015-01-26 The authors of the international bestseller Business Model Generation explain how to create value propositions customers can’t resist Value Proposition Design helps you tackle the core challenge of every business — creating compelling products and services customers want to buy. This highly practical book, paired with its online companion, will teach you the processes and tools you need to create products that sell. Using the same stunning visual format as the authors’ global bestseller, Business Model Generation, this sequel explains how to use the “Value Proposition Canvas” to design, test, create, and manage products and services customers actually want. Value Proposition Design is for anyone who has been frustrated by new product meetings based on hunches and intuitions; it’s for anyone who has watched an expensive new product launch fail in the market. The book will help you understand the patterns of great value propositions, get closer to customers, and avoid wasting time with ideas that won’t work. You’ll learn the simple process of designing and testing value propositions, that perfectly match customers’ needs and desires. In addition the book gives you exclusive access to an online companion on Strategyzer.com. You will be able to assess your work, learn from peers, and download pdfs, checklists, and more. Value Proposition Design is an essential companion to the ”Business Model Canvas” from Business Model Generation, a tool embraced globally by startups and large corporations such as MasterCard, 3M, Coca Cola, GE, Fujitsu, LEGO, Colgate-Palmolive, and many more. Value Proposition Design gives you a proven methodology for success, with value propositions that sell, embedded in profitable business models. |
| economic buyer vs decision maker: Conflict and Tradeoffs in Decision Making Elke U. Weber, Jonathan Baron, Graham Loomes, 2001 The essays in this book address questions about the causes of conflict and its effects. |
| economic buyer vs decision maker: The Future of Sales John Asher, 2022-01-01 A revolutionary guide by renowned sales expert John Asher designed to equip sales professionals with the knowledge and tools they need to excel in today's dynamic sales environment. In The Future of Sales, Asher explores the latest trends, technologies, and tactics transforming the sales industry. Drawing from his extensive experience and insightful research, he presents a comprehensive roadmap to mastering the new landscape of sales using proven neuroscience techniques. More than just a forecast of future sales trends, this guide provides actionable insights and proven methods for adapting to change and capitalizing on opportunities. Whether you're a seasoned business leader or new to the field, The Future of Sales is your playbook for navigating and succeeding in the new age of sales. Key Features: Future-Focused: Discusses the latest trends, technologies, and tactics transforming the sales industry. Practical Strategies: Provides actionable strategies to enhance sales performance and drive business growth. Industry Insights: Offers insights from renowned sales expert John Asher, backed by extensive research. Adaptation: Gives advice on adapting to change and capitalizing on opportunities in the sales industry. For All Sales Professionals: Suitable for both seasoned sales veterans and those new to the field. |
| economic buyer vs decision maker: Entrepreneurship Heidi M. Neck, Christopher P. Neck, Emma L. Murray, 2023-11-27 Recipient of a 2021 Textbook Excellence Award from the Textbook & Academic Authors Association (TAA) Entrepreneurship: The Practice and Mindset emphasizes practice and learning through action, helping students adopt an entrepreneurial mindset so they can create opportunities and take action in uncertain environments. Based on the world-renowned Babson Entrepreneurship program, the updated Third Edition aids in the development of the entrepreneurial skillset and toolset that can be applied to startups as well as organizations of all kinds. Whether your students have backgrounds in business, liberal arts, engineering, or the sciences, this text will take them on a transformative journey and teach them crucial life skills. This title is accompanied by a complete teaching and learning package. Contact your Sage representative to request a demo. Learning Platform / Courseware Sage Vantage is an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Unparalleled in its ease of use and built for dynamic teaching and learning, Vantage offers customizable LMS integration and best-in-class support. It′s a learning platform you, and your students, will actually love. Learn more. Assignable Video with Assessment Assignable video (available in Sage Vantage) is tied to learning objectives and curated exclusively for this text to bring concepts to life. Watch a sample video now. LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Learn more. |
| economic buyer vs decision maker: It Starts With Clients Andrew Sobel, 2020-03-25 World-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges Andrew Sobel, author of the international bestsellers Clients for Life and Power Questions, offers a proven,100-day plan for conquering 14 tough client development challenges and growing your client base in any market conditions. He’s encapsulated 25 years of unique research, including personal interviews with over 8000 top executives and successful rainmakers, into a practical roadmap for winning more new clients and growing your existing relationships. You’ll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You’ll master the art of reframing client requests, leading to broader, higher-impact engagements. You’ll dramatically sharpen your ability to ask the powerful questions that can transform your client relationships. And, you’ll learn to develop advisory relationships with influential C-suite executives. Andrew illustrates each weekly challenge with real-life examples drawn from thousands of executive meetings. He shares success strategies from having grown and led three highly successful professional service businesses. Andrew has taught these strategies to over 50,000 professionals around the world, and they’re now available to you in this highly readable, portable masterclass. Whether you are early in your career and need a comprehensive guide to grow your client base from the ground up or are a seasoned practitioner who wants to accelerate your business growth, It Starts With Clients will take you to the next level. |
| economic buyer vs decision maker: Financial Modeling for Business Owners and Entrepreneurs Tom Y. Sawyer, 2014-09-22 Financial Modeling for Business Owners and Entrepreneurs: Developing Excel Models to Raise Capital, Increase Cash Flow, Improve Operations, Plan Projects, and Make Decisions may be one of the most important books any entrepreneur or manager in a small or medium-sized enterprise will read. It combines logical business principles and strategies with a step-by-step methodology for planning and modeling a company and solving specific business problems. You’ll learn to create operational and financial models in Excel that describe the workings of your company in quantitative terms and that make it far more likely you will avoid the traps and dead ends many businesses fall into. Serial entrepreneur and financial expert Tom Y. Sawyer shows how to break your company down into basic functional and operational components that can be modeled. The result is a financial model that, for example, you can literally take to the bank or bring to local angel investors to receive the funding you need to launch your business or a new product. Or it might be a model that shows with startling clarity that your new product development effort is a likely winner—or loser. Even better, you’ll learn to create models that will serve as guideposts for ongoing operations. You’ll always know just where you are financially, and where you need to be. The models you will learn to build in Financial Modeling for Business Owners and Entrepreneurs can be used to: Raise capital for startup or any stage of growth Plan projects and new initiatives Make astute business decisions, including go/no-go assessments Analyze ROI on your product development and marketing expenditures Streamline operations, manage budgets, improve efficiency, and reduce costs Value the business when it is time to cash out or merge In addition to many valuable exercises and tips for using Excel to model your business, this book contains a combination of practical advice born of hard-won lessons, advanced strategic thought, and the insightful use of hard skills. With a basic knowledge of Excel assumed, it will help you learn to think like an experienced business person who expects to make money on the products or services offered to the public. You’ll discover that the financial model is a key management tool that, if built correctly, provides invaluable assistance every step of the entrepreneurial journey. Tom Y. Sawyer has used the principles this book contains to create financial models of numerous startup and early-stage companies, assisting them in planning for and raising the capital that they needed to grow their businesses and ultimately exit with multiples of their initial investment. Financial Modeling for Business Owners and Entrepreneurs, a mini-MBA in entrepreneurship and finance, will show you how you can do the same. Note: This book is an updated version of Sawyer's 2009 title, Pro Excel Financial Modeling. |
| economic buyer vs decision maker: The Ultimate Guide to Sales Training Dan Seidman, 2012-01-11 The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques: Building Mental Flexibility Anchoring Concepts for Easy Recall Encouraging Behavioral Change Covering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution selling guidelines and ideas for creating and delivering potent presentation practices. In addition, the author covers such hot topics as managing reps attitudes and how to close the sale. He also includes suggestions for overcoming buyer resistance and making change occur as well as getting beyond barriers that block decision-makers, and much, much more. Praise for The Ultimate Sales Training Handbook This book should be on the desk of every sales manager and sales trainer. Dan Seidman created a treasure chest of ideas, concepts, skills-sets and motivation tools that are ready to be converted into cash. —Gerhard Gschwandtner, founder and publisher, Selling Power Magazine Sales professionals throughout the world will discover performance improvement through this training encyclopedia. Dan Seidman is helping make sales training a major strategic driver for all organizations. —Tony Bingham, president and CEO, ASTD Each chapter just might be the one piece that plugs the gap in your team's performance. Dan is truly earning the title Trainer to the World's Sales Trainers. —Willis Turner, CAE CSE, president and CEO, of Sales & Marketing Executives International |
| economic buyer vs decision maker: Innovation in Pricing Andreas Hinterhuber, Stephan M. Liozu, 2017-08-08 Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as their main basis for setting prices. Product or business model innovation has a high priority for many companies, yet innovation in pricing received scant attention until the first edition of this groundbreaking book. This new edition of Innovation in Pricing builds on the success of the first, examining the ways in which pricing innovation can drive profits through cutting-edge academic research and best practice case studies from leading academics, business practitioners and consultants in pricing. The second edition has been fully revised and updated according to the latest developments in pricing, with: revisions to all chapters new chapters, including a chapter on business model and pricing model innovation a new introduction that makes explicit just what strategic pricing can do for your organization. This book is the only book dedicated to innovation in pricing and is an essential read for business executives, innovation managers and pricing managers wishing to treat innovation in pricing as seriously as they treat product, service or business model innovation. It is also valuable supplementary reading for advanced students of marketing and sales. |
| economic buyer vs decision maker: Marketing Management Michael R. Czinkota, Masaaki Kotabe, 2001 A marketing management course shouldn't be treated like a principles class. And, an upper-level text doesn't need to be written like an encyclopedia. That's why Marketing Management, 2e by Michael Czinkota and Masaaki Kotabe takes a direct, no bull approach, bringing concepts to life without dry explanations and unnecessary extra information. Theoretical and practical considerations are balanced throughout. Coverage of critical and contemporary marketing topics includes integration of e-commerce and a unique chapter on estimating marketing demand. |
| economic buyer vs decision maker: Leadership Development Rosemary Ryan, 2009-11-04 Written from a practitioner viewpoint with case studies and examples from a wide variety of industries, this is a practical text for Learning & Development and Human Resource practitioners, providing an in-depth treatment of all the aspects of people development within today’s organizations. Readers will want more than just the theory – they want to know how to apply it as an internal consultant and what the potential pitfalls can be. Most importantly, they want practical strategies for introducing and implementing new management development practices. The text shows how to apply new approaches to old problems and provide new ways of creating high performance within an organization. This book offers an in-depth explanation of the key principles, problems to be addressed and strategies for success in developing effective managers and leaders. The style is both pragmatic and tactical, based on academic theory but grounded in the day to day reality of what is possible in today’s organizations. |
| economic buyer vs decision maker: Merge 2.0 William L. MacDonald, 2018-06-27 You now have all the principles you need to pursue B2B complex sales and win more business. Whether you are at the beginning of your career or a sales veteran, the strategies in this book will raise the bar on your performance. If you follow the MERGE process for every prospect encounter, you can double your production and contribute more than you thought possible to topline revenue. |
| economic buyer vs decision maker: Selling the Right Way, Prayerfully God's Way Jim Abraham, 2011-12 Most sales publications cover selling exclusively from the world's point-of-view. They cover a topic or two that may peak the interest of the reader, but they leave out two elements that are critical to a Christian sales professional's success. What are those two essentials you need to know? They are: 1.) Where does God fit into your life as a salesperson, and 2.) What else do you need to know to be a long-term sales pro? You see, selling is more than one or two techniques that will manipulate your prospect into buying. It's more than a few closing techniques that will seal-the-deal. Sales is an ability you are given, by God, to help other people solve their problems. You are a problem solver, an advocate for your client. This book will help you become the best you can be, with prayer and God's guidance. |
| economic buyer vs decision maker: Modern Marketing Using AI Malay A. Upadhyay, Pooja Chitnis, 2021-12-23 Your guide to becoming a marketing guru and supercharge your brand with modern technologies. KEY FEATURES ● Industry-led best practices and real-world examples of brand successes and failures. ● Leading AI tools, guidelines, and templates for Marketing, Sales, and Customer Success. ● Advanced forms of marketing such as Consumer Neuroscience, Subliminal Marketing, and Virtual Advertising. DESCRIPTION How can some businesses survive centuries while hundreds collapse every year - from micro-enterprises to global brands? A brand's journey to grow and maintain loyal supporters is one of the timeless foundations for every company that its customer teams need to know. 'Modern Marketing Using AI' covers it all by taking a customer perspective to look at best practices, industry-leading strategies, technologies, and their timing to maximise the value of a brand. The book starts with an overview of a brand journey, how marketing, sales, and customer success work at each stage, and why the usage of AI in this field has become a need. It then dives into each stage, teaching us how to validate a product, define the brand, expand its visibility, and turn customers into fans with AI-led marketing techniques for channels, accounts, referrals, affiliates, influencers, social media and much more. At every stage, it highlights brand stories and how operational automation and insights can be leveraged for marketing. We conclude with guidelines on how marketers can prepare for AI and even estimate its impact on their jobs. You will walk away with a keen awareness of how to drive your organizational growth and gain a professional advantage by being ready for the era of artificial intelligence. WHAT YOU WILL LEARN ● Learn how Marketing, Sales, and Customer Success work together to define a brand and grow its customer base. ● Learn how to create brand recognition, credibility, engagement, receptivity, and resonance to optimize brand equity. ● Create a robust marketing plan and perfectly time the different marketing initiatives, from digital channels to neuroscience. ● Learn when, how, and what AI-enabled tools to deploy in marketing, sales, and customer success operations. WHO THIS BOOK IS FOR This book is aimed at entrepreneurs and marketing professionals, as well as educators and students who want to learn how to create a successful brand leveraging modern technologies. Readers are only required to have a rudimentary understanding of marketing, sales, and customer success. TABLE OF CONTENTS Section 1: Understanding the Brand Journey 1. The Importance of Brand Equity 2. A Typical Brand Journey 3. The Convergence of Marketing, Sales and Customer Success 4. AI and the Future of Marketing Section 2: Attracting Customers 5. Validating Your Brand and Product 6. Brand Identity 7. Brand Awareness – Web Presence 8. Brand Awareness – Social Media 9. Brand Awareness – Online Ads Section 3: Winning the Customers 10. Operational Alignment and Automation 11. Brand Credibility 12. Brand Engagement 13. Selling Strategies Section 4: Turning the Customers into Fans 14. Customer Onboarding 15. Brand Receptivity 16. Brand Resonance 17. How to Prepare for the AI Era |
| economic buyer vs decision maker: The Shredder Test: a step-by-step guide to writing winning proposals Robyn Haydon, 2012-11-20 Put yourself in the customer’s shoes, with dozens of bids, proposals or tender responses to assess. It’s a daunting and difficult job. Despite the hours you have spent writing your proposal, it’s just one among many. What does it take to be successful in this hyper-competitive environment? What will make your proposal rise to the top of the pile? In this concise and easy to read book, proposal writing expert Robyn Haydon explains why most proposals end up on the reject pile – and how to make sure yours is a winner. Whether you write proposals for a living – or just need help to finish a proposal today – you will find practical advice here on proposal structure, readability, writing techniques, selling your capability, making a compelling offer, and avoiding elimination traps. Ideal for entrepreneurs, professional service providers and small business owners, as well as sales and marketing specialist, grant writers and proposal professionals who work in commercial and not for profit environments. “A quick way to learn a great deal about proposal writing…excellent value…highly recommended.”- Australian Marketing Institute “What's your strike rate when it comes to successful submissions? If it's less than 100%, you could learn something from The Shredder Test. The chapter summaries are excellent…a concise, useful read.” - The Age Newspaper “Straightforward and easy to read, this book is applicable worldwide for companies bidding in open business-to-business environments.” - Association of Proposal Management Professionals (USA) “Strategies, tactics, how-to's and tips that any business can use.” - Herald Sun Newspaper |
| economic buyer vs decision maker: Let's Get Real or Let's Not Play Mahan Khalsa, Randy Illig, 2008-10-30 The new way to transform a sales culture with clarity, authenticity, and emotional intelligence Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. Elevate your career with this essential guide for sales professionals and entrepreneurs alike. |
| economic buyer vs decision maker: Introduction to Business Heidi M. Neck, Christopher P. Neck, Emma L. Murray, 2023-03-21 Written by bestselling authors Heidi M. Neck, Christopher P. Neck, and Emma L. Murray, Introduction to Business explores the fundamental building blocks of modern business while addressing social impact, ethics, and the power of innovation throughout. Cases on startups, small businesses, and corporations will ignite student interest as they learn from today’s most forward-looking organizations. Regardless of your students’ career aspirations, they will develop the mindset and skillset they need to succeed in their professional journeys. |
| economic buyer vs decision maker: Economics for Investment Decision Makers Christopher D. Piros, Jerald E. Pinto, 2013-03-05 The economics background investors need to interpret global economic news distilled to the essential elements: A tool of choice for investment decision-makers. Written by a distinguished academics and practitioners selected and guided by CFA Institute, the world’s largest association of finance professionals, Economics for Investment Decision Makers is unique in presenting microeconomics and macroeconomics with relevance to investors and investment analysts constantly in mind. The selection of fundamental topics is comprehensive, while coverage of topics such as international trade, foreign exchange markets, and currency exchange rate forecasting reflects global perspectives of pressing investor importance. Concise, plain-English introduction useful to investors and investment analysts Relevant to security analysis, industry analysis, country analysis, portfolio management, and capital market strategy Understand economic news and what it means All concepts defined and simply explained, no prior background in economics assumed Abundant examples and illustrations Global markets perspective |
| economic buyer vs decision maker: Innovation, Product Development and Commercialization Dariush Rafinejad, 2007-06-15 This title uses a holistic approach to examine the diverse issues that managers face to channel resources in the right direction for commercial success. It details the commercialization of innovation and new products in fast-paced, high-tech markets and how to match tecnological advances to new market opportunities. |
| economic buyer vs decision maker: Proceedings of the 1987 Academy of Marketing Science (AMS) Annual Conference Jon M. Hawes, George B. Glisan, 2015-05-18 This volume includes the full proceedings from the 1987 Academy of Marketing Science (AMS) Annual Conference held in Bal Harbour, Florida. It provides a variety of quality research in the fields of marketing theory and practice in areas such as consumer behaviour, marketing management, marketing education, and international marketing, among others. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science. |
| economic buyer vs decision maker: Economics James D Gwartney, Richard Stroup, 2014-05-10 Economics: Private and Public Choice, Second Edition deals with modern Keynesian theory, monetarist theory, collective decision-making, and the traditional demand-side of macroeconomics. The book explains economic principles, such as taxation, government expenditure, public choice theory, rate of employment, aggregate supply, fiscal policy, low productivity, inflation, and adaptive expectation hypothesis. The text also covers microeconomics, particularly, capital interest, profits, energy market, and the indifference curve analysis. The book discusses inequality, income mobility, and the battle against poverty where a market system can encourage the careful use of resources, high productivity, and freedom of choice for individuals to bear the costs and reap the benefits. The text points out that income redistribution can result in some conflicts. As an example, the book analyzes income inequality in the United Sates, income inequality in other countries, as well as its causes. The book also describes the characteristics of less developed countries as having low per capita income, dominance of agriculture-household sector, rapid population growth, income that is more unequally distributed, including inadequate health care and education. The book is suitable for economists, sociologists, and policy makers involved in national economic development. |
| economic buyer vs decision maker: The New Strategic Selling Robert B. Miller, Stephen E. Heiman, Tad Tuleja, 2008-11-16 The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing process, Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not boom and bust, revenue * How to avoid the single most common error when dealing with the competition. |
| economic buyer vs decision maker: Gower Handbook of Marketing Michael J. Thomas, 1995 This edition has been revised to include new chapters on subjects as diverse as relationship marketing and international marketing research. The 36 contributors are all acknowledged leaders in their chosen field, with practical experience of marketing. |
| economic buyer vs decision maker: Value-Based Fees Alan Weiss, 2008-11-03 In this thoroughly revised edition of his classic book, Alan Weiss shows how consulting fees are dependent on only two things: value provided in the perception of the buyer and the intent of the buyer and the consultant to act ethically. Many consultants, however, fail to understand that perceived value is the basis of the fee, or that they must translate the importance of their advice into long-term gains for the client in the client's perception. Still others fail to have the courage and the belief system that support the high value delivered to clients, thereby reducing fees to a level commensurate with the consultant's own low self-esteem. Ultimately, says Weiss, consultants, not clients, are the main cause of low consulting fees. |
| economic buyer vs decision maker: Disciplined Entrepreneurship Bill Aulet, 2024-04-02 An expanded & updated version of the award winning & bestselling one-stop entrepreneurial book used by hundreds of schools globally that has helped create or make better hundreds of thousands of entrepreneurs Disciplined Entrepreneurship Expanded and Updated starts by combining the timeless and insightful principles of Disciplined Entrepreneurship with the practical tools found in the Disciplined Entrepreneurship Workbook into a single, comprehensive package. The book also has been updated with recent developments in the field and examples as well as a robust new library of additional resources. Author, entrepreneur, professor, and Managing Director of the Martin Trust Center for MIT Entrepreneurship, Bill Aulet systematically walks readers through exactly how to create a successful startup. This book presents a detailed, sequential—but not linear—integrated and proven 24-step framework that any entrepreneur can apply immediately to improve their chances of entrepreneurial success. Readers will also find: The number-one process reason that new ventures fail Entrepreneurship is not an art, but rather a craft that can be learned How the best idea or product is no assurance at all that you will win—there is much more Perfect for aspiring founders and entrepreneurs within existing organizations, Disciplined Entrepreneurship Expanded & Updated is also an invaluable resource for anyone who has already begun their entrepreneurial journey and needs practical, hands-on tools to help them take their business to the next level. |
| economic buyer vs decision maker: Buyer Personas Revised and Expanded Jim Kraus, Adele Revella, 2024-07-30 A fresh look into understanding your prospective customer's buying decisions to influence them and win more business Building on the groundbreaking success of the first edition, this newly revised and updated version of Buyer Personas enables marketers to stop wasting time and resources on their best guesses and start drilling down to understand what buyers truly care about—then harness this newfound knowledge to create strategies and messages that break through the clutter and reach buyers on their level. In a world where buyers frequently struggle to get the information they need to evaluate competitive alternatives and feel confident in their choices, this book lays out a step-by-step approach used by hundreds of companies to understand what buyers want to know and experience as they search for a solution to meet their needs, weigh their options, and make a buying decision. In this book, you'll learn: Why understanding the buying decision is far more important than knowing a few things about the individuals or roles involved in that decision How to develop a modern Buyer Persona based on five types of buying insights that will inform nearly every marketing and sales decision you make Why interviewing recent buyers is the best way to develop your Buyer Persona and how to do it effectively How to use AI and quantitative survey research to enhance your Buyer Persona Ways to use Buyer Persona insights to increase awareness of your products and services, drive consideration, and convert more business The revised and expanded Buyer Personas is a complete guide to go beyond benefit-heavy, undifferentiated marketing and focus only on what buyers care about most. It earns a well-deserved spot on the bookshelves of entrepreneurs, executives, marketers, and other business professionals looking to influence their prospective buyers. |
| economic buyer vs decision maker: Essentials of Economics James D Gwartney, Richard Stroup, J. R. Clark, 2014-05-10 Essentials of Economics, Second Edition is a text intended for a one-term course in economics for college students. It attempts to teach students of the analytic way of studying economics and provides the basics of the concept of political economy and uses this knowledge to explain the choice process in the public sector. The book presents a comprehensive survey of economics. It contains chapters that highlight the importance of the microincentive structure of macroeconomic markets; identifies the determinants of supply, as well as the impact of public policy on those determinants; and presents both adaptive and rational expectations theory. The linkage between production theory and the cost curves faced by the firm; examination of the market structure; and the role of regulation and deregulation are covered as well. Economics students will find the book very useful. |
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