Target Opportunity Selling: Top Sales Performers Reveal What Really Works (Marketing/Sales/Advertising & Promotion)

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9780071773072: Target Opportunity Selling: Top Sales Performers Reveal What Really Works (Marketing/Sales/Advertising & Promotion)

A game-changing sales model that targets opportunities in every stage of today's long sales cycle.
Target Opportunity Selling reports on how top sales performers are creating and winning deals in today's highly-competitive, post-recession marketplace. Based on more than 20,000 hours of interviews and field observation, sales thought leader Nic Read reveals how modern rainmakers are beating the odds and making it look easy.  At the heart of this 'sales renaissance' is the Sales Expansion Loop, a modern alternative for the 'sales funnel' that is better suited for long cycle, solution sales. Read shows how to navigate the Loop to manage large opportunities at every stage. Each chapter bursts with insights, anecdotes and Read's signature 'call it as he sees it' style, with practical how-tos on sales qualification, first meetings, competitive strategy, relationship management and closing. As a standalone work, this book makes a singular contribution to the sales profession. As a sequel to Read's first work, Selling to the C-Suite, this book is required reading for every professional's personal library.

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From the Author:

My first book, Selling to the C-Suite, was based on 10 years of empirical research into why and when senior executives get involved in large buying projects, and how salespeople can align with these power brokers to develop trusted relationships. This next book in the series, Target Opportunity Selling, tackles the same issue from the opposite side of the table and distills a series of common best practices top sellers apply to bring home the bacon. This was far more challenging than the first book, but became far more satisfying by the time the final manuscript rolled off the keyboard. It's been decades since hard research on this topic was done on such a large scale. And in beta testing these ideas with large sales teams who went out and proved anyone can learn, apply and prosper from these concepts, I think we're onto something of lasting value.

About the Author:

Nicholas A.C. Read is the founder and managing partner of the revenue growth consulting firm SalesLabs. Honored with the prestigious International Business Award ("the business world's own Oscars"--New York Post), he is a sought-after speaker, consultant, and columnist whose insights on sales and management are used daily by business leaders in more than 40 countries.

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Book Description McGraw-Hill Education - Europe, United States, 2014. Hardback. Book Condition: New. Language: English . Brand New Book. A game-changing sales model that targets opportunities in every stage of today s long-lead sale Target Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world. Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale. Nicholas A.C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed the business world s own Oscars by the New York Post. Bookseller Inventory # AA39780071773072

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Book Description McGraw-Hill Education - Europe, United States, 2013. Hardback. Book Condition: New. Language: English . Brand New Book. A game-changing sales model that targets opportunities in every stage of today s long-lead sale Target Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world. Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale. Nicholas A.C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed the business world s own Oscars by the New York Post. Bookseller Inventory # AA39780071773072

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Book Description McGraw-Hill Education. Hardcover. Book Condition: New. Hardcover. 288 pages. A game-changing sales model that targets opportunities in every stage of todays long-lead sale Target Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world. Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale. Nicholas A. C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed the business worlds own Oscars by the New York Post. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Hardcover. Bookseller Inventory # 9780071773072

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