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Understand the essentials of Key Account Management through this clear, concise and no-nonsense guide.

Steven Van Belleghem uses his research into more than 300 innovative companies, to answer the question of how to be customer-oriented in a world of automation and digitalisation.

Start closing sales like top producers!Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: "I wouldn't be interested"? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they've thought about it and are just going to pass?If you're in sales, then the question isn't "Have you ever felt this way?", but rather, "How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value - hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You'll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren't, who else in their company or another department might be.Power Phone Scripts is the sales manual you've been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident - just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like:* "It costs too much"* "We already have a vendor for that"* "I'm going to need to think about it"* "I need to talk to the boss or committee" and so many others...More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect's problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client.Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.

Access insider stories from leading companies on how digital culture has improved their business practices, leading to increased adaptability and productivity.

The Fundamentals of Digital Fashion Marketing introduces and explores contemporary digital practice within the fashion industry. It is designed to inform and inspire today''s graduates as the next generation of creative marketers. It identifies key digital marketing approaches and emerging technologies and examines their place in contemporary fashion careers and the opportunities they create for fashion graduates to design, promote and market themselves in a range of sites and formats.

Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies.

Save time, save money, and grow your business with more effective CRM CRM For Dummies is the small business leader's guide to managing customer interactions. Customer relationship management is a critical part of any business, and it encompasses everything from business strategy and HR to sales, marketing, events, and more.

With a focus on global trade, this book provides entrepreneurs and small-to mid-sized businesses with the information they need to begin exporting their products around the world-as well as importing goods to sell. It shows you how to follow guidelines for developing a successful business and marketing plan.

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.

Optimise a multi-screen generation of mobile technology and integrate the latest developments into the heart of your digital strategy.

The Advertising Effect examines how advertising influences consumer behaviour - and the psychological principles underpinning it.

Multiply the effectiveness of your campaigns with marketing automation Marketing automation technology has been shown to dramatically increase lead conversions and average deal sizes as well as improving forecasting and customer segmentation.

Warren Buffett didn't become the world's third wealthiest individual on his investing instincts alone. This title gives you the 101 top deal-making maxims of a legend in his own time. It reveals the method behind Buffett's near-mythic deal-making prowess. It reveals the secrets of the Oracle of Omaha.

All individuals who operate in the business sphere, whether as consumers, employers, employees, entrepreneurs, or financial traders to name a few constituents, share a common biological heritage and are defined by a universal human nature.  As such, it is surprising that so few business scholars have incorporated biological and evolutionary-informed theories within their conceptual toolboxes.  This edited book addresses this lacuna by culling chapters at the intersection of the evolutionary behavioral sciences and specific business contexts including in marketing, consumer behavior, advertising, innovation and creativity, intertemporal choice, negotiations, competition and cooperation in organizational settings, sex differences in workplace patterns, executive leadership, business ethics, store design, behavioral decision making, and electronic communication.  To reword the famous aphorism of T. G. Dobzhansky, nothing in business makes sense except in the light of evolution.

Share This is a practical handbook to the biggest changes taking place in the media and its professions by the Chartered Institute of Public Relations (CIPR) Social Media Panel.

Embrace data and use it to sell and market your products Data is everywhere and it keeps growing and accumulating. Companies need to embrace big data and make it work harder to help them sell and market their products.

Shows you how to break down the barriers caused by the "trust no one" mantra invading every customer's mind today. This title covers: 8 ways to demonstrate trustworthiness to prospective clients; and, the incorrect assumption that trust is built by imparting information and knowledge and a breakthrough technique to replace this mistake.

Develop your understanding of brand management and strategic brand thinking with this essential, definitive reference source designed for both professionals and students.

Presents local business owners, retailers, service providers, restaurateurs, and professional practice owners with a tactical grassroots marketing plan to help increase customer retention, generate greater referrals, and build a thriving business for the long-term. This title covers 9 inconvenient truths of grassroots marketing.

Is your small business growing and thriving the way you envisioned it would when you struck out on your own? This trusted book explains how to develop and execute a simple, effective, and affordable marketing plan that brings new life to products and services.

A practical framework that helps sales professionals zero in on the metrics that really matter--enabling them to align their sales forces tactics with organizational strategy to dramatically boost efficiency and effectiveness

Key skills to make sales managers better developers of salespeople Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records.

The leading introductory book on data mining, fully updated and revised! When Berry and Linoff wrote the first edition of Data Mining Techniques in the late 1990s, data mining was just starting to move out of the lab and into the office and has since grown to become an indispensable tool of modern business.

As the market place changes under the impact of the rapid transformation of information and the Internet, marketing plans are more important than ever. This title explains how to integrate social media, contacts and membership, and other tools into a complete plan that strengthens your customer base without breaking your budget.

This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts.

You don't need a marketing degree or intensive training to build an attention-grabbing brand; you just need this book - and 30 days. Simon Middleton shows you how to create, manage and communicate your brand profoundly and effectively, in just 30 days, by following 30 clear exercises.