Nonstop Sales Boom

Powerful Strategies to Drive Consistent Growth Year After Year

 Nonstop Sales Boom

Author: Colleen Francis
Pub Date: August 2014
Print Edition: $17.95
Print ISBN: 9780814433768
Page Count: 288
Format: Paper or Softback
e-Book ISBN: 9780814433775

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Table of Contents

CONTENTS

Acknowledgments viii

Introduction. A Better Way: A Nonstop Sales Boom 1

PART I : ENGAGEMENT 5

Chapter 1: The Destructive Power of Boom--Bust Cycles 7

Key Characteristics of Booming Companies 8

Moving to a Perpetual Boom: TalkSwitch Inc. 10

Sales Bust Cycles 12

Fourteen Reasons Why Boom and Bust Cycles Are Unnatural and Damaging 19

Chapter 2: The Sales Radar: How the Continuous Sweep

of Customer Engagement Destroys Tunnel Vision 24

The Three Categories of Tunnel Vision 25

Discovering Your Sales Radar: Shattering the One-Direction Bias 32

Your Sales Radar and the Four States of Engagement 34

What Makes the Sales Radar So Unique? 39

Evaluating Your Success in Each of the Four States of Engagement 40

Your Sales Radar and the Sales Pipeline 44

PART I I : ATTRACTION 47

Chapter 3: Of Math and MADness: How to Identify

the Most Promising Prospects for Your Pipeline 49

Think Quantity: Set Your Prospecting Goals 50

Prequalification: You Don't Have to Sell to Everyone! 56

Colleen's Power Tip #1: Sales and Marketing Must Agree on Definitions 70

Colleen's Power Tip #2: Pipeline Sales as Percentage Completed 71

Chapter 4: "Wow, I See You Everywhere!": Leveraging

New Pathways to Reach the Prospect 75

The Old Sales Process 75

The New Sales Process 77

Be Ubiquitous 79

Harness the Power of Social Media 85

Step Away from the Computer 90

Make Sure Sales and Marketing Are in Sync 92

Colleen's Power Tip #3: Nine Keys for Prospecting Perfection 94

Colleen's Power Tip #4: Be Consistent 98

Chapter 5: The Expert Salesperson: Publish What

You Know--in Every Way Possible 99

Become a Publisher 100

Prove It! Case Studies Reinforce Your Expertise 110

Colleen's Power Tip #5: Marketing Is Not Just for Marketers 113

PART I I I : PARTICIPATION 115

Chapter 6: Before the Negotiations: Collaborate

with Qualified Prospects on Proposed Solutions 117

Qualification Requires Intimate Knowledge of Your Prospect 117

Vital Questions: What You Need to Know 119

Should They Stay or Should They Go? 121

Collaborate with Qualified Prospects on Solution Design 124

Evaluating a Proposal That's Hard to Reject 126

Keep the Process Moving: How to Co-Create the Urgency to Participate 130

Colleen's Power Tip #6: 4M Meetings Get the Job Done 134

Chapter 7: Fearless Negotiating: How Candor and

Rigorous Follow-Up Clear the Path to Closing 140

Decision: The Buyer Cogitates on Whether to Accept a Proposal 140

Negotiation: Be Involved and Hold Firm 148

The Engage Four-Step Negotiation Plan 149

Colleen's Power Tip #7: Turn Confrontations into Conversations 154

Colleen's Power Tip #8: Use the Engage SALE Methodology

to Answer Questions 156

Chapter 8: Participation Continues: Stay Engaged

After the Close 160

Hit the Ground Running: Quick Start, Early Wins, and a Thank-You 161

Help Customers Take Full Advantage 165

Communicate the Tangible and Intangible Value 169

Two-Listed Seller: How Glen Keeps His Clients Informed and Happy 172

Colleen's Power Tip #9: Eleven Tangible Ways to Create Intangible Value 173

PART IV: GROWTH 175

Chapter 9: Who Wants More? Discovering the

Best and the Worst of Your Current Customers 177

Size and Potential Size Both Matter 178

Not All Clients Have the Growth Gene 179

Finding Those You Should Fire: Segmenting the Service Accounts 183

How to Fire a Client 186

Colleen's Power Tip #10: Set Your Own Minimum Profit per Client 189

Chapter 10: Entering the VORTEX: How to Build a

Path to High Engagement and New Opportunities 190

Increase Your Relationship Value: From Personal to Corporate Rapport 192

Connecting the Corporate Players 197

Multiplying Contacts in Customer Organizations: The ISO Relationship Matrix 199

Own the New Relationship Before Introducing Others into It 201

The VORTEX Framework: Transforming Relationships into Sales 203

Where the Magic Happens 210

Colleen's Power Tip #11: The Power of the Business Review 211

PART V: LEVERAGE 215

Chapter 11: The Borderless Bazaar: Creating a

Sense of Community with Your Clients 217

Occupy Spaces and Create Communities 218

Two Basic Communities: Knowledge-Based and Emotion-Based 220

Create a Community of Peers 226

Why Communities Matter More and More 228

Colleen's Power Tip #12: How to Create Buzz 231

Chapter 12: Testimonials: Your Greatest Leverage Tool 234

Keep Your Ears Open Wide 236

Nothing Ventured, Nothing Gained 237

Three Must-Have Testimonial Types 240

Colleen's Power Tip #13: Five Proactive Tactics for Collecting Testimonials 243

Chapter 13: High-Powered Leverage: How to Get

the Most Referrals to the Best Prospects 247

Colleen's Seven Secrets to Referral Success 250

Avoid These Classic Mistakes When Asking for Referrals 256

Two Ways to Ask for a Referral 260

Colleen's Power Tip #14: Where Can You Find Referrals? 261

Chapter 14: Organizational Issues: Supporting and

Enabling the Sales Radar 264

Talent: Creating and Coaching High-Performance Teams 265

Aligning Processes to Be Sales-Radar Ready 268

Choosing the Right Sales and Product Development Strategies 270

Create a Collaborative Organizational Structure 271

Colleen's Power Tip #15: Bringing Your Organization Together 273

Creating and Maintaining Your Nonstop Sales Boom 274

Index 275

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