Sean Pratt
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English
Description
Most leaders are passionate about their business, and if they had better ideas for how to grow their company, they would use them. They really do want to move their company into the top rank ... but they have learned first-hand that just wanting that is not enough. They work very, very hard ... but after a while, they realize that, no matter how hard they work, something important seems to be missing, and they're not quite sure what that something...
Author
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English
Description
Leadership is a very different skill from day-to-day management. This is because leadership is focused on the business, whereas management is devoted to solving problems that arise in the business. That may seem to suggest that leadership is the easier of the two paths, but the truth is that leadership is far harder for many people, because it is less tactical. Not all sales managers are sales leaders, but sales managers can learn to be sales leaders.
Scaling...
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English
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A Wall Street Journal bestseller All prospects lie, all the time. Never ask for the order. Get an I.O.U. for everything you do. Don t spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results. Early in his sales...
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Discover the 11 insights that will change the way you think and sell. Improve performance through self-awareness and relationships. Mattson and Seidman-C-level executives at Sandler Training, a world leader in sales training-focus readers on the 11 core principles that can reshape identity and promote professional growth. The Sandler System reveals the insights necessary to shift your own beliefs, behaviors, and attitudes to match those of the highest-earning,...
Author
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English
Description
This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program's powerful six stages will guide you to: 1. Set a baseline for success for each territory and account. 2. Identify opportunities with the highest probability of success. 3. Engage with buyers to qualify enterprise opportunities. 4. Craft solutions that directly address your client's needs. 5. Propose...