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What makes a great salesperson? What beliefs, attitudes and behaviors are linked to being a top performing salesperson? What impact does culture, industry and sales context have? And does a formal sales methodology or process make a difference? This book is for any sales professional, or indeed anyone involved in the sales process of their company, who wants to learn the secrets of successful selling. Based on interviews and analyses (qualitative and quantitative) of 1000 of the world's leading salespeople, across a mix of industries, cultures and context, the authors present the most rigorous evaluation of how salespeople behave and how they are driven. In doing so, they reveal the secret code behind consistent and high-level success in sales. The authors of The Salesperson s Secret Code combine hard data with intelligent insight to show, with verve and skill, how the world s best salespeople continue to thrive in uncertain times and how others can learn from their success. Sales is now an integral part of every role, making this an essential read for all business professionals. Daniel Pink, author of Drive and To Sell is Human This is a practical manual for anyone who wants to be better at selling. It is full of useful tips and wise advice from experts who really understand their craft. If you want to close more deals, then this is the book to help you win. Luke Johnson, Chairman of Risk Capital Partners, former Chairman of Channel 4 Television, and The Sunday Times columnist The Salespersons Secret Code uses great research to tap into what makes the best sales people tick. Simple, easy to understand and filled with insight. It should be a must read for all those who want to be successful in sales and all those who want to recruit the best sales people. Chris Newitt, Global Sales Director, Jaguar Land RoverAuthor: Ian Mills, Mark Ridley, Ben Laker, Tim Chapman Publisher: LID Publishing ISBN:978-1-911498-00-1 FORMAT: 198x129 mm Bookbinding: Hardback Number of pages: 292 pp
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Digital transformation is at the top of the agenda at banks and insurers across the globe. And operational excellence and cost efficiency are the key themes moving traditional banking and insurance to the digital world: digitalizing processes and optimizing operations. Cost reduction is absolutely necessary, no doubt about that. But many banks and insurers see the digitalization of processes as the end results, when all these efforts are really just bringing the basics up to date. What they do is restore the past; they are not creating the future.
The financial services industry is in a new phase. Banks and insurers have to operate much closer to the market. Digital technologies and changing customer behavior are changing the fundamentals of the industry; too fundamental to be solved by cost focus alone.
In Reinventing Customer Engagement, bestselling authors Roger Peverelli and Reggy de Feniks introduce a practical set of guiding principles to help bankers and insurers make the next leap and close the gap between ‚Äúdigital transformation to restore the past‚ÄĚ and ‚Äúdigital transformation to create a future‚ÄĚ:Author:¬†Roger Peverelli and Reggy de Feniks¬† Book Details Publisher: LID Publishing ISBN:¬†978-1-907794-49-0 FORMAT: 203x203mm Bookbinding: Paperback w/ flaps Number of pages: 256 pp E-Book Version
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The seven-and-a-half principles for winning bids, tenders and propsalsAuthor:¬†Scott Keyser These days, most companies find themselves having to tender or bid for new contracts and clients. It‚Äôs now part of the business landscape - companies simply have to be good at tendering and pitching if they are going to have any chance of getting new business and clients. This book, written by one of the leading consultants and trainers in competitive business tendering, provides the key principles for winning bids, tenders and proposals. Savvy and practical, the principles are based on the author‚Äôs extensive consulting experience with large and small companies, helping them to win big-ticket, ‚Äúmust-win‚ÄĚ contracts (with a success rate of 86%!). These essential principles apply to any company, in all sectors, which are seeking to improve their new-business win rate.
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