Sales Methodologies

Structured approaches to sales efforts can result in greater revenue. Learn and apply the best methodologies for your business.

What Got You Here Won’t Get You There in Sales discusses unconscious behaviors that turn buyers off and what you can do—or not do—in order to overcome them effectively. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
One Perfect Pitch gives you the tools to create a pitch that will draw investors in and keep them interested. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
Unlimited Sales Success examines various sales techniques that can aid you in becoming a successful sales professional. In this Summary, we discuss the salient points of the book based on our interpretation of its contents.
From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, this book contains the information sales professionals need to remain relevant in today's sales environment.
Rich with revealing, first-hand accounts of real businesses, this book shows how innovative businesses large and small are discovering new opportunities, strengthening customer loyalty, and mastering real-time buyer satisfaction.
A compilation of the established knowledge in strategic account management (SAM), this balanced and researched body of knowledge identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration.
Including examples, tips, techniques, and success stories from readers, as well as information about new technology that will help you smarten up your calls, this book will empower readers to take action, call prospects, and get a yes every time.
Featuring case studies from IBM, Hewlett-Packard, American Airlines, Motorola, Xerox, NCR, GM, and Boeing, this classic resource shows you how to develop long-term, continuing relationships with customer operating managers, instead of just vending to purchasers.
Featuring a new marketing technique with each successive chapter, and a demonstration of how you can apply each technique, this book shares invaluable advice for improving response rates to direct marketing campaigns, identifying new customer segments, and estimating credit risk.
Delivering the latest criteria for sales teams interested in selling more effectively, this book includes the data-driven documentation needed to properly and confidently position sales resources and operations to achieve greater results.