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(0)David Mattson
Author
Language
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...
Author
Language
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
Language
English
Description
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...
Author
Language
English
Description
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
Language
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...
Author
Language
English
Description
Drawing on six case studies of wolf, grizzly bear, and mountain lion conservation in habitats stretching from the Yukon to Arizona, Large Carnivore Conservation argues that conserving and coexisting with large carnivores is as much a problem of people and governanceof reconciling diverse and sometimes conflicting values, perspectives, and organizations, and of effective decision making in the public sphereas it is a problem of animal ecology and behavior....
Author
Language
English
Description
Prospect the Sandler Way shares thirty core principles for mastering stress-free lead development by phone and over the Internet, in accordance with the selling system developed by David H. Sandler. Includes updated strategies on 21st century topics like conducting effective on-line pre-call research, and using LinkedIn to generate referrals. John Rosso is an internationally recognized business development expert specializing in executive sales coaching...
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