Divestitures: CREATING VALUE THROUGH STRATEGY, STRUCTURE, AND IMPLEMENTATION Emilie R. Feldman
Selling Is Hard. Buying Is Harder.: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle
- Af
- Med
- Forlag
- Længde
- 6T 50M
- Sprog
- Engelsk
- Format
- Kategori
Økonomi & Business
Enable Your Buyers for Faster B2B Sales
What drives B2B sales most effectively—focusing on what you do as a salesperson or on what your champion and the buying group does behind the scenes? The latest research makes it clear that the B2B buying process has become too complex and difficult and buyers today crave companies and experienced guides who make the process easier. Focus on making buying easier and your prospects will buy from you faster and more often.
Sales teams can shorten the sales cycle by as much as 68% when they learn to equip their champion—the people promoting their solution inside the target account—using the DEEP-C™ buyer enablement framework: Discover, Engage, Equip, Personalize, and Coach. This book guides sales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.
All images and graphics referred to in this audiobook, along with other Appendix items, can be viewed and downloaded from the author's website.
© 2021 Greenleaf Book Group (Lydbog): 9781632993922
Udgivelsesdato
Lydbog: 7. april 2021
Andre kan også lide...
- The Phoenix Encounter Method: Lead Like Your Business Is on Fire! Ram Charan, Ian C. Woodward, V. "Paddy" Padmanabhan, Sameer Hasija
- Beating the Odds: Eddie Brown's Investing and Life Strategies Eddie Brown, Blair S. Walker
- Customer Data Platforms: Use People Data to Transform the Future of Marketing Engagement Martin Kihn, Christopher B. O’Hara
- The Practical Drucker: Applying the Wisdom of the World's Greatest Management Thinker William A. Cohen
- Outbounding: Win New Customers with Outbound Sales and End Your Dependence on Inbound Leads William Miller
- Open Strategy Christian Stadler, Stephan Friedrich Von Den Eichen, Julia Hautz, Kurt Matzkker
- Owning Up: The 14 Questions Every Board Member Needs to Ask Ram Charan
- The Digital Leader: Finding a Faster, More Profitable Path to Exceptional Growth, 1st Edition Ram Charan, Raj B. Vattikuti
- The Business of Belief: How the World's Best Marketers, Designers, Salespeople, Coaches, Fundraisers, Educators, Entrepreneurs and Other Leaders Get Us to Believe Tom Asacker
- Strategy in the Digital Age: Mastering Digital Transformation Michael Lenox
- Pricing the Priceless: The Financial Transformation to Value the Planet, Solve the Climate Crisis, and Protect Our Most Precious Assets Paula DiPerna
- Accounting for the Numberphobic: A Survival Guide for Small Business Owners Dawn Fotopulos
- Building and Managing High-Performance Distributed Teams: Navigating the Future of Work Alberto S. Silveira, Jr.
- The Sponsor Effect: How to Be a Better Leader by Investing in Others Sylvia Ann Hewlett
- Commit and Deliver: On the Frontlines of Management Consulting Cyrus Freidheim
- Uncompromising: How an Unwavering Commitment to Your Why Leads to an Impactful Life and a Lasting Legacy Steven A. White
- Breaking Into Venture: An Outsider Turned Venture Capitalist Shares How to Take Risks, Create Power, and Build Life-Changing Wealth Allison Baum Gates
- Shockproof: How to Hardwire Your Business for Lasting Success Juan Pablo Gonzlez, Debra Jacobs, Garrett Sheridan
- The Datapreneurs: The Promise of AI and the Creators Building Our Future Bob Muglia
- Mastering the Hire: 12 Strategies to Improve Your Odds of Finding the Best Hire Chaka Booker
- The Live Enterprise: Create a Continuously Evolving and Learning Organization Jeff Kavanaugh, Rafee Tarafdar
- ESG: The Insights You Need from Harvard Business Review Harvard Business Review
- Design Any Disaster: The Revolutionary Blueprint to Master Your Next Crisis or Emergency Patrick Hardy
- Leverage: How Cheap Money Will Destroy the World Charles Hugh Smith, Karl Denninger
- Chaotics: The Business of Managing and Marketing in The Age of Turbulence Philip Kotler, John A. Caslione
- Credibility: How Leaders Gain and Lose It, Why People Demand It Barry Z. Posner, James M. Kouzes
- Leading Apple With Steve Jobs: Management Lessons From a Controversial Genius Jay Elliot
- Redefining Retail: 10 Guiding Principles for a Post-Digital World Philip Kotler, Giuseppe Stigliano
- The Art of Excellent Products: Enchanting Customers with Premium Brand Experiences Riccardo Illy
- Stats and Curiosities: From Harvard Business Review Harvard Business Review
- The Human Side of Innovation: The Power of People in Love with People Mauro Porcini
- Corporate Canaries: Avoid Business Disasters with a Coal Miner's Secrets Gary Sutton
- The Big Picture MBA: What Every Business School Graduate Knows Peter Navarro
- The Google Model: Managing Continuous Innovation in a Rapidly Changing World Annika Steiber
- Reimagining Industry Growth: Strategic Partnership Strategies in an Era of Uncertainty Daniel A. Varroney
- Upstanding: How Company Character Catalyzes Loyalty, Agility, and Hypergrowth Frank Calderoni
- The Ultimate Guide to Power and Influence Robert L. Dilenschneider
- Find. Build. Sell.: How I Turned a $100 Backyard Bar into a $100 Million Pub Empire Stephen J. Hunt
- Spend Shift: How the Post-Crisis Values Revolution Is Changing the Way We Buy, Sell, and Live Philip Kotler, Michael D'Antonio, John Gerzema
- Data Driven: How Performance Analytics Delivers Extraordinary Sales Results Jenny Dearborn
- The Fundable Startup: How Disruptive Companies Attract Capital Fred M. Haney PhD
- Entrepreneurial Marketing: Beyond Professionalism to Creativity, Leadership, and Sustainability Philip Kotler, Hermawan Kartajaya, Hooi Den Huan, Jacky Mussry
- Youtility for Accountants: Why Smart Accountants Are Helping, Not Selling Jay Baer, Darren Root
- Disruptive Leadership: 8 Counterintuitive Secrets to Running a Successful Business Christopher Catranis
- Leading Growth: The Proven Formula for Consistently Increasing Revenue, 1st Edition Anthony Iannarino
- Ignore the Hype: Financial Strategies Beyond the Media-Driven Mayhem Brian Perry
- Inventor Confidential: The Honest Guide to Profitable Inventing Warren Tuttle
- Crack the Funding Code: How Investors Think and What They Need to Hear to Fund Your Startup Judy Robinett
- The Strategy Activation Playbook: A Practical Approach to Bringing Your Strategies to Life Aric Wood
- Youtility: Why Smart Marketing Is about Help Not Hype Jay Baer
- Startup Myths and Models: What You Won't Learn in Business School Rizwan Virk
- Decision Intelligence: Transform Your Team and Organization with AI-Driven Decision-Making Thorsten Heilig, Ilhan Scheer
- Do More Faster: TechStars Lessons to Accelerate Your Startup 2nd Edition Brad Feld, David Cohen
- Finish Big: How Great Entrepreneurs Exit Their Companies on Top Bo Burlingham
- Cost Estimation: Methods and Tools (Wiley Series in Operations Research and Management Science) Gregory K. Mislick, Daniel A. Nussbaum
- Create the Future: Tactics for Disruptive Thinking Jeremy Gutsche
- Talent Wins: The New Playbook for Putting People First Ram Charan, Dennis Carey, Dominic Barton
- Missed Information: Better Information for Building a Wealthier, More Sustainable Future David Sarokin, Jay Schulkin
- The High-Potential Leader: How to Grow Fast, Take on New Responsibilities, and Make an Impact Ram Charan
- Leading Virtual Teams Harvard Business Review
- The New Corporate Facts Life: Rethink Your Business to Transform Today's Challenges into Tomorrow's Profits Diana Rivenburgh
- The Open Innovation Revolution : Essentials, Roadblocks and Leadership Skills: Essentials, Roadblocks, and Leadership Skills Stefan Lindegaard, Guy Kawasaki
- Fostering Innovation: How to Build an Amazing It Team Andrew Laudato
- Built to Innovate: Essential Practices to Wire Innovation into Your Company’s DNA Ben M. Bensaou
- The Man's Guide to Corporate Culture: A Practical Guide to the New Normal and Relating to Female Coworkers in the Modern Workplace Heather Zumarraga
- Manage to Engage: How Great Managers Create Remarkable Results Pamela Hackett
- Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships Tom McMakin, Jacob Parks
- Leaders At All Levels: Deepening Your Talent Pool to Solve the Succession Crisis Ram Charan
- Threescore and More: Applying the Assets of Maturity, Wisdom, and Experience for Personal and Professional Success Alan Weiss
- Who Do You Want Your Customers to Become Michael Schrage
- Generating Buy-In: Mastering the Language of Leadership Mark S. Walton
- The Boomerang Principle: Inspire Lifetime Loyalty from Your Employees Lee Caraher
- Good Works!: Marketing and Corporate Initiatives that Build a Better World...and the Bottom Line Philip Kotler, David Hessekiel, Nancy Lee
- Curve Benders: How Strategic Relationships Can Power Your Non-linear Growth in the Future of Work David Nour
- It Starts With Clients: Your 100-Day Plan to Build Lifelong Relationships and Revenue Andrew Sobel
- HBR Guide to Getting the Mentoring You Need (HBR Guide Series) Harvard Business Review
- Haunted Empire: Apple After Steve Jobs Yukari Iwatani Kane
- The Intention Economy: When Customers Take Charge Doc Searls
- Kiasunomics 2: Economic Insights for Everyday Life Sing Tien Foo, Ang Swee Hoon, Sumit Agarwal
- The Lean Enterprise: How Corporations Can Innovate Like Startups Obie Fernandez, Trevor Owens
- Problem Hunting: The Tech Startup Textbook Brian Long
- Pitch the Perfect Investment: The Essential Guide to Winning on Wall Street Paul Johnson, Paul D. Sonkin
- The Startup Community Way: Evolving an Entrepreneurial Ecosystem Brad Feld, Ian Hathaway
- TouchPoints: Creating Powerful Leadership Connections in the Smallest of Moments Mette Norgaard, Douglas Conant
- The Service Culture Handbook: A Step-by-Step Guide to Getting Your Employees Obsessed with Customer Service Jeff Toister
- Redesigning Capex Strategy: A Groundbreaking Systems Approach to Sustainably Maximize Company Cash Flow Daniel Lindén, Fredrik Weissenrieder
- Virtual EI Harvard Business Review
- Business Analytics for Managers: Taking Business Intelligence Beyond Reporting Gert H. N. Laursen, Jesper Thorlund
- Half-Retire: Keep Your Business, Ditch the Stress Jim Muehlhausen
- The Act of Leadership: A Playbook for Leading with Humility, Clarity and Purpose Dan Haesler
- Execution Excellence: Making Strategy Work Using the Balanced Scorecard Sanjiv Anand
- Indispensable By Monday: Learn the Profit-Producing Behaviors that will Help Your Company and Yourself Larry Myler
- The Attacker's Advantage: Turning Uncertainty Into Breakthrough Opportunities Ram Charan
- Winning at the Acquisition Game : Tools, Templates and Best Practices Across the M&A Process: Tools, Templates, and Best Practices Across the M&A Process Timothy Galpin
- Leadership in the Era of Economic Uncertainty: Managing in a Downturn Ram Charan
- UnSelling: The New Customer Experience Scott Stratten, Alison Kramer
- Mission Transition: Navigating the Opportunities and Obstacles to Your Post-Military Career Matthew J. Louis
- The Risk-Driven Business Model: Four Questions That Will Define Your Company Karan Girotra, Serguei Netessine
- How To Make Money: An honest guide to going from an idea to a six-figure business Nafisa Bakkar
Vælg dit abonnement
Over 1 million titler
Download og nyd titler offline
Eksklusive titler + Mofibo Originals
Børnevenligt miljø (Kids Mode)
Det er nemt at opsige når som helst
Premium
For dig som lytter og læser ofte.
129 kr. /måned
1 konto
100 timer/måned
Eksklusivt indhold hver uge
Fri lytning til podcasts
Ingen binding
Unlimited
For dig som lytter og læser ubegrænset.
159 kr. /måned
50% rabat i 3 måneder
1 konto
Ubegrænset timer
Eksklusivt indhold hver uge
Fri lytning til podcasts
Ingen binding
Family
For dig som ønsker at dele historier med familien.
Fra 179 kr. /måned
2-6 konti
100 timer/måned pr. konto
Fri lytning til podcasts
Kun 39 kr. pr. ekstra konto
Ingen binding
Dig + 1 familiemedlem
2 konti179 kr. /måned
Flex
For dig som vil prøve Mofibo.
89 kr. /måned
1 konto
20 timer/måned
Gem op til 100 ubrugte timer
Eksklusivt indhold hver uge
Fri lytning til podcasts
Ingen binding
Har du en rabatkode?
Indtast koden her
