The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.
Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
This book reveals the secrets, techniques, and tips of top earners. You’ll learn:Why the 30-Day Rule is critical for keeping the pipeline fullWhy understanding the Law of Replacement is the key to avoiding sales slumpsHow to leverage the Law of Familiarity to reduce prospecting friction and avoid rejectionThe 5 C’s of Social Selling and how to use them to get prospects to call youHow to use the simple 5 Step Telephone Framework to get more appointments fastHow to double call backs with a powerful voice mail techniqueHow to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respondHow to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more!
Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.
In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.
Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
Recent years have seen the introduction of technical advances with respect to robotics in colorectal surgery and trans-anal total meso-rectal excision, and which are rapidly becoming established in clinical practice. Chapters also cover those aspects of colorectal practice, which are common to all, and provide guidance on management of topics including complications of radiotherapy, management of pouch dysfunction and iatrogenic complications in pelvic cancer surgery.
Users can access the top 5000 words either through the main frequency listing or through an alphabetical index. Throughout the frequency listing there are also thrity thematically-organized ‘boxed’ lists of the top words from a variety of key topics such as sports, weather, clothing and relations.
An engaging and highly useful resource, A Frequency Dictionary of Portuguese will enable students of all levels to get the most out of their study of Portuguese vocabulary.
Focus on the essentials
Provides a solid foundation of what the radiologist needs to know when interpreting musculoskeletal imaging studies, including the indications for when to use various imaging modalities.
"Findings within the image"
An excellent presentation method for learning to interpret bone and joint images.
Find it quickly
In addition to a detailed text and high-quality images, important points are summarized in boxes, tables, and illustrative figures for quick reference.
Extra features are included on the Thieme MediaCenter
An additional 338 images along with supplemental text and references are provided online on the Thieme MediaCenter.
Special FeaturesAll chapters are written by leading international authors. A comprehensive, multimodality approach is used. Over 2100 brilliant, state-of-the-art images are provided, including a multitude of MR images.