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Selling To Major Accounts
In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpose. Account managers and salespeople must be able to identify and capture key opportunities and use a systematic approach to growing the accounts. Here's where they'll find the powerful tools, processes, and techniques to succeed.
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$59.95
368 Pages
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Selling it Right: Getting it Right With Integrity
You want to succeed and feel good about what you do, and your organization is counting on you "to deliver." As a result, there may be times when you find yourself torn between what seem to be two contradictory goals: selling as much as possible versus doing the right thing. Sound familiar? If so, this book is for you! Ask us about our unique "U-Train" program that accompanies this dynamic new book.
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$12.95
100 Pages
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The Behavioral Advantage: What the Smartest, Most Successful Companies Do Differently to Win in the B2b Arena
The sequel to one of the Best Career Books of 2003-Winning Behavior. Winning Behavior first introduced the concept of behavioral differentiation in the business-to-client relationship. Now the authors, Terry Bacon and David Pugh, address the complexities of differentiation by behavior in the B2B arena.
The Behavioral Advantage reveals how exceptional B2B companies go beyond traditional business excellence metrics and outbehave their competition in four key areas: operationally, interpersonally, exceptionally, and symbolically.
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$27.95
320 Pages
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Winning Behavior
Winning Behavior: What the Smartest, Most Successful Companies Do Differently draws from almost 50 years of experience in helping clients win work. And in today's flat markets, where market forces are at work to move competitors to commodity and pricing through the floor, the last major frontier of differentiation in client relations isn't technical or capabilities based, it's behavioral.
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$29.95
368 Pages
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