Conversations That Win The Complex Sale: Using POWER MESSAGING to Create More Opportunities, Differentiate Your S... (Hardcover)
 
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Conversations That Win The Complex Sale: Using POWER MESSAGING to Create More Opportunities, Differentiate Your S... (Hardcover)

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Item #: 13058043
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    Win more deals with the perfect sales story!

    “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on......more

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Win more deals with the perfect sales story!

“Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.”
—Karen Quintos, CMO and SVP, Dell Inc.

“The concepts outlined in this book are critical skills to building a world-class presales organization.”
—Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP

“Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.”
—Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company

“The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!”
—Ken Powell, Vice President, Worldwide Sales Enablement, ADP

“The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.”
—Aron Ain, CEO, Kronos

About the Book:

In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story a...

Erik Peterson, Vice President of Strategic Consulting, Corporate Visions, helps companies and salespeople around the world win at the three-foot level—when they’re sitting across the table from their most important prospects. Companies such as GE, AmerisourceBergen, and Oracle have sought his help to create their simple, differentiated, and memorable story. Peterson has delivered consulting, keynotes, and messaging skills workshops to more than 10,000 salespeople in 13 countries, and he leads a team that’s delivered this work in 56 countries around the world.
Tim Riesterer, Chief Marketing Officer and Senior Vice President of Products and Consulting, Corporate Visions, is a recognized thought leader and practitioner in the area of marketing and sales messaging. His first book,Customer Message Management, focused on increasing a marketing department’s impact on selling by providing customer-relevant, salesready messaging and tools that salespeople will actually use. Now, he’s turned his attention to salespeople themselves and what actually happens when they are in front of the customer with their lips moving.

Author:
Peterson, Erik
Genre:
BUSINESS & ECONOMICS / Sales & Selling / General
Audience:
Professional and scholarly
Format:
Hardcover
Pages:
250
Language:
English
Publisher:
McGraw-Hill
Publish Date:
03/14/2011
Copyright Year:
2011
ISBN:
9780071750905
Height:
9.0 in
Wdth:
6.0 in
Thickness:
1.0 in
Unit weight:
1.15 lb
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