Genre: Business

Books from Dagmar Miura in the business genre

Selling Strategically: A 21st-Century Playbook

by Terry Barge

In this post-recessionary era, sales professionals in every business-to-business sector must “up their game” significantly in order to create sustainable success for their organisations and themselves. Selling Strategically – A 21st-Century Playbook provides a proven and practical journey through the pivotal sales “upgrades” necessary to achieve and sustain revenue growth and profitability in a demanding and highly competitive 21st-century business environment.

This book provides both the “Why?” and the “How?” of “selling strategically” and tracks why this business-to-business sales methodology can play a key role in delivering sales success for forward-thinking organisations. It introduces the role of the Sales Strategist and delves deeply into the four key attributes that define that role.

And to ensure that the book’s key sales principles can be applied immediately, there is a unique, step-by-step Playbook that provides the essential “how to” steps.

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“Whether you are a new business developer, a seasoned professional, or head of a sales organization, Selling Strategically is a must-read in order to adapt to today’s rapidly changing market. Terry Barge has imparted tremendous expertise in this highly engaging sales playbook. You’d better read this, because your competitors will!”  —Christopher Rice, President, BlessingWhite, a division of GP Strategies

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Sales Value Propositions: The Cutting Edge

by Terry Barge

Sales Value Propositions are among the most effective sales tools available to business-business salespeople when it comes to building and sustaining credibility and rapport with customers and prospects. At the same time, they are frequently overlooked and consequently underutilised at every level of the organisation, especially by sales and marketing professionals. This book explains and positions the powerful role and proven effectiveness of Sales Value Propositions in advancing customer relationships and winning sales opportunities.

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“Now more than ever is there a need to have a salesforce that thinks beyond the immediate need to sell. To create an interaction with your customer that provides mutual value is imperative on the commercial stage. Being able to shift the customer’s mind-set to one of value creation is the key to long term repeat trading based on trust, accountability, and knowledge. Having ‘Sales Value Propositions: The Cutting Edge’ as a reference guide with intelligent insight and examples is a fabulous way to repeat and practice this vital commercial strategy.”  —Rob Glasper, UK National Customer Service Manager

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