Increase your business’s sales with these seven essential practices salespeople and organizations must embrace to thrive in today’s competitive marketplace. Companies today are struggling to find the one thing that matters in today’s competitive marketplace. Price? Quality? Innovative product features? While all of the above factors certainly influence a customer’s buying decision, none of them is the most influential factor. What is? The employee who has the most power to make or break your company’s bottom line and influence its customers—the salesperson. Achieve Sales Excellence examines the paradigm of business-to- business sales. This book is based on the results of a fourteen-year study, which asked business customers—the key constituent group of professional salespeople—to define the qualities of world-class salespeople and organizations. It offers unmatched insights into sales performance issues and the practices sales professionals and organizations must embrace to become world-class sales forces.
Selling the Wheel is a fascinating story about sales and marketing written in the form of an ancient parable: Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention.... This is the challenge facing Max, as dramatized by Jeff Cox, coauthor of the bestselling business novels Zapp! and The Goal, Selling the Wheel is based on the pioneering research of Howard Stevens's employment-testing and customer-research firm, the H. R. Chally Group. In the story, Max and his wife, Minnie, learn what it takes to market the Wheel. With the help of Ozzie the Oracle, they discover four essential selling styles -- Closer, Wizard, Relationship Builder, and Captain & Crew -- and come to understand how each style is suited to a different type of salesperson. They learn that as markets evolve, selling styles and strategies must change. There is no single right way -- and no company can be all things to all people. This critical lesson is as valuable to salespeople as it is to sales managers. Writer Jeff Cox has the amazing gift for translating technical ideas into creative, engaging stories, and his collaboration with sales and marketing expert Howard Stevens is based on empirical research collected from 250,000 salespeople, more than 1,500 people in corporate sales, and interviews with more than 100,000 actual customers who rated the strengths and weaknesses of the salespeople serving them. Packed with practical tips for salespeople, entrepreneurs, marketing managers, and business students, Selling the Wheel is an irresistible guide to sales styles, strategies, and markets.
A lauded American poet's tributes to Walt Whitman and Henry James, now collected for the first time. Richard Howard has long been recognized as one of America’s finest poets, celebrated as an author for his keen engagement with other authors, and especially for his sparkling and trenchant dramatic monologues and two-part inventions. Through the years, Howard has, in this way, given voice to all sorts of historical and literary figures, but two of his favorite subjects are two of his favorite writers—Walt Whitman and Henry James—and this book gathers an array of poems in which he responds to these great gay forebears, as well as to two other beloved Americans, Hart Crane and Wallace Stevens. Here Whitman the good gray poet opens his door to Bram Stoker and to Oscar Wilde; Henry James struggles to take stock of Los Angeles, where he is to have lunch with L. Frank Baum; Edith Wharton reminisces about her fraught friendship with the Master; poor Pansy from The Portrait of a Lady broods on her dreadful father; and late in life Wallace Stevens visits Paris—as Stevens never did. Howard’s wonderful inventions are as expansive and celebratory and human as Whitman, as deeply and subtly inquiring as James, as sumptuously meditative as Stevens, and as arresting and delightful as Richard Howard himself.
I am a preacher called by GOD, but I can not impress you with an array of college degrees. I am a blue collar skilled-labor licensed aircraft mechanic by trade, a skill that I leaned in the United States Air Force. God saved me and began to visit me when I was a fatherless boy of ten year's old living in the projects of Pittsburgh, Penn. The Lord was with me as a boy up until I went to Vietnam. After spending a total of three years in Viet-Nam, I returned home with many problems. I had experience the worst side of life, become unsaved with a problem with depression and alcohol. One day I called upon the name of the Lord, Nov 1979. I told God if he really existed and would speak to me, I would serve him. After what I had seen in life, I doubted if there was really a God, and if he even cared. God spoke to me, from then on the Lord Jesus has never stopped speaking to me some way or some how everyday of my life. He delivered me and cleaned me up; set me in a great ministry, the Pittsburgh Revival Center pastor by a true Apostle, Brother Dan and Sister Annie. The Apostle was known all over the area in the 50's until the 80's. There I received the baptism of the Holy Ghost. Also I have been licensed as a minister in the Pentecostal Assembly of the World, and the Church of God in Christ. For years the Lord has prepared me to teach and preach and anoint me for the end-time move of GOD. God Bless You Minister Howard Stevens
David Kepler, thrust into responsibility for a national sales force, develops a new company-saving business approach, in a novel showing business readers how to apply that approach to their own sales and marketing dilemmas
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