Salgsledelse og markedsføringsledelse

Unleash your sales potential with The Sales Momentum Mindset. This transformative guide is the key to unlocking sustainable sales force motivation by doing something radical: ignoring motivation. Crafted for sales professionals and managers alike, it offers a fresh perspective on sales performance, designed to ignite production and guide teams towards unprecedented growth.Discover the power that comes from focusing on momentum instead of motivation, understand its impact on sales culture, and learn how to convert it into significant, lasting results. Gain insights into a new language and framework around momentum, presented in a down-to-earth narrative that will resonate with every level of sales experience.Authored by a seasoned sales veteran, the book's authentic stories and enlightening visuals reveal an innovative approach to sales performance management. Find what's achievable when you step away from obsolete motivational approaches, and instead cultivate a Momentum Mindset.No matter what you sell or your level of experience, The Sales Momentum Mindset is set to revolutionize your perception of sales and sales force management. Step into a new era of sales success. This is your manual for momentum-based sales transformation.

Sales Isn't a Rat Race...It's a Treasure Hunt.The question is...how do you get to the treasure? With over thirty years of sales experience-from owning his own business to commission-only roles-Michael Hinkle shares the mindsets and practices he's used to cultivate a multimillion-dollar sales career. With a refreshingly straightforward and simple perspective on how to build a thriving sales career, he lays out the common-sense strategies for how nurturing relationships and building wealth go hand-in-hand.In Treasure Hunt: A Common-Sense Approach to Building a Successful Sales Career, you'll learn:¿ The best practices for establishing a long-term sales career ¿ How to become a motivated Sales Hunter ¿ How to handle your first impression with a prospect ¿ How to bypass the "sales wall" put up by prospects ¿ How to build rapport with both gatekeepers and decision makers ¿ How to develop the kind of trust which translates to deals ¿ How to navigate setbacks, mistakes, and disappointments ¿ How to build your personal brand and reputation as a problem-solverFilled with engaging insights and real-life examples, Treasure Hunt guides you in a journey to make the simple mental and tactical shifts to cultivate sales success. Inside these pages are the common-sense tools to transform the average "salesperson" into a trusted expert who solves problems for prospects.

Lasting business success doesn't come from signing a single deal here or there. It comes from long-term business relationships. When you take the time build up a circle of business friends that you truly trust and like working with, you'll find that achieving success becomes easier-and more enjoyable. It all starts with dropping the chip on your shoulder and being your authentic self. Stan Gwizdak has found that his however-I-can-help approach is the key to personal and professional satisfaction. In Karmic Selling, he explains how to apply his clean heart approach to the business world, giving you practical tools to guide you through your M1, M2, M3, and beyond. He has used this technique to build his own consultancy, The Kormac Group, after having spent 20-plus years working for companies like General Electric, Honeywell, and Textron.

Of all the challenges facing highly-skilled professionals, the one standing head and shoulders above the rest is: How to get rightfully, richly and regularly rewarded for the value they deliver Charging fees that are far too low considering the positive impact they make on their clients' lives. Sadly, most professionals are still undercharging. Charging fees that are far too low considering the positive impact they make on their clients' lives. Sadly, most professional consultants are still undercharging. Let's dive into this problem now and solve it together and come with me as we examine... The 2 Attribution Errors - and how, by avoiding them, we set ourselves up for greater deserved success The Belief/Action conundrum and how to get this working in your favour The 6 Proven Pricing Models and how to maximise value for your clients and maximise income for yourself The 4 Golden Questions of Business Growth - and 12 answers you can implement immediately Why writing your Business Book - is a must Magnetic Lead Generation.How to attract only those clients you love to work with How to position yourself and your fees to increase client engagements How to build a business and a 'Life of Choice' - your choice Ongoing help and guidanceIt's going to be fun - with very serious intent.

Businesses that concentrate on the value-rather than the cost-to the client can demand almost any price they want. Pricing for Profit educates business owners how to break free from industry pricing and secure compensation that accurately reflects the value of the good or service being provided.The value of their goods or services will be quantified, price and value buyers will be distinguished, offers will be bundled for a competitive edge and increased customer value, and a strong marketing strategy that conveys value will be developed by readers.Small businesses' potential to make a profit is constrained by the low pricing they feel forced to offer, which also slows their response to shifting customer demands. Anyone who wishes to increase unit sales, finish more deals overall at higher prices, and earn more money with less needless work must read this approachable and useful advice. It is jam-packed with helpful calculations, sample scripts, understandable examples, educational exercises, and more.

Craft a sales pitch that dramatically outperforms an aimless feature walkthrough. World-renowned product positioning and marketing expert April Dunford knows that standing out in a crowded market is the key to getting sales. In Sales Pitch, she shows entrepreneurs, salespeople, marketers, and business leaders how they can achieve success by building a narrative that clearly communicates how your product is different and better than anything else on the market.Using a simple step-by-step method and compelling case stories, the author of Obviously Awesome guides you through a solid sales pitch structure that helps customers make confident buying decisions, while positioning you to clearly win in the market. In this book you will learn: ¿ Why you need to be your prospect's guide in the buying process¿ Why a sales pitch is a unique style of story designed to help your customer say "yes" with confidence¿ How "do nothing" is the most fearsome competitor you have¿ How and when qualification, discovery, and product demos fit into a sales pitch¿ How your positioning is reflected in a great sales narrative¿ Why your differentiated value is the star of the show¿ The eight components of a solid sales pitchA successful sales pitch is more than a simple product walkthrough, a canned set of discovery questions, or a pushy sales monologue. This book will help you create a winning pitch that gets you better customers-and more of them.

The Routledge Companion to Strategic Marketing offers the latest insights into marketing strategy. Bodo Schlegelmilch and Russ Winer present 29 specially commissioned chapters, which include up-to-date thinking on a diverse range of marketing strategy topics.Readers benefit from the latest strategic insights of leading experts from universities around the world. Contributing authors are from, among others, the U.S. (Berkeley, Cornell, MIT, New York University, Texas A&M), Europe (the Hanken School of Economics, INSEAD, the University of Oxford, the University of Groningen, WU Vienna) and Asia (the Indian School of Business, Tongji University). The topics addressed include economic foundations of marketing strategy, competition in digital marketing strategy (e.g. mobile payment systems and social media strategy), marketing strategy, and corporate social responsibility, as well as perspectives on capturing the impact of marketing strategy.Collectively, this authoritative guide is an accessible tool for researchers, students, and practitioners.

Business schools are placing more emphasis on the role of business in society. Top business school accreditors are shifting to mandating that schools teach their students about the social impact of business, including AACSB standards to require the incorporation of business impact on society into all elements of accredited institutions. Researchers are also increasingly focused on issues related to sustainability, but in particular to business and peace as a field.A strong strain of scholarship argues that ethics is nurtured by emotions and through aesthetic quests for moral excellence. The arts (and music as shown specifically in this book) can be a resource to nudge positive emotions in the direction toward ethical behavior and, logically, then toward peace. Business provides a model for positive interactions that not only foster long-term successful business but also incrementally influences society. This book provides an opportunity for integration and recognition of how music (and other art forms) can further encourage business toward the direction of peace while business provides a platform for the dissemination and modeling of the positive capabilities of music toward the aims of peace in the world today.The primary market for this book is the academic audience. Unlike many other academic books, however, the interdisciplinary nature of the book allows for multiple academic audiences. Thus, this book reaches into schools of music, business, political science, film studies, sports and society studies, the humanities, ethics and, of course, peace studies.

This book explores links between environmental knowledge management and sustainability challenges faced by organisations, individuals and society. It will be of value to students and researchers with a focus on tourism.

Emerging multinational enterprises (or EMNEs) have made a huge impact on the international business stage by internationalising at a rapid rate. And they have performed remarkably well in both developing and developed countries. Accordingly, there is a growing strand of literature on how EMNEs manage their international human resource (IHRM) practices in different international contexts.However, the majority of the literature on IHRM practices of EMNEs is limited to explaining what international management practices EMNEs implement in their foreign subsidiaries and how they implement them. Too often, EMNEs struggle to transfer their weak management practices across national borders as they have limited experience, resources and capabilities when compared to MNEs from developed countries. Developing a better understanding on the manner in which EMNEs adopt their international human resource management and development practices abroad is, therefore, paramount to fully understand their globalisation-related behaviours. This dedicated book will aim to provide a holistic picture and contemporary insights on IHRM in emerging multinational enterprises.It will be of interest to researchers, academics and students in the fields of business and management, especially those with a particular interest in human resource management, firm internationalisation and emerging markets.

This volume investigates how mining affects societies and communities in Mongolia and Kyrgyzstan.As ex-Soviet states, Mongolia and Kyrgyzstan share history, culture and transitions to democracy. Most importantly, both are mineral-rich countries on China's frontier and epi-centres of resource extraction. This volume examines challenges communities in these countries encounter on the long journey through resource exploration, extraction and mine closure. The book is organised into three related sections that travel from mine licensing and instigation to early anticipation of benefit through the realisation of social and environmental impacts to finite issues such as jobs, monitoring, dispute resolution and reclamation. Most originally, each chapter will include a final section entitled "Notes from the field" that presents the voice of in-country researchers and stakeholders. These sections will provide local contextual knowledge on the chapter's theme by practitioners from Mongolia and Central Asia. The volume thereby offers a distinctively grounded perspective on the tensions and benefits of mining in this dynamic region. Using Mongolia and Kyrgyzstan as case studies, the volume reflects on the evolving challenges communities and societies encounter with resource extraction worldwide.The book will be of great interest to students and scholars of mining and natural resource extraction, corporate social responsibility and sustainable development.

This book examines the central role media and communication play in the activities of Non-Governmental Organizations (NGOs) around the globe, how NGOs communicate with key publics, engage stakeholders, target political actors, enable input from civil society, and create participatory opportunities.An international line-up of authors first discuss communication practices, strategies, and media uses by NGOs, providing insights into the specifics of NGO programs for social change goals and reveal particular sets of tactics NGOs commonly employ. The book then presents a set of case studies of NGO organizing from all over the world-ranging from Sudan via Brazil to China - to illustrate the particular contexts that make NGO advocacy necessary, while also highlighting successful initiatives to illuminate the important spaces NGOs occupy in civil society.This comprehensive and wide-ranging exploration of global NGO communication will be of great interest to scholars across communication studies, media studies, public relations, organizational studies, political science, and development studies, while offering accessible pieces for practitioners and organizers.

Corporate social responsibility (CSR) has developed into a crucial corporate and organizational issue around the world. It has been incorporated into various sectors and countries, and includes many types of activities and dimensions. It is a common notion that organizations are more inclined today to broaden and shift their performance focus from short-term goals towards long-term social, environmental, and value-added perspectives.Under the framework of corporate governance, organizations and companies are motivated to promote fairness, transparency, ethics, and accountability in their transactions, while concurrently maintaining enhanced standards of governance. This means that organizations and corporations must align their activities with community aspirations which is an issue falling within the sphere of CSR. Increased attention has been placed on the organizations regarding their approach towards the needs of various stakeholders. However, a crucial issue that this book attempts to address is the association, intersection, and inter-relationship between governance and CSR within the EU region, which are not adequately established in the existing literature. The book will show that governance and CSR are highly connected. With the purpose of studying the association of CSR with legal, managerial and empirical aspects of governance in corporations and not-for-profit organizations, in various sectors of the economy, the book also intends to provide useful policy implications, as well as to offer constructive directions for future research.This book will be of value to researchers, academics, practitioners, policymakers, and students in the fields of CRS and governance, organizational theory, marketing management, business ethics and human resource management.

This book is THE very quick and easy to use sales how-to reference manual for people who want to ethically and professionally win the sale everytime. It contains 68 short how-to chapters (plus a dictionary) - perfect for salespeople who need answers NOW. Happy Selling and please feel free to give the book a 5 star rating once you've read it and agree. Thanks and Have a Great Day, Grant

The ultimate guide to pricing mastery and value-based pricing, The Truth About Pricing helps you unlock the secrets of your buyers’ minds, understand their needs, and set prices that skyrocket your business's success.

A unique guidebook to B2B marketing and sales for practicing and aspiring managers.In SEAMLESS: Successful B2B Marketing, Selling, and Account Management, the authors and 20 successful businesspeople share their practical experience and the valuable lessons they learned at the sharp end of branding, selling and marketing.This unique guide has expert opinion, academic theory, research, and practical advice, summarized with explanatory graphics and "Dos and Don'ts" lists throughout. Essential for students of business and the managers of any size or type of firm, it will educate and guide you through the marketing, sales and account management process to business success.Concise yet comprehensive, SEAMLESS delivers immediate benefit to aspiring and practicing managers.

The prominent idea of sustainable development has influenced almost all disciplines, changing our understanding and behavior toward sustainability. In this respect, marketing has also been transforming from the sustainability point of view as emerging social and ecological problems caused by the exponential growth require sustainable solutions and joint efforts. Sustainable marketing intends to integrate ecological, social, and ethical concerns while creating value. Consumers, along with other stakeholders, expect that brands will contribute to work toward the sustainable development goals; therefore, companies need to redesign their marketing initiatives to create, promote, and deliver values that are in line with sustainability. The Handbook of Research on Achieving Sustainable Development Goals With Sustainable Marketing illuminates current developments in sustainable marketing and the new trends and tendencies concerning the concept in theory and practice. The book also explores the concept of sustainable marketing in today's context of the digital age, explains its boundaries and benefits, and describes the challenges and opportunities as well as the advantages and potential disadvantages of sustainable marketing and branding efforts. Covering key topics such as branding, marketing ethics, and corporate social responsibility, this premier reference source is ideal for marketers, business owners, managers, industry professionals, researchers, academicians, scholars, practitioners, instructors, and students.

Working on business management can be exciting, but it can also create new challenges.In this guide, the author draws on his experiences working in various countries to provide tips for managing a business or organization. He answers questions such as:¿ What are the main components of business management?¿ How do you develop a successful business model?¿ What are the differences between leaders and managers?¿ How do you connect with business prospects?¿ What steps can you take to optimize financial management?Other topics include business policy and strategy, business communication, sizing up competitors, analyzing consumer behavior, and the five key product levels.The guide is divided into nine units, with each chapter consisting of several articles on a particular topic, so you can hone your leadership and management skills.Filled with definitions, theories, and real-life examples, this guide will serve as a treasured resource for leaders and managers who want to optimize business operations.