-
Cracking the Sales Management Code
- The Secrets to Measuring and Managing Sales Performance
- Narrado por: Fred Filbrich
- Duración: 7 h y 20 m
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Grandes primeros Títulos
![Sales Management. Simplified Audiolibro Por Mike Weinberg arte de portada](https://m.media-amazon.com/images/I/51zZnKhSp6L._SL240_.jpg)
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Resumen del Editor
Boost sales results by zeroing in on the metrics that matter most.
“Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” (Arthur Dorfman, national vice president, SAP)
“Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” (Mike Nathe, senior vice president, Essilor Laboratories of America)
“The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field-and this book tells how do to that in an easy-to-understand, actionable manner.” (Michael R. Jenkins, signature client vice president, AT&T Global Enterprise Solutions)
“There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn't see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” (John Davis, vice president, St. Jude Medical)
“Cracking the Sales Management Code is one of the most important resources available on effective sales management.... It should be required reading for every sales leader.” (Bob Kelly, Chairman, The Sales Management Association)
“A must-read for managers who want to have a greater impact on sales force performance.” (James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University)
“This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great." (Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories)
About the book:
There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed?
Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover:
- The five critical processes that drive sales performance
- How to choose the right processes for your own team
- The three levels of sales metrics you must collect
- Which metrics you can “manage” and which ones you can't
- How to prioritize conflicting sales objectives
- How to align seller activities with business results
- How to use CRM to improve the impact of coaching
As Neil Rackham writes in the foreword: “There's an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.”
Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don't. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
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Historia
As a top-performing sales professional, you know how to own your calendar, focus your energy, create opportunities, navigate the sales process, negotiate, and close deals. Yet, if you are like most new sales managers, there is still so much you don’t know and that can trip you up if you aren’t careful. Luckily, Mike Weinberg knows the pitfalls to avoid and mindset changes needed to successfully make the leap. This powerful new resource contains candid guidance on how to master your expanded responsibilities like a pro.
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So much wisdom in one book!
- De Adam Allen en 09-11-23
De: Mike Weinberg
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The Sales Acceleration Formula
- Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million
- De: Mark Roberge
- Narrado por: Robert Feifar
- Duración: 6 h y 24 m
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The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.
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Comprehensive guide tailored to sales leaders, entrepreneurs and CEO’s that aspire to engineer sales success systematically
- De Martinus Applegreen en 01-30-24
De: Mark Roberge
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The Accidental Sales Manager
- How to Take Control and Lead Your Sales Team to Record Profits
- De: Chris Lytle
- Narrado por: Ax Norman
- Duración: 7 h y 6 m
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Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap", and it's exactly what The Accidental Sales Manager addresses and solves.
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Great topic and delivered very well!
- De BigCountry en 10-23-23
De: Chris Lytle
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Crushing Quota
- Proven Sales Coaching Tactics for Breakthrough Performance
- De: Michelle Vazzana, Jason Jordan
- Narrado por: Rosemary Benson
- Duración: 8 h y 7 m
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Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.
De: Michelle Vazzana, y otros
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Beyond the Sales Process
- 12 Proven Strategies for a Customer-Driven World
- De: Steve Andersen, Dave Stein
- Narrado por: Jeff Cummings
- Duración: 8 h y 39 m
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Featuring instructional case studies from companies including Panasonic, Hilton, Merck, and Honeywell, this evidence-based book provides listeners with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals twelve essential strategies including: Study your customer. Give them compelling reasons to engage. Build a vision for them of their own success....
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A must read book for sales teams
- De Humberto Vieites en 05-04-16
De: Steve Andersen, y otros
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Sales Management for Dummies
- De: Butch Bellah
- Narrado por: Chris Sorensen
- Duración: 13 h y 33 m
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With a proven sales management and execution process, Sales Management for Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more.
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cant listen to this narrator
- De Jarco P. en 03-04-20
De: Butch Bellah
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Ridiculously Simple Sales Management
- How to Quickly Build and Maintain a Successful, High-Performing Sales Team
- De: Steve Stauning
- Narrado por: Virtual Voice
- Duración: 4 h y 19 m
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“Nothing happens until somebody sells something.” This is a quote attributed to many successful leaders from Henry Ford to Peter Drucker; and it’s a quote that should drive the priorities of your business. This book was written for those personally leading sales teams and for every leader who has salespeople anywhere in their organizational chart. This includes owners, company presidents, vice presidents, general managers, and everyone else with “manager” in their title. Ridiculously Simple Sales Management lays out, in plain language, everything a sales leader needs to quickly ...
De: Steve Stauning
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- De: Mike Weinberg
- Narrado por: Mike Weinberg
- Duración: 8 h y 1 m
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No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
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Forget everything you know about sales
- De Navo en 10-31-20
De: Mike Weinberg
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5-Minute Selling
- The Proven, Simple System That Can Double Your Sales...Even When You Don't Have Time
- De: Alex Goldfayn
- Narrado por: Shawn Compton
- Duración: 4 h y 14 m
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5-Minute Selling presents a proven, simple process that can double your sales, even if you don't have time for an elaborate new sales system. When you spend your days scrambling to take orders and resolving customer issues, there is little time for new sales techniques. This book is for you. In 5-Minute Selling, Alex Goldfayn describes how thousands of his clients and workshop attendees have generated dramatic annual sales growth with short bursts of action throughout the day. With three-second efforts throughout the day, you can add 50 to 100 percent to your sales.
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Great Book To Listen To
- De Jerry Bauer en 09-08-20
De: Alex Goldfayn
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The Secrets of Successful Selling Habits
- De: Zig Ziglar, Tom Ziglar
- Narrado por: Zig Ziglar, Tom Ziglar
- Duración: 10 h y 6 m
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In this all-time classic recording, updated by Tom Ziglar to address unique selling challenges in the 21st century, you'll get coached by the master - Zig Ziglar - in what he calls "the proud profession!" Nobody can make a career in selling sound better than Zig Ziglar can. That's because he sincerely believes in his product. When he tells you it's the best career known to man, he really believes it. Once you've experienced this inspiring presentation from Zig Ziglar, you will too!
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A MUST read if you want to learn sales
- De Alex en 02-19-24
De: Zig Ziglar, y otros
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Go-Givers Sell More
- De: Bob Burg, John Mann
- Narrado por: Bob Burg, John Mann
- Duración: 3 h y 47 m
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Most of us think of sales as convincing potential customers to believe or do something they don't really want to. But that cutthroat mentality makes the process much harder than it has to be—especially in an economic downturn, when customers are more suspicious and defensive. It's far more productive (and satisfying) when salespeople think like Go-Givers and focus exclusively on creating value for the customer.
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Do you really not know that you give to get?
- De Sandy en 09-23-10
De: Bob Burg, y otros
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The Only Sales Guide You'll Ever Need
- De: Anthony Iannarino
- Narrado por: Anthony Iannarino
- Duración: 5 h y 54 m
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Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
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Great read
- De Helpful Review en 10-12-17
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High-Profit Prospecting
- Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
- De: Mark Hunter CSP
- Narrado por: Sean Pratt
- Duración: 6 h y 10 m
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As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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recycles a lot of common info
- De roland en 04-18-17
De: Mark Hunter CSP
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If You're Not First, You're Last
- Sales Strategies to Dominate Your Market and Beat Your Competition
- De: Grant Cardone
- Narrado por: Grant Cardone
- Duración: 7 h y 47 m
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During economic contractions, it becomes much more difficult to sell your products, maintain your customer base, and gain market share. Mistakes become more costly, and failure becomes a real possibility for all those who are not able to make the transition. But imagine being able to sell your products when others cannot, being able to take market share from your competitors, and knowing the precise formulas that would allow you to expand your sales while others make excuses.
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Connected in 30 seconds
- De Dunk en 10-08-16
De: Grant Cardone
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The Power of Consistency
- Prosperity Mindset Training for Sales and Business Professionals
- De: Weldon Long
- Narrado por: Weldon Long
- Duración: 4 h y 45 m
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The Power of Consistency lays out the Personal Prosperity Plan, a simple process to create meaningful results by unleashing the power of focus and your subconscious mind. Taking you step by step through the FEAR process - focus, emotional connection, action, and responsibility - this audiobook will teach you: How to get focused on what you want; How to become deeply emotionally committed to achieving your goals.
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Consistently Perfect
- De Tomika en 10-27-15
De: Weldon Long
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Sales EQ
- How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
- De: Jeb Blount
- Narrado por: Jeb Blount
- Duración: 9 h y 2 m
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Effective Approach to EQ Sales Mastery
- De Joe en 07-20-17
De: Jeb Blount
Lo que los oyentes dicen sobre Cracking the Sales Management Code
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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- Srastegarlari
- 02-13-24
The obvious but not obvious fact that activity influence outcomes.
This book is largely based on reporting metrics, how to correctly develope them and how to most effectively use them.
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- I spend too much here
- 07-17-23
Great info if you can stay awake.
Great info if you can stay awake. I fully expect the narrator at some point to start saying Bueller, Bueller, Bueller. I have no idea why they chose this guy, but there is a definite change needed.
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- Jama Ballard
- 02-23-23
Not Just For Managers
I think sales people need this too. I teaches the values of having objectives and not blindly following KPI’s set by management. It highlights back story to the requirements that you boss demands from you but never tells you why. Well it’s because they were never trained to coach you. Read it. If you’re performing well just keep doing what you’re doing because you’re likely one step ahead simply because you’re reading this book. Great info and stories.
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