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Ace the Sale!  a Practical Methodology for Selling B2B Enterprise Software, Hardware or Services (English Edition) par [Gomersall, Nick]
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Ace the Sale! a Practical Methodology for Selling B2B Enterprise Software, Hardware or Services (English Edition) Format Kindle

5.0 étoiles sur 5 1 commentaire client

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Longueur : 218 pages Word Wise: Activé Composition améliorée: Activé
Page Flip: Activé Langue : Anglais

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Présentation de l'éditeur

A successful career in B2B software, hardware or services sales is challenging and requires many things: great people skills, a dynamic attitude, and robust negotiating talents. But it requires more than that. An individual’s skills need to be supported with an effective sales methodology, proper Customer Relationship Management systems, and regular progress reviews. If you don’t know you are winning, you are losing.

Ace the Sale! is a no nonsense guide, uniquely written for the busy sales rep. Using a golf course analogy, this book takes each hole as a must-do step in the sales cycle. There is clear instruction on everything the sales rep needs, including how to raise your Emotional Intelligence and better connect with prospects, understanding how to price deals, recognising when to ‘walk away’, what reference visits should accomplish, developing dynamic presentations skills, and much more!

Based on the author’s highly successful sales career experiences, and filled with real world examples and insights – this book offers a fast track understanding for greater success in the tough but exciting world of sales.

Who this book is for:
If you are a sales rep who wants to sell more software, hardware or services more often, with higher margins, then this book is for you. Even experienced reps and managers will find valuable information that is new, provocative, even controversial, but all geared towards one thing – selling!

What you will learn:
- Become a sales rep superstar: close more sales with better margins
- Develop your Emotional Intelligence and understand what makes your prospects tick
- See why the informal structure in a company is more important than the formal hierarchy
- Boost your negotiating skills with real world tips, hints and insights
- Learn the tell tale signs of a deal heading south
- Recognise why saying “no” in a sales cycle is a strength, not a weakness
- Uncover the truth when everyone is lying to you
- A step-by-step, no-nonsense, fast track guide to the sales cycle, written by an industry expert; ample margins for annotations

About the author:
Nick Gomersall was responsible for sales in Northern Europe for JD Edwards in the mid 1990s. Selling to multi-million dollar corporations like Electrolux, Glaxo SmithKline, Disney, Johnson Matthey (and many more) taught Nick that selling at this level required a strategy to handle the many different buyers that were involved in making a decision.

Using tried and tested methodology coupled with his own unique insight into selling, Nick and his team constantly hit their sales numbers. With this experience behind him Nick then turned a loss making consultancy company into one of the UK's Times Tech 100 fastest growing companies. Using all the techniques that are in this book, Nick took a team of product consultants and turned them into one of the most effective sales forces in the market.

I have known Nick since 1981 and he has worked for me at Insight Database System, Data 3 and The GL Company (now As an investor in technology companies it is important that money is spent wisely. Being able to train presales people to become Ace sales reps protects cash flow, reduces head count and ensures that the prospect actually works with a sales rep that knows and understands their issues. I would definitely recommend this book to any sales rep, manager or investor.
- Matt Crotty, Chairman of

If you don't have Emotional Intelligence "EQ", which is covered on hole 2 of this book, then you might as well find another profession. Nick has "EQ" in abundance and recruited a talented team of people high in "EQ", who have all gone on to be leaders in their own right in major software and service companies. A great read and a particle guide in closing complex B2B sales.
- Rod McDonald, Ex SVP of Sales JD Edwards

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Détails sur le produit

  • Format : Format Kindle
  • Taille du fichier : 675 KB
  • Nombre de pages de l'édition imprimée : 218 pages
  • Utilisation simultanée de l'appareil : Illimité
  • Editeur : Bennion Kearny (29 juin 2011)
  • Vendu par : Amazon Media EU S.à r.l.
  • Langue : Anglais
  • ASIN: B0058RNC7I
  • Synthèse vocale : Activée
  • X-Ray :
  • Word Wise: Activé
  • Composition améliorée: Activé
  • Moyenne des commentaires client : 5.0 étoiles sur 5 1 commentaire client
  • Classement des meilleures ventes d'Amazon: n°251.369 dans la Boutique Kindle (Voir le Top 100 dans la Boutique Kindle)
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Format: Broché
Nick Gomersall fut un contributeur clé du développement de JDEdwards en Europe, accompagnant le développement de cet éditeur de $240 million à +$1 milliard avant son acquisition par Oracle.
Dans son ouvrage peaufiné à la lumière de son expérience, Nick remet en perspectives non seulement les règles mais aussi les valeurs que l'on retrouve chez les "faiseurs de pluie", ceux qui emportent l'adhésion des clients pour un partenariat réciproquement profitable sur le long terme.
Dans le domaine de la vente de solutions "progicielles" sophistiquées aux entreprises, les investissements en démarche avant-vente sont tels que le risque d'erreur doit être parfaitement sous contrôle et partagé par toute l'équipe impliquée dans le processus.
C'est cette culture d'excellence, que JDEdwards incarnait superbement, dont Nick livre une synthèse éclairée.
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Commentaires client les plus utiles sur (beta) HASH(0x9b135d38) étoiles sur 5 2 commentaires
2 internautes sur 2 ont trouvé ce commentaire utile 
HASH(0x9b157438) étoiles sur 5 Read this recommendation! 2 novembre 2013
Par TX Reader 2 - Publié sur
Format: Format Kindle
As a long time Head of Sales myself, I come across dozens - if not hundreds - of books on sales and selling methodologies. Nick Gomersall's Ace The Sale is by far the best I have read. I recommend it strongly. While he uses golf as an analogy for selling enterprise software, you needn't be a golfer to get tremendous value from it. Ace the Sale is full of great ideas, colorful stories, and solid advice. I was so impressed that I wrote a recommendation on my Head of Sales blog at the following site:
1 internautes sur 2 ont trouvé ce commentaire utile 
HASH(0x9b1589f0) étoiles sur 5 Great read for sales people! 10 mai 2013
Par R. H. Miller - Publié sur
Format: Format Kindle Achat vérifié
Some compelling techniques to apply when you're out knocking down doors. Definitely recommend to BDM's and Account Managers in the I.T industry.
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