Sales genius is a team sport.
As a B2B sales leader, you know that by Murphy"s Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones-the last thing you need when millions of dollars are on the line.
'Dealstorming' is Tim Sanders"s term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it "a Swiss Army knife for today"s toughest sales challenges." It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment.
Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company.The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with.
Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies asdiverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company,making them collaborators early in the process. That will help them own the execution and delivery after the deal is done.
The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as asales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearlytwo hundred B2B sales leaders at companies such as LinkedIn, Altera and Novell.
The strategies laid out inDealstorminghave led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make dealstorming work for you.
From the Hardcover edition.
When you possess a confident outlook, you perform at your highest level. When you believe in yourself, the people you rely on, and something ultimately greater than yourself, you will be able to do what you once thought was impossible. Confidence is a function of lifestyle, driven by a guiding set of principles. Listen to this audiobook and discover what Tim learned from his grandmother Billye - concepts handed down from the masters of motivation. You'll learn how to: "º Fill your mind with confidence-building thoughts "º Generate momentum with the words you use "º Prepare for any challenge "º Recover from tragedies or setbacks "º Become a person of your word Today, Tim shares these principles with thousands of people each year. He's seen them turn lives around, propel careers forward, and steady high-potential people during difficult times. Living by these total-confidence principles helped Billye and Tim rise above personal and financial losses. They can change your life too.
Even the actions of a single person can help to change the world. How? Through simple acts of leadership and compassion. Open up this book, and discover the true stories of people whose actions have caused a chain reaction at work and in their communities. Among them:
A manager who gives an employee some supportive praise, and as a result literally saves his life (page 231).
A small group of bank tellers who spearhead a movement to raise millions of dollars for breast cancer, making it the biggest fundraiser in North America, and enhancing their company's reputation (page 213).
A sales manager who gets a copy of a groundbreaking book that leads to a transformation of the company's operations. As a result, hundreds of millions of pounds of carpet waste avoid the landfill, and the company sparks a revolution in its industry (page 12).
A "responsibility revolution" is shaking up corporate America. In this provocative and insightful book, bestselling author Tim Sanders reveals why companies must to go beyond making a profit and start making a difference.
Every one of us, regardless of title or position, can inspire our companies to change the way they do business, helping them to become a positive force for enriching people, communities, and the environment. When this happens, not only do we help save the world, we help save our companies from becoming irrelevant. We also become part of what Sanders calls the Responsibility Revolution.
Companies that don't participate in this revolution risk becoming obsolete. Today customers, employees, and investors are demanding that companies focus on their social responsibilities-not just their bottom lines. Sixty-five percent of American consumers say they would change to brands associated with a good cause if price and quality were equal; 66 percent of recent college graduates will not work for companies with poor social values. And more than sixty million people are willing to pay a premium for socially and environmentally responsible products.
In SAVING THE WORLD AT WORK, Tim Sanders offers concrete suggestions on how all of us can help our companies join the Responsibility Revolution. Drawing on extensive interviews with hundreds of employees and CEOs, and illuminated by countless stories of people who are making a difference in the workplace and in the world, Sanders offers practical advice every individual and company can use to make the world a better place--now and in the future.
Are you wondering how you can improve your relationships with your friends and family?
Are you curious how to get or keep the job of your dreams?
Do you want to become a more popular person?
This book will show you how to do all that by raising your likeability factor-or how much other people like you.
After all, life is a series of popularity contests. The choices other people make about you determine your health, wealth, and happiness. And decades of research prove that people choose who they like. They vote for them, they buy from them, they marry them, and they spend precious time with them.
The good news is that you can arm yourself for the contest and win life's battles for preference. How? By being likeable.
The more you are liked-or the higher your likeability factor-the happier your life will be. This book will show you how to raise that likeability factor by teaching you how to boost four critical elements of your personality:
•Friendliness: your ability to communicate liking and openness to others
•Relevance: your capacity to connect with others' interests, wants, and needs
•Empathy: your ability to recognize, acknowledge, and experience other people's feelings
•Realness: the integrity that stands behind your likeability and guarantees its authenticity
What happens when you improve in these areas and boost your likeability factor?
•You bring out the best in others
•You survive life's challenges
•You have better health-and even improve others' health, too
•You outperform in your daily roles
•You win the popularity contests that define your life
Join me for a few hours and I'll share the results of hundreds of thousands of pages of research, numerous seminars, and hundreds of interviews with people just like you! Together let's build our likeability factor and improve our lives!
Are you wondering how you can improve your relationships with your friends and family?
Are you curious how to get or keep the job of your dreams?
Do you want to become a more popular person?
This book will show you how to do all that by raising your likeability factor—or how much other people like you.
After all, life is a series of popularity contests. The choices other people make about you determine your health, wealth, and happiness. And decades of research prove that people choose who they like. They vote for them, they buy from them, they marry them, and they spend precious time with them.
The good news is that you can arm yourself for the contest and win life’s battles for preference. How? By being likeable.
The more you are liked—or the higher your likeability factor—the happier your life will be. This book will show you how to raise that likeability factor by teaching you how to boost four critical elements of your personality:
•Friendliness: your ability to communicate liking and openness to others
•Relevance: your capacity to connect with others’ interests, wants, and needs
•Empathy: your ability to recognize, acknowledge, and experience other people’s feelings
•Realness: the integrity that stands behind your likeability and guarantees its authenticity
What happens when you improve in these areas and boost your likeability factor?
•You bring out the best in others
•You survive life’s challenges
•You have better health—and even improve others’ health, too
•You outperform in your daily roles
•You win the popularity contests that define your life
Join me for a few hours and I’ll share the results of hundreds of thousands of pages of research, numerous seminars, and hundreds of interviews with people just like you! Together let’s build our likeability factor and improve our lives!
Are you wondering what the next killer app will be? Do you want to know how you can maintain and add to your value during these rapidly changing times? Are you wondering how the word love can even be used in the context of business?Instead of wondering, read this book and find out how to become a lovecat a nice, smart person who succeeds in business and in life.How do you become a lovecat? By sharing your intangibles. By that I mean: Your knowledge : everything that comes from all the books that I'll encourage you to devour.Your network : the collection of friends and contacts you now have, which I'll teach you how to grow and nurture.Your compassion : that human warmth you already possess in these pages I'll convince you that you can show it freely at the office.What happens when you do all this?* You become a rich source of information to all around you.* You are seen as a person with valuable insight.* You are perceived as generous to a fault, producing surprise and delight.* You double your business intelligence in one year.* You triple your network of personal relationships in two years.* You quadruple the number of colleagues in your life who love you like family.In short, you become one of those amazing, outstanding people to whom everyone turns, who leads rather than follows, who never runs out of ideas, contacts, or friendship.Here's the real scoop: Nice guys don't finish last. They rule!
