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Nathan Jamail The Sales Leaders Playbook


Winning is not a &#39;some of the time&#39; activity it is an &#39;all of the time&#39; activity. Success in sales takes talent, skills, discipline, practice, and most importantly honesty with a genuine concern for the client. Most sales leaders know what to do &ndash; they just do not know how to make it real for their organization. This barrier keeps them mediocre at best.<br><br>Experienced sales professional and entrepreneur, Nathan Jamail has developed a playbook of techniques and best practices, which have allowed hundreds of sales teams to find success in their selling. From creating an organizational belief system to taking the bullet for those you lead, The Sales Leaders Playbook focuses on how to build a winning team. Nothing in this book is theory &ndash; it is based on personal experiences learned throughout Nathan Jamail&#39;s extensive sales career.<br><br>The Sale Leaders Playbook is a book written for sales leader by a sales leader &ndash; designed to be straightforward, easy to read, and simple to understand. The ability to execute the skills and programs outlined requires effort. It takes a sales leader who is willing to hold a team accountable and more importantly hold themselves accountable. Mastering these sales leadership skills will:<br><br>* Increase team morale<br><br>* Improve skills and abilities<br><br>* Improve communications<br><br>* Increase sales and profits

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Nathan Jamail The Sales Professionals Playbook


Being a professional sales person is a noble profession. Professional sales people help individuals and organizations make some of the most important decisions. Success in sales takes talent, skills, discipline, practice and, most importantly, honesty with a genuine concern for the client.<br><br>Experienced sales professional and entrepreneur Nathan Jamail has developed a playbook of techniques and best practices, which have allowed thousands of sales professionals to find success in their selling. From prospecting for new clients to establishing likability, trust and influence with clients, The Sales Professional&#39;s Playbook focuses on how to help sales professionals take their sales from poor or mediocre to surpassing limitless expectations. Nothing in this book is theory &ndash; it is based on personal experiences learned throughout Nathan Jamail&#39;s extensive sales career.<br><br>The Sales Professional&#39;s Playbook is a book written for sales professionals &ndash; designed to be straightforward, easy to read, and simple to understand. The ability to execute the skills and programs outlined takes a sales professional who is willing to prepare and practice, which allows persuasion to be a thing of the past.<br><br>Mastering these professional selling skills will:<br><br>* Improve confidence<br><br>* Improve skills and abilities<br><br>* Improve professionalism<br><br>* Increase sales and profits<br><br>Being a professional sales person is hard work but, more importantly, very rewarding. Don&#39;t wait for something to happen or someone to do something. Take control of your success and make the call!

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Peri Shawn Sell More With Sales Coaching. Practical Solutions for Your Everyday Sales Challenges


Sales coaching tools and strategies to help you sell more Sales executives and business leaders are looking for ways to increase their revenues without major changes to their technology, processes or workforce management. When done effectively, sales coaching can be the catalyst that improves sales results, team morale and employee retention. Sell More with Sales Coaching provides results-proven sales coaching material that includes assessment, exercises and sales coaching questions. As a result of applying the tools and strategies in this book, sales leaders and teams will drive higher revenues and performance by: Assessing team members' sales capacities Determining what type of coaching is needed on an individual basis Identifying sales mistakes being committed by salespeople Coaching salespeople to avoid committing sales mistakes Improving the quality of sales conversations Increasing the quality of conversations within the team Leveraging the use of CRM during sales coaching The author's company, the Coaching and Sales Institute, has worked with large sales forces and provided training for the launch of the debit card, and one of the fastest-growing divisions of the Royal Bank of Canada.

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Dustin Ruge The Successful Sales Manager: A Sales Manager's Handbook For Building Great Sales Performance


The Successful Sales Manager: A Sales Manager&#39;s Handbook for Building Great Sales Performance is a new book published by industry veteran Dustin W Ruge. <br><br>In the book, Dustin covers the critical aspects as to why so many sales organizations fail and how to successfully move from bad sales management performance to great sales leaders and results.

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Frank J. Rumbauskas, Jr. The Never Cold Call Again Online Playbook. The Definitive Guide to Internet Marketing Success


An all-in-one guide to online marketing from the New York Times bestselling author of Never Cold Call Again In Never Cold Call Again, Frank Rumbauskas shows salespeople how to achieve sales greatness without using those dreaded old tactics like cold calling. Now, in The Never Cold Call Again Online Playbook, he gives small business owners, independent professionals, and entrepreneurs a complete, all-in-one guide to the best practices of effective online marketing. The best marketers know all the secrets of using the Internet to fuel business growth. With The Never Cold Call Again Online Playbook, you'll have access to all the best proven Internet marketing wisdom, tactics, strategies, and tools. You'll learn how to develop a complete online marketing system that boosts sales and brings in customers galore. A comprehensive toolkit for creating a complete, powerful, and effective online marketing program for your business Written by online marketing guru Frank Rumbauskas, bestselling author of Never Cold Call Again and Selling Sucks A revolutionary system for increasing sales without tired old selling tactics that no longer work anyway How to explode your business with social media sites like Twitter and Facebook For anyone who owns or operates a business and wants to increase their sales, profits, and visibility online, The Never Cold Call Again Online Playbook is the ultimate practical resource.

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Anneke Seley Sales 2.0. Improve Business Results Using Innovative Sales Practices and Technology


Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0 is the marriage of Web 2.0 technologies with innovative sales processes. The book shows readers how to redeploy their sales teams for greater bottom-line results and reveals all the differences between Sales 2.0 and traditional selling. Through real world case studies, readers will learn how industry leaders achieved phenomenal results and a competitive advantage. Applicable to sales teams in any industry, Sales 2.0 presents the future of sales today.

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Marc Benioff Sales Growth. Five Proven Strategies from the World's Sales Leaders


The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right «sales DNA» in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

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Группа авторов Inbound Selling


Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question. With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the inside—his unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn: How inbound sales grew out of inbound marketing concepts and practices A step-by-step approach for sales professionals to become inbound sellers What it really means to be a frontline sales manager who leads a team of inbound sellers The role executive leadership plays in affecting an inbound sales transformation For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.

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Steve J. Havemann The Excellent Persuader


According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales, meaning that each day more than fifteen million people earn their keep by persuading someone else to make a purchase.
The Excellent Persuader has the unique ability to reach sales professionals, sales managers, and organizational leaders at every level. All sales professionals, whether entry-level, veteran, or manager, will be guided through the ART of how to become an excellent persuader by utilizing the techniques and specific strategies outlined in this resource. Through the use of sales, human resource development, management, and leadership techniques, The Excellent Persuader provides the tools in a reader-friendly manner to alter the paradigm through which struggling, average, above average, or overeager sales professionals approach their professions. Concerns voiced by sales leaders are addressed throughout, as well as specific techniques to educate, re-frame, or re-invent individuals' approaches to sales.

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Andris A Zoltners Building a Winning Sales Management Team


First-line sales managers (FLMs) play a key role in helping a sales organization drive profitable revenue growth in an ever-changing business environment. But although directly responsible for managing and driving sales force performance, FLMs often don’t get enough time, attention, and resources from sales leaders. “Building a Winning Sales Management Team” shows just how important FLMs are to sales organizations—and what happens when companies underinvest in these key players.
Authors of four previous books on sales management, Zoltners, Sinha and Lorimer show in “Building a Winning Sales Management Team” just how companies can nurture successful FLMs and improve sales force productivity. The book has dozens of real-life examples of how investing in first-line management paid off in a big way. In developing the book, the authors collaborated with leaders from some of the world’s top companies, including Johnson & Johnson, Microsoft Corp, General Electric Co., International Paper Co., ARAMARK Corp., TPG Capital and Novartis. The authors also draw on their cumulative experience as sales and marketing consultants, faculty members at Northwestern University’s Kellogg School of Management, and business speakers and writers to produce fresh, completely original insights on sales force effectiveness.
“Building a Winning Sales Management Team” shows in detail exactly how companies can improve FLM performance. The authors reveal eight key drivers for defining, creating and enabling a successful first-line sales management team, and show how FLMs are critical facilitators of change. The book also includes a self-assessment tool to help organizations determine the right priorities to start improving sales management team performance.

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The Sales Professionals Playbook - Nathan Jamail

Nathan Jamail is a top sales leadership keynote speaker, author and executive coach. For more than two decades Nathan Jamail has either been setting business records, or training others on how to do so.

The Sales Leaders Playbook: Stop Managin: Start Coaching ...

Nathan Jamail has been setting records and leading teams in the field of sales for the past two decades. Jamail is President of Jamail Development Group, as well as a small business owner, and has been involved in training, coaching, and mentoring thousands of sales professionals across various industries throughout the United States.

Nathan Jamail: Keynote Speaker, Leadership Coach, Author

Nathan Jamail: A Passion for People Nathan believes that having the right attitude is not just important, but it is mandatory for a person and/or a team to reach its full potential- and it is the coach’s job to mandate it. That is why he became a keynote speaker that focuses on sales leadership.

The Sales Leaders Workbook: Amazon.de: Nathan Jamail: Bücher

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The Sales Professionals Playbook - Nathan Jamail - Google ...

Being a professional sales person is a noble profession. Professional sales people help individuals and organizations make some of the most important decisions. Success in sales takes talent, skills, discipline, practice and, most importantly, honesty with a genuine concern for the client. Experienced sales professional and entrepreneur Nathan Jamail has developed a playbook of techniques and ...

Sales Leadership Keynote Speaker - Nathan Jamail

What makes Nathan Jamail the best in the business is not just his approach, but his experience of over 25 years as a sales leader and business owner. Nathan spent over two decades leading sales teams and has taught and coached other sales leader how to build top performing teams all over the world and across multiple industries.

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Nathan Jamail has been a record setting performer and CEO and is the author of best selling leadrship books Serve Up, Coach Down, The Leadership Playbook, The Sales Leaders Playbook and The Sales Professionals Playbook. He will tell you he is not a writer, rather a business leader that writes books for leaders.

Nathan Jamail, Sales Speaker, Speaking Sample

https://www.bigspeak.com/speakers/nathan-jamail/ Nathan Jamail is the author of three best selling books, “The Leadership Playbook”, “The Sales Leaders Playb...

Nathan Jamail (Author of The Leadership Playbook)

Nathan Jamail is the author of The Leadership Playbook (3.76 avg rating, 102 ratings, 11 reviews, published 2014), The Sales Leaders Playbook (3.64 avg r...

Nathan Jamail

Learn selling skills and leadership skills from a proven sales leader and best selling author. Have Nathan speak at your next event. See Nathan's profile at ...

The Sales Leaders Playbook: Stop Managing, Start Coaching ...

Nathan Jamail has been setting records and leading teams in the field of sales for the past two decades. Jamail is President of Jamail Development Group, as well as a small business owner, and has been involved in training, coaching, and mentoring thousands of sales professionals across various industries throughout the United States. Jamail's passion, energy and leadership have become the ...

The Sales Leaders Playbook by Nathan Jamail | NOOK Book ...

Experienced sales professional and entrepreneur, Nathan Jamail has developed a playbook of techniques and best practices, which have allowed hundreds of sales teams to find success in their selling. From creating an organizational belief system to taking the bullet for those you lead, The Sales Leaders Playbook focuses on how to build a winning team. Nothing in this book is theory -- it is ...

The Sales Leaders Playbook, 2013, 168 pages, Nathan Jamail ...

experiences learned throughout Nathan Jamail's extensive sales career. The Sale Leaders Playbook is a book written for sales leader by a sales leader - designed to be straightforward, easy to read, and simple to understand. The ability to execute the skills and programs outlined requires effort. It takes a sales leader who is willing to hold a team accountable and more importantly hold ...

Sales, Leadership, and Motivational Speaker Nathan Jamail

Currently as President of Jamail Development Group, and owner of several small businesses, Nathan trains, coaches, and mentors sales professionals in many industries. Nathan is also the author of ...

The Sales Professionals Playbook by Nathan Jamail - Books ...

For more than a decade Nathan Jamail has either been setting sales records, or training others on how to do so. Previously Nathan set record results in sales by producing top performing sales teams...

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I had the pleasure of seeing Nathan Jamail as a Guest Speaker at a couple of our National Sales Meetings. His energy is contagious but more importantly he shares relevant and relatable information...

The Sales Professionals Playbook: Beyond a Sales Person is ...

Professional sales people help individuals and organizations make some of their most important decisions. Success in sales takes talent, skills, discipline, practice, and most importantly, honesty with a genuine concern for the client. Experienced sales professional and entrepreneur Nathan Jamail has developed a play

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For more than a decade Nathan Jamail has either been setting sales records, or training others on how to do so. Previously Nathan set record results in sales by producing top performing sales teams...

Speaker: Nathan Jamail, Best-Selling Author | LAI

Nathan Jamail is the author of three best selling books, “The Leadership Playbook”, “The Sales Leaders Playbook” and the “The Sales Professionals Playbook” although he will tell you he is not a writer, rather a business leader that writes books for business leaders. Nathan spent the last two decades helping and coaching leaders and organizations on how to build winning cultures and ...

Nathan Jamail - Creating a Winning Culture

Nathan Jamail speaker: Nathan Jamail's coaching and programs implement strong positive belief systems and creates winning environments within organizations cultivating the highest levels of success.

Nathan Jamail - Posts | Facebook

Successfully Selling Virtually Keynote & Workshop with Nathan Jamail Nathan Jamail is a top sales leadership keynote speaker that has helped thousands of sales leaders increase performance by teaching the importance of mindset. 11

The Sales Professionals Playbook by Nathan Jamail | NOOK ...

Experienced sales professional and entrepreneur Nathan Jamail has developed a playbook of techniques and best practices, which have allowed thousands of sales professionals to find success in their selling. From prospecting for new clients to establishing likability, trust and influence with clients, The Sales Professional's Playbook focuses on how to help sales professionals take their sales ...

Nathan Jamail | The Sweeney Agency

About Nathan Jamail - International Speaker, Expert and Best-Selling Author on Sales, Culture & Leadership: For more than two decades Nathan Jamail has either been setting sales records, or helping and coaching leaders and organizations on how to build winning cultures as well as working to develop great leaders into great coaches.

The Sales Leaders Playbook: Stop Managing, Start Coaching ...

Most sales leaders know what to do; they just do not know how to make it real for their organization. This barrier keeps them mediocre at best. Experienced sales professional and entrepreneur, Nathan Jamail has developed a playbook of techniques

Nathan Jamail, CSP | Leadership & Sales Speaker | Capitol ...

Nathan Jamail, CSP: California: Nathan Jamail is the author of three best selling books, The Leadership Playbook, The Sales Leaders Playbook and The Sales Professionals Playbook as well as his newest release, Serve Up, Coach Down - although he will tell you he is not a writer, rather a business leader that writes books for business leaders. Nathan spent the last two + decades helping and ...

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For more than two decades Nathan Jamail has either been setting sales records, or training others on how to do so. Previously Nathan set record results in sales by producing top performing sales teams in capacities such as business sales, direct consumer sales, indirect sales, distribution and marketing for several Fortune 100 companies.

The Sales Professional Workbook by Nathan Jamail for sale ...

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The Sales Professional Workbook: Beyond A Salesperson Is A ...

Nathan Jamail has been setting records and leading teams in the field of sales for the past two decades as a sales professional and sales leader. As well as being a nationally renowned author of The Sales Leaders Playbook, a Number 1 Selling Business Book, motivational speaker and trainer, Nathan is a small business owner of several successful small businesses. Nathan has been involved in ...

The Sales Professional Playbook: Beyond A Sales Person Is ...

Nathan Jamail has been setting records and leading teams in the field of sales for the past two decades as a sales professional and sales leader. As well as being a nationally renowned author of The Sales Leaders Playbook (a top-selling business book), motivational speaker, and trainer, he is the owner of several successful small businesses. He has been involved in training, coaching, and ...

Nathan Jamail | Keynote Speaker Fees & Bio | GDA Speakers

For more than two decades Nathan Jamail has either been setting sales records, or training others on how to do so. Previously Nathan set record results in sales by producing top performing sales teams in capacities such as business sales, direct consumer sales, indirect sales, distribution and marketing for several Fortune 100 companies.

Nathan Jamail - Motivational & Keynote Speaker

As a bestselling author, speaker and consultant, Nathan Jamail speaks on two critical areas: Coaching employees and professional selling skills. For more than two decades, Nathan has either been...

The Sales Leaders Gameplan: Lessons From The Field: Nathan ...

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Experienced sales professional and entrepreneur, Nathan Jamail has developed a playbook of techniques and best practices, which have allowed hundreds of sales teams to find success. From creating an organizational belief system to taking the bullet for those you lead, The Sales Leaders Playbook focuses on how to build and lead a winning team.

The Sales Professional's Playbook Audiobook | Nathan ...

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Nathan Jamail on the Fast Leader Show | Coach Up Serve Down

212: Nathan Jamail: Buy-in almost ended my career. Intro: Welcome to the Fast Leader podcast, where we explore convenient yet effective shortcuts that will help you get ahead and move forward faster by becoming a better leader. And now here’s your host, customer and employee engagement expert and certified emotional intelligence practitioner, Jim Rembach.

Nathan Jamail | Bio | Premiere Speakers Bureau

Nathan Jamail is the author of three best-selling books, "The Leadership Playbook", "The Sales Leaders Playbook" and the "The Sales Professionals Playbook" as well as his newest release, "Serve Up, Coach Down" - although he will tell you he is not a writer, rather a business leader that writes books for business leaders. Nathan spent the last two + decades helping and coaching leaders and ...

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Nathan Jamail Keynote Speakers Bureau and Speaking Fee

Nathan Jamail is the author of three best selling books, “The Leadership Playbook”, “The Sales Leaders Playbook” and the “The Sales Professionals Playbook” as well as his newest release, “Serve Up, Coach Down” – although he will tell you he is not a writer, rather a business leader that writes books for business leaders.

The Sales Leaders Playbook : Nathan Jamail : 9780981778907

Nathan Jamail has been setting records and leading teams in the field of sales for the past two decades. Jamail is President of Jamail Development Group, as well as a small business owner, and has been involved in training, coaching, and mentoring thousands of sales professionals across various industries throughout the United States. Jamail's passion, energy and leadership have become the ...

9780981778907 - The Sales Leaders Playbook: Stop Managing ...

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Nathan Jamail is the author of three best selling books, “The Leadership Playbook”, “The Sales Leaders Playbook” and the “The Sales Professionals Playbook” as well as his newest release, “Serve Up, Coach Down” – although he will tell you he is not a writer, rather a business leader that writes books for business leaders. Nathan started his professional career in retail sales ...

Nathan Jamail | Keynote Resource

Nathan Jamail is the author of three best selling books, “The Leadership Playbook”, “The Sales Leaders Playbook” and the “The Sales Professionals Playbook” as well as his newest release, “Serve Up, Coach Down” – although he will tell you he is not a writer, rather a business leader that writes books for business leaders.

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Entdecken Sie alle Hörbücher gesprochen von Nathan Jamail auf Audible.de. 1 Hörbuch Ihrer Wahl pro Monat. Der erste Monat geht auf uns.

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Nathan Jamail is the author of three best selling books, “The Leadership Playbook”, “The Sales Leaders Playbook” and the “The Sales Professionals Playbook” as well as his newest release, “Serve Up, Coach Down” – although he will tell you he is not a writer, rather a business leader that writes books for business leaders. Nathan spent the last two + decades helping and ...

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Serve Up, Coach Down by Nathan Jamail - Blinkist

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Nathan Jamail (nathanjamail) on Pinterest

Nathan Jamail | Best Selling Author, Motivational Speaker on sales and leadership.

Steve Martin W. Heavy Hitter Sales Wisdom. Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success


Praise for Heavy Hitter Sales Wisdom «Steve Martin takes a much-needed look at how successful executives read verbal and nonverbal messages, which allows them to quickly understand the subtext of their customers' minds. The best part is that the author shares effective strategies that put more fun into selling and more money into salespeople's pockets.» —Gerhard Gschwandtner Founder and Publisher, Selling Power magazine «Steve Martin's interesting examination of great leaders in history and the parallels he draws between waging a war and waging a sales campaign should be required reading for enterprise salespeople.» —Jay Fulcher, Chief Executive Officer, Agile Software «This powerful book provides real-world strategies you can use to increase sales immediately!» —Brian Tracy, President, Brian Tracy International, author, Getting Rich Your Own Way «Heavy Hitter Sales Wisdom goes beyond the traditional description of sales cycles to the heart of selling. It's about the emotional connection with the customer, but also the attack and destruction of the competition.» —Olivier Helleboid, Vice President, Software Operations, Hewlett-Packard «Heavy Hitter Sales Wisdom provides field sales generals and sales soldiers with tons of strategy, persuasion techniques, and common-sense approaches to winning the hearts and minds of prospects. This book will add new weapons to your arsenal.» —Tim Kelliher, Senior Vice President, Sales, DHL Global Mail

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Allison Cerra The Cybersecurity Playbook

Finkelstein S. The Superbosses Playbook. A Workbook Companion to Superbosses


Superbosses explained how industry legends like football coach Bill Walsh, television executive Lorne Michaels, restaurateur Alice Waters, and fashion pioneer Ralph Lauren find, nurture, and lead employees. Now, The Superbosses Playbook shows readers how to apply the tactics of these "superbosses" in their own organizations.The Superbosses Playbook features assessments, case studies, and exercises designed to help anyone recruit talent, lead performance, inspire teams, and even part with great people like a true superboss. For instance, Finkelstein includes assessments of your superboss score and templates for interviewing and evaluating new hires.This workbook will help you learn and apply the secrets of iconic business leaders.

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Jeb Blount Sales EQ. How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal


The New Psychology of Selling 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. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tool

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Nicholas Colisto R. The CIO Playbook. Strategies and Best Practices for IT Leaders to Deliver Value


As our economy shifts from recession to recovery, our current economic climate is ripe for transformation. CIOs are in a unique position to leverage technology in order to drive innovation and boost business growth. The CIO Playbook is the handy desk reference for CIOs, CEOs, CFOs, and up and coming leaders, revealing a dynamic seven-step framework (Partner – Organize – Innovate – Deliver – Support – Protect – Grow) that will guide you in making essential changes to your organization. The proven strategies, tools, and techniques in The CIO Playbook make it the ultimate «how-to» resource for creating a high-performance IT organization that delivers value-added products and services to employees, customers, and shareholders. Author Nicholas Colisto provides solutions to the issues that concern business leaders and IT practitioners, including: How to truly partner with business peers Delivering high-quality products and services that are embraced by your user community How to ensure your team is focused on the right innovations Measuring performance and running your department like a business Ways to attract, motivate, and retain a talented team working toward a common vision Managing risks to operate effectively and protect corporate reputation Featuring online templates for each of the seven steps described in the book, The CIO Playbook can help you transform your IT department from a mere order taker to a high-performance organization that delivers extraordinary business outcomes, despite this era of turbulent economic challenges.

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Byron Matthews Sales Enablement


Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can do for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.

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Dr Jae K Shim Sales Management: Products and Services


Sales Management is concerned with all activities, processes and decisions involved in managing the sales function in an organization. It involves planning the selling program and implementing and controlling the personal selling effort of the firm. Sales management in the twenty-first century is characterized by Innovation fuels success in selling today. Sales effectiveness is enhanced through technology. Sales management must be smart and nimble and provide technology-centered solutions to support the sales effort. Leadership is a key component in sales management success. Sales management is a global endeavor. Ethics underlies all selling and sales management activities. Social media marketing comes of age. This book is an overview of the role of the sales manager, both at headquarters and in the field, in managing salespeople, personal selling, IT resources, and functions of marketing. The problems of organizing, forecasting, planning, communicating, evaluating, and controlling sales are analyzed. A variety of techniques and pertinent concepts of behavioral science are applied to the management of the sales effort and sales force. Key trends, such as online advertising and social media, affecting sales organizations and sales managers today are highlighted.

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Dahr Jamail Koniec lodu

Mark Bowser Sales Success


Can a book actually help you close more sales? Yes it can! Sales Success is the book that shapes sales careers. While reading this sales fable, learn sales strategies used and recommended by members of the sales hall of fame including Zig Ziglar, Tom Hopkins and Scott McKain. In Sales Success, you will discover why sales success happens for the earnest student…and why it doesn’t for the rest. Come along with master storyteller, Mark Bowser, as he takes you on a journey of discovering ultimate sales success. In Sales Success, you will meet Digger Jones, the mentor we all wished we had. Follow along as Digger teaches, motivates, and inspires his young protégé from failure to the heights of sales achievement…and how you can apply these lessons to your own sales journey.

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Группа авторов Complex Sales


The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

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