The three conversations B2B sale pros must have with customers to control every step of long lead buying cycleThe Three Value Conversations provides the tools and methods you need to differentiate you and your solution from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle.Based on extensive research, the authors’ program enables salespeople to articula...

Proven customer engagement approaches for winning in the most important moments driving profitability and growth—customer retention and expansionIndustry analysts report that up 70-80% of business growth comes from existing customers.So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits-all approach to acquisition as you do for expansions?The Expansion...

Win more deals with the perfect sales story!“Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.”—Karen Quintos, CMO and SVP, Dell Inc.“The concepts outlined in this book are critical skills to building a world-class presales organization.”—Ken Ha...

Create compelling whiteboard presentations to engage your customers and win their businessWhiteboard Selling offers a step-by-step approach to transforming your message and selling style by using powerful visual stories that inspire and engage customers and prospects. Free your sales force from relying on slides and other static sales tools during the sales process. Whiteboard Selling offers practical guidance and skills to enable marketing and sa...

THE BESTSELLING SALES CLASSIC WITH 1 MILLION COPIES SOLDWhat's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.The need to understand what top-performing reps are doing that their average performing colleagues are not is what drove Matthew Dixon, Brent Adamson, and ...

*NOW A NETFLIX LIMITED SERIES—from producer and director Shawn Levy (Stranger Things) starring Mark Ruffalo, Hugh Laurie, and newcomer Aria Mia Loberti*Winner of the Pulitzer Prize and National Book Award finalist, the beloved instant New York Times bestseller and New York Times Book Review Top 10 Book about a blind French girl and a German boy whose paths collide in occupied France as both try to survive the devastation of World ...

THE RUNAWAY GLOBAL BESTSELLER'Gripping, enthralling - a top-notch thriller and a compulsive read.' SJ Watson, bestselling author of BEFORE I GO TO SLEEPRachel catches the same commuter train every morning. She knows it will wait at the same signal each time, overlooking a row of back gardens. She's even started to feel like she knows the people who live in one of the houses. 'Jess and Jason', she calls them. Their life - as...

Praise for THE APPLE EXPERIENCE"There are three pillars of enchantment: likability, trustworthiness, and quality. The Apple experience is the best modern-day example of all three pillars. Carmine's book will help you understand and implement the same kind of world-class experience."--Guy Kawasaki, author of Enchantment: The Art of Changing Hearts, Minds, and Actions and former chief evangelist of Apple"Carmine Gallo...

With a Foreword by Jim Cora, former Chairman of Disneyland International"A leadership blueprint, applicable in any organization." -- Captain D. Michael Abrashoff, U.S. Navy (Ret.), and author of It's Your Ship"When I first arrived at The Walt Disney Company, I was surprised to find I had to go back to school--at Disney University! There, I learned the fundamentals of guest service that consistently gave Disney a tremendous advantage in the mark...

UnSelling is about everything but the sell. We put all of our focus on the individual purchase transaction, while putting the rest of our business actions second. We've become blind to customer service, support, branding, experiences and even product quality. Sixty percent of a purchasing decision is made before a customer even contacts you. We have funnel vision, and it needs to stop.Unselling is about the big picture: creating repeat customers, not one-time buye...

The main focus of this course is to provide the necessary skills for effective customer service.The most important people in any successful organization are the staff. Without properly trained and motivated staff no company can provide an effective service to their customers.Well trained staff have confidence and enjoy their work. They are more effective in what they do, and are more capable to meet customer requirements.Training should be an ongoing process, and no...

Becoming a great customer service manager requires an intentional focus on skills beyond those required for exemplary customer service. Building off the success of her book Customer Service Management Training 101, author Renée Evenson shows readers what it takes to advance to the next stage in their careers--focusing on their development as managers. Filled with the same accessible, step-by-step guidance as its predecessor, this book teaches readers how to identify their personal manageme...