In this helpful guide, you will discover ten tangible metrics C-level executives do look for, and teaches you to apply those metrics to build a case for your products and services that will unlock the door to greater sales.With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. When it comes to selling to those at the highest level, author Michael Nick has a revelation for you: ROI is no longer the key metric f...

When you help your customers and clients make profitable business decisions, the result is a win-win solution that can lead to a mutually beneficial long-term business relationship.In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You’ll learn how to:create...

Technology-as-a-Service Playbook defines the tactical and strategic plays technology companies must run to build a profitable subscription business. Whether you are a pureplay cloud company or a traditional technology provider making the pivot to the cloud, this book will help guide your decision-making and execution around the "as-a-service" model to put your company on a path to profitable growth.This cloud-driven journey will affect every part of the organization. How offers are...

This is the follow up book from the best selling 101 Startup Lessons—An Entrepreneur’s Handbook. These Startup Lessons #102-#202 continue the startup learnings as a comprehensive, one-stop read for entrepreneurs who want actionable learnings about a wide range of startup and digital-related topics from George Deeb, a serial entrepreneur and partner at Red Rocket Ventures. The book is a startup executive's strategic "playbook", with "how-to" lessons about business in genera...

Business Plan Project provides detailed instructions on how to write a comprehensive business plan for new ventures. The intended market segments are graduate or upper-level undergraduate students, entrepreneurs, consultants, and college instructors or corporate trainers. Business Plan Project can be used in executive development programs and over 10 college level courses.Business Plan Project is designed to meet important needs of each s...

The Web has changed the game for your customers— and, therefore, for you. Now, CustomerCentric Selling, already recognized as one of the premier methodologies for managing the buyer-seller relationship, helps you level the playing field so you can reach clients when they are ready to buy and create a superior customer experience.Your business and its people need to be “CustomerCentric”—willing and able to identify and serve customers’ needs in a world where competition wai...

In todays changing and competitive economic environment, CEOs, corporate executives, and shareholders are no longer strictly concerned with how well a project was executed even if it was finished on time and on budget. Most projects are now being viewed as strategic investments with the primary concern being the value that a project contributed to the companys bottom line. Project benefit attainment usually occurs after the project team has disbanded and handed over the project deliverable...

This detailed overview of the construction contracting business delivers an invaluable collection of best practices, forms, templates, and checklists designed to reduce risks and increase profits. Contractors will learn everything they need to know about the make-or-break areas of estimating, pricing, bidding, project management, and financial management. The author is well-known in the industry, with a weekly newsletter, website, online digest, regular column for Contractor ma...

Whether yours is a small one-person hop or a large mega-consulting powerhouse, the revised edition of The Consultant's Scorecard helps you move past the same old promises and provide cold, hard proof of success--which you must offer if you want to compete in today's fiercely competitive and fast-growing consulting industry.Jack and Patti Phillips have fully updated their authoritative work to put you in the best possible position to sell your services to clients who demand...

A lot of people are afraid of failure. Although they know that they can gain financial independence from starting and growing a business, they don't want to try because they know some people who failed in their businesses. They fear that their fate will also happen to them. What they don't realize is that each person is unique. The experience of others may not necessarily be his experience also. His success may not be the success of others.Those individuals who succeed in their bus...

Understanding the Professional Buyer is a practical guide for sales people, giving them insight into the behaviour and strategies of buyers, so that they are able to deal with them more successfully and regain power in the buyer-seller relationship.In recent years the balance of power between buyer and seller has swung dramatically in favour of the buyer. Sellers are now faced with more professional, more knowledgeable and more powerful buyers - and the sales techn...

An organization's ability to achieve strategic goals through programs and supporting projects depends on its ability to establish a future vision, set strategic goals, select the most valuable projects, and then execute flawlessly. Organizational strategic alignmentis achieved by converting strategic plans and goals into a valuable portfolio of programs and supporting projects. Strategic project leaders and project teams execute the project plans to meet objectives and deliver proje...