The Machine: A Radical Approach to the Design of the Sales Function [EPUB]
23 January 2016, 09:40
2015 | EPUB | 2.01MB
A silent revolution in sales
In The Machine, Justin Roff-Marsh shows readers how to follow the intrepid executives on three continents who have implemented his ideas over the last 15 years, building ridiculously efficient sales functions--and market-dominating enterprises--as a consequence.
Roff-Marsh calls these executives his silent revolutionaries.
This revolution has been brewing for a long time. For the last 20 years, organizations' ability to produce has overtaken their ability to sell, and, for at least as long, customers have unfailingly embraced every opportunity to avoid interacting with traditional field salespeople.
Applying the division of labor to sales might not seem controversial, but this innocent-sounding idea decimates the sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exclusively on selling conversations, where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales.
The Machine is a field guide for the executive who's prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it.
Solving Problems that Matter (and Getting Paid for It) [EPUB]
23 January 2016, 09:38
2015 | EPUB | 12.0MB
Do you want to harness the power of science, technology, and innovation to change the world? Do you want to channel your passion and education to pursue a life-long career improving the human condition?
- Regardless of where you are in your career today, what should be your next step?
- Sign up for Peace Corps? Pursue graduate school? Take on a corporate job?
- Join a nonprofit? Launch your own social enterprise?
- Should you focus on energy, health or food security?
- Should you stay in New York or move to Nairobi?
The number of choices is daunting!
Solving Problems That Matter (and Getting Paid for It) stitches together a mosaic of perspectives, experiences, and actionable insights to illuminate the smorgasbord of career pathways in social innovation and global sustainable development.
54 expert briefs penned by leaders from USAID, Peace Corps, MIT, Engineers Without Borders, FHI 360, and other organizations offer practical insights into a myriad of topics such as:
- How do different kinds of organizations work?
- How do you find your first impact-focused job?
- What are the pros and cons of PhD, MBA, MPH and MPA degrees?
- How do salaries and benefits work when placed in a developing country?
100 STEM innovators from the World Bank, UNICEF, Gates Foundation, Google, and dozens of social ventures, government agencies, nonprofits, academia, and corporations share their career profiles with you. Turn to any page to read an enlightening and inspiring inside story of a social innovator's role and responsibilities, career trajectory, and lessons learned along the way.
Read Solving Problems That Matter (and Getting Paid for It) to let 165 of today's most inspiring game-changers help you find your passion, make informed career decisions, and propel you into the exciting world of social innovation and global sustainable development.
Sales Management For Dummies [EPUB]
23 January 2016, 09:37
2015 | EPUB | 3.4MB
Guide your sales force to its fullest potential
With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there's much more to it. With this fun and accessible guide, you'll go beyond the basics of sales to learn how to anticipate clients' needs, develop psychologist-like insight, and so much more.
Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales—from prospecting to closing.
- Shows you how to reach your fullest potential in sales
- Helps you effectively inspire great performance form any sales force
- Demonstrates how to prospect, recruit, and increase your organization's income and success
- Teaches you how to manage sales teams to greatness
If you're one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.