DescriptionBest-selling author and people-productivity expert Rebecca L. Morgan is a certified speaking professional and managing partner of the Morgan Seminar Group in San Jose, California. Morgan works with organizations that want their people to work smarter, and with individuals who want to get more done. Creating Sales Success is based upon interviews with top performers and what they said made them successful: commitment, listening skills, perspective, and positive self confidence. This program was so well received, Nightingale-Conant asked Morgan to record it for their popular "Sound Selling" audio magazine.
DescriptionAnyone in sales will tell you that social networks are critical. The more contacts you have, the more leads you'll generate and, ultimately, the more sales you'll make. But that's a vast oversimplification. Different configurations of networks produce different results, and the salesperson who develops a nuanced understanding of social networks will outshine competitors. - From the July/August 2006 special Sales issue of Harvard Business Review .
DescriptionSales departments tend to believe that marketers are out of touch with what's really going on in the marketplace. Marketing people, in turn, believe the sales force is myopic - too focused on individual customer experiences, insufficiently aware of the larger market, and blind to the future. In short, each group undervalues the other's contributions. Both stumble (and organizational performance suffers) when they are out of sync. Yet, few firms seem to make serious overtures toward analyzing and enhancing the relationship between these two critical functions. - From the July/August 2006 special Sales issue of Harvard Business Review .
DescriptionBest-selling author and people-productivity expert Rebecca L. Morgan is a certified speaking professional and managing partner of the Morgan Seminar Group in San Jose, California. Morgan works with organizations that want their people to work smarter, and with individuals who want to get more done. She has lectured to the executives, managers, salespeople, customer service reps, individual contributors and support staff of some of the country's best organizations on topics such as time management, communication and customer service. She helps businesses design lasting solutions. Defrosting Telephone Cold Calls breaks through the ice of "cold calls" and discusses tricky business questions such as: How do you get through the telephone 'guards' - the receptionist?; How do you overcome call reluctance?; How can you qualify the call to see if your product/service and the prospect are a good fit?
DescriptionBusiness leaders in more than 110 countries have benefited from the extraordinary wisdom of Robert Scheinfeld, whose seminars and writings have helped dramatically improve sales and profits. In The 11th Element, Scheinfeld shares the secrets that propelled his grandfather's company, Manpower Inc., into the Fortune 500, the same approach that fueled the success of Microsoft, Starbucks, and Dell.
DescriptionThis BusinessWeek best seller from esteemed marketing guru Mark Stevens is an entertaining and useful guide to improving the way businesses promote themselves. Stevens attacks conventional marketing strategies with infectious zeal, making it crysta…
DescriptionWhen customers are truly thrilled about their experience with your product or service, they can become outspoken "evangelists" for your company. This group of satisfied believers can be converted into a potent marketing force to grow your universe of cust…
DescriptionA rainmaker is a person who brings revenue into an organization. That revenue comes from customers, it is the lifeforce of the organization, and without it the organization will die. That revenue is rain. Big-hitting rainmakers are among the highest-paid…
