Innovative and on the cutting edge, Visionary Selling shows you how to sell effectively to top decision makers by going beyond the hard sell of a specific product to aligning with the broader vision of top management.
As a result of reengineering and the trend towards new "horizontal" management structures, top executives are more accessible and more responsive to outside sources of information and ideas. By discovering customers' vision and formulating innovative ideas to enhance their businesses, salespeople can "cross the boundary" of sales to perform as business allies in a collaboration to fulfill the vision of their customers. The sales results can be spectacular.
In this practical and informative book, top saleswoman and professional trainer Barbara Geraghty explains that the best way to sell to a CEO or other top-level executive is to learn to think like one. Her Visionary Selling program will guide you through every step of this innovative process, using helpful true-life examples of how salespeople have used this approach effectively. You'll also learn how to discover the customer's vision, values, and core competencies; how to package the information into a strategic collaboration; and how to communicate a pertinent story that adds value at the executive level. With her gift for making complex ideas accessible, Geraghty explains:
How to craft a pertinent and provocative presentation that contains key elements of interest and value to an executive
Challenging its readers to look beyond the product to the achievement of a long-term alliance with their customers, Visionary Selling will be the turning point in the careers of salespeople everywhere.
Customer Reviews:
A Solid Sales Process to Follow.......2007-02-11
This is a book that encourages research and doing your homework prior to engaging a business prospect. Very much common sense in the overall approach, but common sense is very uncommon. The information you need to get ahead in the sales arena is likely at your fingertips, but you've got to invest a little time to find it and put it together in a format that benefits you throughout the sales process.
A good book that outlines a solid approach to selling in today's marketplace.
SELLING TO TOP DECISION MAKERS.......2002-06-13
OK this one is easy.... Geraghty has compiled a very unique primer not just in selling, but in selling to top decision makers. The book's major spin is that one incorporates the corporate vision of the target client into one's sales spin --- by identifying with common visions and common ideals. The prospective client sees more of a common interest between your company and their own company and are (surprise, surprise!) more willing to plunk money down on the botton line and hire you/use you/ use your product/ services.
For that simple, but very effective advice Geraghty has created a book at least somewhat different from the standard sales tomes that litter the shelves in the low brow business section of bookstores (usually next to Zig Zigler).
The first half of the book articulates Geraghty's visionary Philosopshy and is the best. The last part tells how to incorporate the philosophy into actual presentation details. It is also good. There is a tendancy for the uninitiated or those with no sense of self-evaluation however, to present and merely mirror the image of the client company (I have seen this numerous times). What then happens is that one gets a simple syncophantic ramble from the salesperson doing the pitch. If the punt is as simple as the presenter a sale may result, but business people are rarely as simple and lacking in irony as some would suggest. More often a client who is brazenly and badly flattered can easily see through the scam to the two-bit sales person who makes such a pitch.
The real strength of Geraghty's sales approach is that it really adds another weapon to the the sales person's arsenal: when wedded with honesty, critical appraisal, and consultative selling style, visionary selling is a powerful tool. As such it should part of every current business library.
Roadmap to selling high-level executives.......2002-03-17
Anyone who's read any sales books at all has usually read many. And I've read many--but most are simple rehashes of the handful of original ideas found in the rest. Barbara Geraghty's Visionary Selling stands out and is a nice addition to any sales library. Uniquely, author Geraghty provides a step by step formula for getting in synch with your C-level prospect's vision. If you've successfully sold to CEOs (and I have) you'll know that they don't really care about the details of your product's features and benefits - so forget boning up on product knowledge. What they do care about is realizing their personal or corporate vision. If you can prove to a chief executive (or any other C- or Chief- level executive) that your product or service will help them do that, you're in. This book shows you, in detail, how to demonstrate you "grok" their vision, so at least you have a chance.
I'd rate this book a definite "worth reading."
Didn't Do It For Me.......2001-12-20
Visionary Selling didn't strike me as particularly visionary. Geraghty's precept is to sell to the "C" vision. This is simply a variant of "Solution Selling" where the problem is fulfilling the executive's vision. I expected more out of Geraghty's text than the repackaging of an established idea.
Visionary Selling - a must read for C level selling.......2000-06-19
I read all books on selling as soon as they are released as part of my responsibilities at Rockwell Automation. I really like this book. It reads well,(And fast)and is full of great ideas, as well as a processs to call on executive level buying influences. It is exactly what salespeople selling today need to access the high level executives that control the money to sponsor visionary ideas. I liked the book so much I have hired Barbara to spend two days with her visionary Selling class with our 100 top sales people. All our sales managers and top sales people have read and evaluated this book as excellent.
Average customer rating:
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Professional Presentations: How to Succeed in International Business
Tracy Henninger , and
Judee Reel
Manufacturer: University of Michigan Press/ESL
ProductGroup: Book
Binding: Paperback
 Communications
| Skills
| Business & Investing
| Subjects
| Books
Running Meetings & Presentations
| Skills
| Business & Investing
| Subjects
| Books
General
| Business & Investing
| Subjects
| Books
General
| International
| Business & Investing
| Subjects
| Books
Management
| Management & Leadership
| Business & Investing
| Subjects
| Books
General
| English as a Foreign Language
| Instruction
| Foreign Languages
| Reference
| Subjects
| Books
Business English
| English as a Foreign Language
| Instruction
| Foreign Languages
| Reference
| Subjects
| Books
ASIN: 047208447X |
Book Description
Giving a presentation in English is tough enough when it's your native language; but if it's not your first language, the task becomes even more daunting. Professional Presentations has been written to ease the task for students and businesspeople who will be making speeches and giving presentations in their non- native tongue.
This textbook incorporates a global perspective on the topic of presentations, with strong emphasis on the influence different cultures have on each aspect of making presentations. Professional Presentations is perfect in classrooms or for self-study, and its activities and exercises have proven successful outside the United States.
A short needs analysis opens the book, which helps learners think about what they already know about making presentations and how the skills will help them in their careers and lives. Each chapter leads learners through a different presentation and teaches how to evaluate and provide feedback. Presentations increase in length and complexity as the book goes on. Chapters include discussions of relevant ESL vocabulary and language issues, grammar, cross-cultural issues, and good and bad examples of the topic at hand. A section on special presentations teaches how to introduce others, make impromptu speeches, and deal with the media. A special project set in a hotel is also included. Appendices feature information on specific cultures, a bibliography on business and culture, and a presentation evaluation form.
Customer Reviews:
Using in Japan.......2005-09-20
This text is particularly good for business students whose level of fluency in English may be upper-intermediate.
Book Description
Tourism is one of the fastest growing industries in the world. It accounts for ten percent of the world's gross domestic product and nearly eight percent of worldwide employment. Many countries see tourism as a passport to their economic development; others express concern that uncontrolled tourism may overwhelm their natural, cultural, social, and physical resources. The question of how best to harness tourism for the good of host communities is increasingly debated and forms the basis of this book. Written in a highly accessible style for a general audience as well as professionals, it applies an economic way of thinking to tourism that sheds light on this dynamic and fascinating global industry.
Book Description
As head football coach at Florida State, Bobby Bowden has won two national championships and compiled an astounding resume of all-time credentials. Filled with personal anecdotes, famous names, and fascinating stories, The Bowden Way promises to be the leadership book that will redefine the game.
Customer Reviews:
Dad gummit good leadership book!.......2006-06-15
I'm a Penn State grad and fan, but I enjoyed Bobby Bowden's leadership book. It's very easy to read and has lots of good advice. Also, I respect his religious beliefs and that he openly shares them throughout the book. This is a good leadership book!
Best Leadership Book I Have Ever Read.......2004-02-08
I have read Maxwell and a host of other leadership books, but there is a world of difference between a consultant or a middle-manager telling you about leadership...and the winningest coach in college football telling you about leadership!
The thing I liked the most is that rather than vague affirmations or ambiguous principles, Bowden gives us SPECIFIC, hard-won advice regarding handling staff, planning for success, etc.
The fact that he has done so remarkably well--with his job "on the line" based on each season's performance, not to mention every time he plays a strong rival--Bowden gives us a CEO/Chairman of the Board-level view of how to handle matters.
I bought it because I am an FSU fan. I kept it because it was the best book on leadership I had ever read.
Bobby Bowden is a Legend.........2003-01-18
On the football field Bobby Bowden is king! He is also a very inspirational and motivated person. This book is amazing, in ALL aspects. You don't have to be a Florida State or even a football fan, this book goes so far beyond any sport. This book basically tells you how too live a better life, and Bobby Bowden obviously has a awesome one.
excellent.......2001-12-18
i would recommend this book to anyone who has to manage people in any capacity...from managing your children to managing your employees...Coach Bowden has proven himself to be a true leader both on and off the football field.
The Bowden Way.......2001-12-05
In The Bowden Way, Steve and Bobby Bowden combine to bring the reader practical, common sense approaches to issues every one of us face on a daily basis. Moreover, the content keeps you interested, is easy to follow, and is very linear in moving along from one topic to the next. Of course, with Bobby Bowden, there's always a bit of that geniune humor we've all come to expect. I would strongly recommend this book for any and all ages, football fan or not. It's a refreshing read.
Average customer rating:
- For both novice and experienced job seekers
- Career Management Guide, and resume help too
|
Nine Stupid Things People Do To Mess Up Their Resume
Angela K. Durden
Manufacturer: Writer for Hire
ProductGroup: Book
Binding: Paperback
General
| Job Hunting & Careers
| Business & Investing
| Subjects
| Books
Job Hunting
| Job Hunting & Careers
| Business & Investing
| Subjects
| Books
Resumes
| Job Hunting & Careers
| Business & Investing
| Subjects
| Books
ASIN: 0970135602 |
Book Description
A resume is an advertisement designed to open the door to an interview. Most Job Seekers do not have their entire work history details, remember key information, or know what an employer wants and needs.
You cannot effectively advertise what you don't know. This is not a book full of OPR (Other People's Resumes). You are looking for a job for YOU, not someone else.
Nine Stupid Things is full of timeless (and time-saving) hints, tips, and plain common-sense principles that will help you put together your career information for greatest impact. It will allow you to manage your career information by giving you ONE place to keep ALL pertinent job related information.
It is a book that will be your companion for many, many years to come.
Customer Reviews:
For both novice and experienced job seekers.......2001-02-10
Nine Stupid Things People Do To Mess Up Their Resume And 16 Ways You Can Avoid The Traps! is an invaluable guide for anyone who feels that their traditional resume is failing to secure interview opportunities or otherwise not working out for them. The "do's & don'ts" of resume writing are clearly laid out in a thoroughly "reader friendly" text. Of special value is Angela Durdon section on how to get a raise. Nine Stupid Things People Do To Mess Up Their Resume is very highly recommended reading for both novice and experienced job seekers and the corporate career minded inquirer.
Career Management Guide, and resume help too.......2000-10-30
After quickly reading the 9 stupid things that people do to mess up their resumes, this book seemed like a total waste. The 9 stupid things are pretty common and obvious. The real value to this book comes in the second half. The career management section of this book is great. In preparing to build a quality resume, this section helps you identify many facts about yourself so that when you are ready to put it together, you can easily do it. The book is more like a workbook, and the author encourages you to write in it. Since this book is so thorough, it should be taken with you to interviews so you can review before the interview, and also it can be used to help you fill out a job application. One word of warning: if you are looking for a book that provides many resume samples, then this book is not a good choice. Only one sample is provided. Since every resume is unique, the author guides you in building the best resume for you. All in all, it's a good book. You will discover a lot about yourself, it will help you prepare a resume, and you will sharpen your mind for interviewing.
Book Description
A must read for anyone thinking of a new home! LEARN A CERTIFIED BUILDER'S SECRETS Avoid costly mistakes! Reduce frustration! Make smart purchases! Increase your home appraisal! For the small price of a book you can empower yourself to succeed!
Customer Reviews:
Complete waste of money.......2003-08-30
This book must have been written in 10 minutes. Many difficult topics are covered with one sentence explanantions, making the book worthless. I read the whole book in 15 minutes, in a room where I believe this book was written.
Book Description
The demographic face of America—and of its community associations—is about to change dramatically as Baby Boomers swell the ranks of the over-65 group. They will live longer than any other demographic group in the nation's history, and they will have fewer resources. Find out how your community association can meet the disproportionate demands of aging residents, plan for their long-term needs, find capable board members when the pool of candidates dwindles, deal with senior residents when their capacities diminish, change governing documents to accommodate the needs of aging residents, and much more. A detailed case study illustrates how one pioneering community association successfully implemented all the recommendations in this book. Contains numerous how-to sections, helpful forms, useful appendices, and practical advice.
Average customer rating:
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J.K. Lasser Pro Preparing for the Retirement Boom (Wiley Trading)
Thomas Grady
Manufacturer: John Wiley & Sons
ProductGroup: Book
Binding: Hardcover
General
| Popular Economics
| Business & Investing
| Subjects
| Books
General
| Investing
| Business & Investing
| Subjects
| Books
General
| Personal Finance
| Business & Investing
| Subjects
| Books
Retirement Planning
| Personal Finance
| Business & Investing
| Subjects
| Books
ASIN: 047138500X |
Book Description
Practice-Building Strategies From The Financial Advisor's Advisor
The future livelihoods of financial advisors are being threatened by several factors including the increasingly popular use of the Internet, the repeal of the Glass-Steagall Act, and the trend toward fee-based service rather than commission-based sales. To remain in business, financial advisors must revamp their strategies and offer new services to clients, rather than simply sell products. This book will outline solutions that financial advisors can adapt in their practices to meet the changing needs of their clients, including:
- Specific steps planners can take to meet the new demands of financial planning for the new century
- Ways to intercept Baby Boomers on their way to retirement
- Highly effective strategies from the author's own practice that are applicable to clients across a wide range of ages and income levels
Financial advisors, attorneys, and investment counselors will find the information in this volume indispensable to the futures of their clients-and their practices.
Customer Reviews:
Right on Target.......2001-03-27
Supepr book...looks into the future and gives a clear idea of what our profession will look like. Especially with regards to compensation and independtent work.
Customer Reviews:
I felt I was in a Bible study.......1999-12-03
I guess I can assume some of the responsiblity for purchasing this book. Larry Burkett is a prolific writer and many of his other books give ample indication to his angle of teaching, or should I say preaching.
To say the least I was astounded and highly annoyed that Mr. Burkett find it necessary to drag God, and his take of Christianity into every aspect of this book (or lets say as far as I could bear to read). Now if that wasn't enough, Mr. Burkett occasionally peppers his text with his personal (I'm tempted to say narrow-minded)opinion about government agencies (describing the EPA as commiting terrorist acts) and political structures (socialism). If I were into stereotypes, I'd say he probably thinks that the U.N. is involved in a world conspiracy to conquer the U.S.
It's a pity because the author seems to have some good advice to give, and I don't mind an occasional quote from the scripture to make a point. Nonetheless this book smacks of zealotry.
Well I guess I was just the wrong reader for this book. Maybe the next time my door bell rings and there's somebody trying to give me a Bible, I can in exchange, give Mr. Burketts book.
Average customer rating:
- A winner of a book!
- Gentle, thoughtful, yet very informative book
|
As Our Years Increase: Loving, Caring, Preparing : A Guide
Tim Stafford
Manufacturer: Zondervan
ProductGroup: Book
Binding: Hardcover
Gerontology
| Social Sciences
| Nonfiction
| Subjects
| Books
Marriage & Family
| Sociology
| Social Sciences
| Nonfiction
| Subjects
| Books
Social Groups
| Sociology
| Social Sciences
| Nonfiction
| Subjects
| Books
Retirement Planning
| Aging Parents
| Parenting & Families
| Subjects
| Books
General
| Religion & Spirituality
| Subjects
| Books
Inspirational
| Spirituality
| Religion & Spirituality
| Subjects
| Books
Accessories:
-
Health o Meter HDC100-01 "Grow with Me" Teddy Bear Scale for Babies and Toddlers
ASIN: 0310328403 |
Customer Reviews:
A winner of a book!.......2001-11-26
Tim Stafford explores the seven stages of aging, giving practical solutions and inspirational insights to the day-to-day problems encountered by those over 65 and their caretakers. This time of life is an important period shen families share concerns and form the basis for healing through experiencing, receiving and giving love. Mr Stafford presents aging, not as a problem to be solved, but as a gift from God, a time of life and growth and joy for those who have the eyes to see.
Gentle, thoughtful, yet very informative book.......1999-12-09
I read this book by way of mental preparation as both sets of our parents age. Written from a Christian viewpoint, the book sensitively describes both older and younger generation's viewpoint of the aging process. Both would benefit from reading!
Average customer rating:
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Community colleges preparing to fill vacant chairs : An article from: Boulder County Business Report
Elizabeth Gold
Manufacturer: Boulder Business Information Corporation
ProductGroup: Book
Binding: Digital
Nonfiction
| Subjects
| Books
| Audiobooks
| Automotive
| Crime & Criminals
| Current Events
| Economics
| Education
| Foreign Language Nonfiction
| Government
| Holidays
| Law
| Philosophy
| Politics
| Social Sciences
| Transportation
| True Accounts
| Urban Planning & Development
| Women's Studies
Retirement Planning
| Aging Parents
| Parenting & Families
| Subjects
| Books
General
| Nonfiction
| HTML
| Formats
| e-Docs
| Formats
| Books
ASIN: B000BE79EU
Release Date: 2005-09-13 |
Average customer rating:
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Keys to Preparing a Will (Barron's Keys to Retirement Planning)
James John Jurinski
Manufacturer: Barrons Educational Series Inc
ProductGroup: Book
Binding: Paperback
General
| Business & Investing
| Subjects
| Books
Civil Procedure
| Procedures & Litigation
| Law
| Subjects
| Books
Private Law
| Law
| Subjects
| Books
Civil Procedure
| Procedures & Litigation
| Law
| Professional & Technical
| Subjects
| Books
ASIN: 0812045947 |
Book Description
This digital document is an article from Countryside & Small Stock Journal, published by Countryside Publications Ltd. on September 1, 2003. The length of the article is 8761 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Last month we asked: "how are you preparing for retirement?". (Question of the month).
Publication:
Countryside & Small Stock Journal (Magazine/Journal)
Date: September 1, 2003
Publisher: Countryside Publications Ltd.
Volume: 87
Issue: 5
Page: 88(10)
Distributed by Thomson Gale
Books:
- Wealth Management: The Financial Advisor's Guide to Investing and Managing Your Client's Assets
- What Every Business Owner Should Know About Valuing Their Business
- Wiley Not-for-Profit GAAP 2006: Interpretation and Application of Generally Accepted Accounting Principles for Not-for-Profit Organizations (Wiley Not for Profit Gaap)
- Winning the Cash Flow War: Your Ultimate Survival Guide to Making Money and Keeping It
- Wow The Dow!: The Complete Guide To Teaching Your Kids How To Invest In The Stock Market
- A History of the Theory of Investments: My Annotated Bibliography (Wiley Finance)
- Analysing and Interpreting the Yield Curve (Wiley Finance)
- Asset Protection : Concepts and Strategies for Protecting Your Wealth
- Attracting Prosperity Through the Chakras
- Benchmarking: The Search for Industry Best Practices That Lead to Superior Performance
Books Index
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Selling to the Top: David Peoples' Executive Selling Skills
Selling To VITO (The Very Important Top Officer)
The Power to Get In: A Step-by-Step System to Get in Anyone's Door So You Have the Chance to... Make the Sale... Get the Job... Present Your Ideas
Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office
Getting the Second Appointment: How to CLOSE Any Sale in Two Calls!
