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Sharon Drew Morgen Ordre des livres (chronologique)

    Morgen offre une perspective originale sur la manière dont les systèmes de toute nature peuvent évoluer de manière congruente. Elle se concentre sur la façon dont nous pouvons nous permettre mutuellement d'apporter notre cerveau, notre cœur et notre authenticité dans nos relations et au travail. Sa pensée brise souvent les schémas établis, générant des idées originales. Elle est l'auteure de plusieurs best-sellers et de nombreux articles sur la gestion du changement, la prise de décision, l'écoute, l'automatisation du marketing et la vente.

    Dirty Little Secrets: Why Buyers Can't Buy And Sellers Can't Sell And What You Can Do About It

    • Dirty Little Secrets: Why Buyers Can't Buy And Sellers Can't Sell And What You Can Do About It

      • 272pages
      • 10 heures de lecture

      Sellers often don’t close all of the sales they deserve to close. Why? The sales model itself fails to address the off-line issues buyers must manage before making a buying decision. Dirty Little Secrets takes the reader behind the scenes to understand how buyers buy, and offers tools to help them. Dirty Little Secrets exposes the problems with sales that have resulted in over 90% failure rates, and offers front-end decision facilitation tools to mitigate the failures.Until now, sales books have focused on helping buyers through the solution-placement end of the buying decision. No other book takes the seller through the behind-the-scenes issues that buyers must address before they get buy-in for a solution.This is not a sales book, but a sophisticated examination of systems, change, and decision making to help sellers close more, find more prospects, and greatly minimize the sales cycle. This book is essential for any serious student of sales.Do you want to sell? Or have someone buy?

      Dirty Little Secrets: Why Buyers Can't Buy And Sellers Can't Sell And What You Can Do About It2009