By Nicholas A.C. Read

A game-changing revenues version that objectives possibilities in each degree of ultra-modern lengthy revenues cycle.
Target chance Selling studies on how best revenues performers are developing and successful offers in modern day highly-competitive, post-recession industry. in response to greater than 20,000 hours of interviews and box commentary, revenues suggestion chief Nic learn finds how smooth rainmakers are beating the percentages and making it glance effortless.  At the guts of this 'sales renaissance' is the revenues growth Loop, a contemporary replacement for the 'sales funnel' that's larger suited to lengthy cycle, resolution revenues. learn indicates find out how to navigate the Loop to regulate huge possibilities at each level. each one bankruptcy bursts with insights, anecdotes and Read's signature 'call it as he sees it' variety, with functional how-tos on revenues qualification, first conferences, aggressive procedure, courting administration and shutting. As a standalone paintings, this booklet makes a unique contribution to the revenues career. As a sequel to Read's first paintings, Selling to the C-Suite, this booklet is needed examining for each professional's own library

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Extra resources for Target Opportunity Selling: Top Sales Performers Reveal What Really Works

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The word on the street from Apple’s campus was that before any big presentation, Jobs would invest two to three days rehearsing it. It’s worth surfing YouTube to revisit Jobs unveiling the iPhone for the very first time at MacWorld 2007. Watch closely what he does. He has a conversation. He teases and baits. He uses simple graphics. He embraces the power of silence to build suspense and focus. He’s not in a hurry. He knows exactly where he is at every moment, and because of that, he is in complete control of his material and the audience.

You can find a treasure trove of information in these places. It’s particularly insightful to read the transcripts of a company’s quarterly earnings calls four times a year. For example, go to the Seeking Alpha home page, type in the name of any public company you know, and see what you get. Always read the “Q&A” section where the analysts get to ask all the tough questions that aren’t scripted. It tells you much about the way the executives think, their plans, their tone, and style. Students of neurolinguistics can use these word clues to decode whether those executives digest information visually, aurally, or kines15 T A R G ET OP P ORTUNITY S ELLING thetically, so that they can tailor their prospecting e-mails, letters, or presentations accordingly.

Pierce, T. Kostova, and K. Dirks (Review of General Psychology, 2003), explains this dynamic: People come to find themselves psychologically tied to things as a result of their active participation or association with those things. The most obvious and perhaps the most powerful means by which an individual invests him/herself into an object is to create it. Feelings of ownership are accompanied by a sense of efficacy and competence, and are pleasure producing. Exploration of, and the ability to control, one’s environment gives rise to [such] feelings.

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