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Current economic conditions are forcing everyone from large corporations to smaller privately held companies to maximize their revenue streams from new and existing customers. To be successful, firms today must outsell their competition and exceed customer expectations-thus creating long-term satisfaction and loyalty.
While basic sales methodologies instruct salespeople on the nuts and bolts of the sales process-who to approach in an organization, when to ask questions, and what to ask-ROI Selling takes them to a new level. Using a unique "360 Degree Measurement" technique, this guide provides practical tools for turning valuable customer feedback into a compelling case for their products and services. Sales professionals will be able to demonstrate to the customer how their products and services will produce a more successful and tangible outcome than the competition. Techniques from ROI Selling are currently being used to effectively increase the productivity of sales forces in a variety of industries, and they have been licensed by the authors of Solution Selling as part of their training programs that reach thousands of sales professionals each year.
Through the use of actual case studies, ROI Selling provides stories, success criteria, and actual statistics on value estimation to aid readers in building compelling ROI models for their own products and services. |
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Factories of the Future: The Italian Flagship Initiative
This book is open access under a CC BY 4.0 license.
This book presents results relevant in the manufacturing research field, that are mainly aimed at closing the gap between the academic investigation and the industrial application, in collaboration with manufacturing companies. Several hardware and software prototypes represent ... | | Core Concepts in Data Analysis: Summarization, Correlation and Visualization
In this textbook, I take an unconventional approach to data analysis. Its contents
are heavily influenced by the idea that data analysis should help in enhancing and
augmenting knowledge of the domain as represented by the concepts and statements
of relation between them. According to this view, two main pathways for
data analysis are... | | Algebra Demystified : A Self Teaching GuideMASTER ONE LIFE'S MOST USEFUL SKILLS--EVEN IF YOU'VE NEVER BEEN GOOD AT MATH
Knowing algebra gives you a better choice of jobs, helps you perform better in science, computing, and math courses, ups your score on competitive exams, and improves your ability to do daily computations. And there's no faster or more painless way... |
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