The Sales Multiplier Formula

Simple Strategies to Multiply Your Sales by 4.68X
1. Auflage 2024
ISBN: 978-1-032-73391-3
Verlag: Productivity Press

Buch, Englisch, 192 Seiten, Format (B × H): 152 mm x 229 mm, Gewicht: 287 g

The biggest challenge most companies face today is that they use transactional selling. They push their sales team to consistently hunt for new sales opportunities rather than focus on increasing their total customer sale value through a predictable and repeatable method to capitalize on existing customer relationships.

Consider this book a much-needed guide to shifting your organization from transactional selling to embracing a sales method that will explode your sales revenue and engage your entire organization.

Why?

Prospects are more challenging to reach than ever; work-from-home schedules, anti-spam legislation, and visitor restrictions make it increasingly difficult for your sales team to do what you want them to do—sell.

Worse yet, when they make a sale, they often feel like they burden the rest of the organization. Complaints about unachievable delivery dates, unacceptable terms, or insufficient profit result in a clear divide between sales and everyone else.

The result? A slow erosion of your sales and an increased likelihood that your sales team will soon be searching for a different career. This book flips the script on how you sell, providing simple strategies that can double, triple, or even quadruple your sales revenue.

In this book, Shawn shares:

• Why Your Company Isn’t Multiplying Sales Today
• How to Win the Race to Capture New Customers (the ingredient you’re missing!)
• Overcoming the Sales Time Paradox
• The Five Upsell Opportunities for Every Customer
• Six Rules for Complimentary Cross-Sells
• Building and Introducing a Sales-Centric Culture
• And much, much more!

Zielgruppe

Professional Practice & Development

Autoren/Hrsg.

Casemore, Shawn

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management E-Commerce, E-Business, E-Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Management
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

Part 1: Selling is an Inside Job Chapter 1: How Your Customers Buy Has Changed Chapter 2: Your Secret Ingredient to Multiply Sales Chapter 3: Why Your Sales Are Stagnant Chapter 4: Selling Today is a Team Sport Part 2: Your 4.68X Selling Opportunity Chapter 5: The Initial Sale is Small Potatoes Chapter 6: Good: Every Good Sale Deserves an Upsell Chapter 7: Better: Introduce Creative Cross-Selling Chapter 8: Best: Generating Unstoppable Referrals Part 3: Building Momentum with Your Sales Multiplier Formula  Chapter 9: The Foundation: Build A Sales Centric Culture  Chapter 10: Foundation: Design Your Sales Multiplier Formula Chapter 11: Testing: Implement Your New Sales Multiplier Formula Chapter 12: Winning the Race for New Customers

Über Autor(innen)

Shawn Casemore is a consultant, speaker, and advisor. He is the Owner and Founder of Casemore and Co Inc., a global consulting firm that has attracted clients such as Bosch, NGK, Tim Hortons, Pepsi Co, Kids Help Phone and Sick Kids, and over 200 other leading organizations. In addition, he's served on several boards, including the Canadian Association of Professional Speakers, Canadian Association of Family-Owned Enterprises, and Excellence in Manufacturing Consortium. His speaking typically includes over two dozen keynotes each year at major conferences, and he's lectured at institutions such as the University of Waterloo and Humber Institute of Technology and Advanced Learning. Shawn's publishing includes hundreds of articles in print and online for publications such as Forbes, Fast Company, Chief Executive, Industry Week, PLANT Magazine, and The Globe and Mail. He's also written four commercially published books, including his most recent, The Unstoppable Sales Team (Taylor and Francis, 2023).