WorldCat Identities

Schultz, Mike 1974-

Overview
Works: 9 works in 46 publications in 4 languages and 924 library holdings
Roles: Author
Classifications: HD9980.5, 658.85
Publication Timeline
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Most widely held works by Mike Schultz
Professional services marketing : how the best firms build premier brands, thriving lead generation engines, and cultures of business development success by Mike Schultz( Book )
20 editions published between 2009 and 2013 in English and held by 393 WorldCat member libraries worldwide
"Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry." -- from publisher's website
Rainmaking conversations : influence, persuade, and sell in any situation by Mike Schultz( Book )
9 editions published between 2011 and 2013 in English and held by 288 WorldCat member libraries worldwide
"Master the conversations that can make or break everything in complex sales Every conversation presents opportunity to find new opportunities, win new customers, and increase sales. Rainmaking Conversations gives you a proven system to uncover and leverage these opportunities and achieve maximum revenue results, robust relationships, and deep trust. Rainmaking Conversations is the first book to offer a research-based selling approach that can help you master the art of the sales conversation. From start to finish of each conversation, you'll make every client contact you have count towards developing sustainable sales success. Build rapport and trust from the first handshake Learn the 7 keys for leading successful business development conversations Develop winning value propositions that gets prospects excited to buy Craft winning solutions and close the deal Speed up the sales cycle Lead conversations that persuade and influence the prospect to choose you Rainmaking Conversations walks you through RAIN SellingSM-a world-class sales methodology that has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance."--
Insight selling : surprising research on what sales winners do differently by Mike Schultz( )
3 editions published in 2014 in English and held by 181 WorldCat member libraries worldwide
"What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller--the insight seller--is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read"--
Rainmaking conversations influence, persuade, and sell in any situation by Mike Schultz( Recording )
9 editions published between 2004 and 2011 in English and held by 54 WorldCat member libraries worldwide
"Master the conversations that can make or break everything in complex sales Every conversation presents opportunity to find new opportunities, win new customers, and increase sales. Rainmaking Conversations gives you a proven system to uncover and leverage these opportunities and achieve maximum revenue results, robust relationships, and deep trust. Rainmaking Conversations is the first book to offer a research-based selling approach that can help you master the art of the sales conversation. From start to finish of each conversation, you'll make every client contact you have count towards developing sustainable sales success. Build rapport and trust from the first handshake Learn the 7 keys for leading successful business development conversations Develop winning value propositions that gets prospects excited to buy Craft winning solutions and close the deal Speed up the sales cycle Lead conversations that persuade and influence the prospect to choose you Rainmaking Conversations walks you through RAIN SellingSM-a world-class sales methodology that has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance."--
Rainmaking conversations : influence, persuade, and sell in any situation by Mike Schultz( )
1 edition published in 2011 in English and held by 3 WorldCat member libraries worldwide
Deszcz pieniędzy : model RAIN czyli skuteczne rozmowy sprzedażowe by Mike Schultz( Book )
1 edition published in 2012 in Polish and held by 2 WorldCat member libraries worldwide
İkna eden satış sözcükleri : potansiyel müşterileri gerçek alıcılara dönüştürmek için söylemeniz gerekenler by Mike Schultz( Book )
1 edition published in 2011 in Turkish and held by 1 WorldCat member library worldwide
Professional services marketing. how the best firms build premier brands, thriving lead generation engines, and cultures of business development success by Mike Schultz( Book )
1 edition published in 2013 in English and held by 1 WorldCat member library worldwide
Jak přivolat déšť : ovlivnit, přesvědčit a prodat v jakékoli situaci by Mike Schultz( Book )
1 edition published in 2012 in Czech and held by 1 WorldCat member library worldwide
 
Audience Level
0
Audience Level
1
  Kids General Special  
Audience level: 0.28 (from 0.00 for Jak přivo ... to 0.47 for Rainmaking ...)
Languages
English (43)
Turkish (1)
Czech (1)
Polish (1)
Covers