Saved in:
| Main Author: | |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
Hoboken, New Jersey
John Wiley & Sons, Inc.
[2017]
|
| Subjects: | |
| Links: | https://learning.oreilly.com/library/view/-/9781119312574/?ar |
| Summary: | The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power?more information, more at stake, and more control over the sales process?than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to "challenge," "teach," "help," give "insight," or sell "value." And a relentless onslaught of "me-too" competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge?controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch?are no longer guarantees of success. Yet this is where the vast majority of the roughly USD20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling?Sales EQ?to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. |
| Item Description: | Includes bibliographical references and index. - Description based on online resource; title from digital title page (viewed on April 15, 2021) |
| Physical Description: | 1 online resource |
| ISBN: | 9781119325949 1119325943 9781119325956 1119325951 9781119312574 |
Staff View
MARC
| LEADER | 00000cam a22000002c 4500 | ||
|---|---|---|---|
| 001 | ZDB-30-ORH-047553731 | ||
| 003 | DE-627-1 | ||
| 005 | 20240228120239.0 | ||
| 007 | cr uuu---uuuuu | ||
| 008 | 191023s2017 xx |||||o 00| ||eng c | ||
| 020 | |a 9781119325949 |c electronic book |9 978-1-119-32594-9 | ||
| 020 | |a 1119325943 |c electronic book |9 1-119-32594-3 | ||
| 020 | |a 9781119325956 |c electronic publication |9 978-1-119-32595-6 | ||
| 020 | |a 1119325951 |c electronic publication |9 1-119-32595-1 | ||
| 020 | |a 9781119312574 |9 978-1-119-31257-4 | ||
| 035 | |a (DE-627-1)047553731 | ||
| 035 | |a (DE-599)KEP047553731 | ||
| 035 | |a (ORHE)9781119312574 | ||
| 035 | |a (DE-627-1)047553731 | ||
| 040 | |a DE-627 |b ger |c DE-627 |e rda | ||
| 041 | |a eng | ||
| 072 | 7 | |a BUS |2 bisacsh | |
| 072 | 7 | |a BUS |2 bisacsh | |
| 072 | 7 | |a BUS |2 bisacsh | |
| 072 | 7 | |a BUS |2 bisacsh | |
| 082 | 0 | |a 658.8501/9 |2 23 | |
| 100 | 1 | |a Blount, Jeb |e VerfasserIn |4 aut | |
| 245 | 1 | 0 | |a Sales EQ |b how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal |c Jeb Blount |
| 264 | 1 | |a Hoboken, New Jersey |b John Wiley & Sons, Inc. |c [2017] | |
| 300 | |a 1 online resource | ||
| 336 | |a Text |b txt |2 rdacontent | ||
| 337 | |a Computermedien |b c |2 rdamedia | ||
| 338 | |a Online-Ressource |b cr |2 rdacarrier | ||
| 500 | |a Includes bibliographical references and index. - Description based on online resource; title from digital title page (viewed on April 15, 2021) | ||
| 520 | |a The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power?more information, more at stake, and more control over the sales process?than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to "challenge," "teach," "help," give "insight," or sell "value." And a relentless onslaught of "me-too" competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge?controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch?are no longer guarantees of success. Yet this is where the vast majority of the roughly USD20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling?Sales EQ?to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. | ||
| 650 | 0 | |a Selling | |
| 650 | 0 | |a Emotional intelligence | |
| 650 | 4 | |a Vente | |
| 650 | 4 | |a Intelligence émotionnelle | |
| 650 | 4 | |a selling | |
| 650 | 4 | |a BUSINESS & ECONOMICS ; Industrial Management | |
| 650 | 4 | |a BUSINESS & ECONOMICS ; Management | |
| 650 | 4 | |a BUSINESS & ECONOMICS ; Management Science | |
| 650 | 4 | |a BUSINESS & ECONOMICS ; Organizational Behavior | |
| 650 | 4 | |a Emotional intelligence | |
| 650 | 4 | |a Selling | |
| 776 | 1 | |z 9781119312574 | |
| 776 | 0 | 8 | |i Erscheint auch als |n Druck-Ausgabe |z 9781119312574 |
| 966 | 4 | 0 | |l DE-91 |p ZDB-30-ORH |q TUM_PDA_ORH |u https://learning.oreilly.com/library/view/-/9781119312574/?ar |m X:ORHE |x Aggregator |z lizenzpflichtig |3 Volltext |
| 912 | |a ZDB-30-ORH | ||
| 912 | |a ZDB-30-ORH | ||
| 951 | |a BO | ||
| 912 | |a ZDB-30-ORH | ||
| 049 | |a DE-91 | ||
Record in the Search Index
| DE-BY-TUM_katkey | ZDB-30-ORH-047553731 |
|---|---|
| _version_ | 1833357088268484608 |
| adam_text | |
| any_adam_object | |
| author | Blount, Jeb |
| author_facet | Blount, Jeb |
| author_role | aut |
| author_sort | Blount, Jeb |
| author_variant | j b jb |
| building | Verbundindex |
| bvnumber | localTUM |
| collection | ZDB-30-ORH |
| ctrlnum | (DE-627-1)047553731 (DE-599)KEP047553731 (ORHE)9781119312574 |
| dewey-full | 658.8501/9 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8501/9 |
| dewey-search | 658.8501/9 |
| dewey-sort | 3658.8501 19 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>03707cam a22005892c 4500</leader><controlfield tag="001">ZDB-30-ORH-047553731</controlfield><controlfield tag="003">DE-627-1</controlfield><controlfield tag="005">20240228120239.0</controlfield><controlfield tag="007">cr uuu---uuuuu</controlfield><controlfield tag="008">191023s2017 xx |||||o 00| ||eng c</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781119325949</subfield><subfield code="c">electronic book</subfield><subfield code="9">978-1-119-32594-9</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1119325943</subfield><subfield code="c">electronic book</subfield><subfield code="9">1-119-32594-3</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781119325956</subfield><subfield code="c">electronic publication</subfield><subfield code="9">978-1-119-32595-6</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1119325951</subfield><subfield code="c">electronic publication</subfield><subfield code="9">1-119-32595-1</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781119312574</subfield><subfield code="9">978-1-119-31257-4</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-627-1)047553731</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)KEP047553731</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(ORHE)9781119312574</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-627-1)047553731</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-627</subfield><subfield code="b">ger</subfield><subfield code="c">DE-627</subfield><subfield code="e">rda</subfield></datafield><datafield tag="041" ind1=" " ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.8501/9</subfield><subfield code="2">23</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Blount, Jeb</subfield><subfield code="e">VerfasserIn</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Sales EQ</subfield><subfield code="b">how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal</subfield><subfield code="c">Jeb Blount</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Hoboken, New Jersey</subfield><subfield code="b">John Wiley & Sons, Inc.</subfield><subfield code="c">[2017]</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 online resource</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="a">Text</subfield><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="a">Computermedien</subfield><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="a">Online-Ressource</subfield><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Includes bibliographical references and index. - Description based on online resource; title from digital title page (viewed on April 15, 2021)</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="a">The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power?more information, more at stake, and more control over the sales process?than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to "challenge," "teach," "help," give "insight," or sell "value." And a relentless onslaught of "me-too" competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge?controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch?are no longer guarantees of success. Yet this is where the vast majority of the roughly USD20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling?Sales EQ?to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions.</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Selling</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Emotional intelligence</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Vente</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Intelligence émotionnelle</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">selling</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">BUSINESS & ECONOMICS ; Industrial Management</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">BUSINESS & ECONOMICS ; Management</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">BUSINESS & ECONOMICS ; Management Science</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">BUSINESS & ECONOMICS ; Organizational Behavior</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Emotional intelligence</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Selling</subfield></datafield><datafield tag="776" ind1="1" ind2=" "><subfield code="z">9781119312574</subfield></datafield><datafield tag="776" ind1="0" ind2="8"><subfield code="i">Erscheint auch als</subfield><subfield code="n">Druck-Ausgabe</subfield><subfield code="z">9781119312574</subfield></datafield><datafield tag="966" ind1="4" ind2="0"><subfield code="l">DE-91</subfield><subfield code="p">ZDB-30-ORH</subfield><subfield code="q">TUM_PDA_ORH</subfield><subfield code="u">https://learning.oreilly.com/library/view/-/9781119312574/?ar</subfield><subfield code="m">X:ORHE</subfield><subfield code="x">Aggregator</subfield><subfield code="z">lizenzpflichtig</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-30-ORH</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-30-ORH</subfield></datafield><datafield tag="951" ind1=" " ind2=" "><subfield code="a">BO</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-30-ORH</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-91</subfield></datafield></record></collection> |
| id | ZDB-30-ORH-047553731 |
| illustrated | Not Illustrated |
| indexdate | 2025-05-28T09:46:07Z |
| institution | BVB |
| isbn | 9781119325949 1119325943 9781119325956 1119325951 9781119312574 |
| language | English |
| open_access_boolean | |
| owner | DE-91 DE-BY-TUM |
| owner_facet | DE-91 DE-BY-TUM |
| physical | 1 online resource |
| psigel | ZDB-30-ORH TUM_PDA_ORH ZDB-30-ORH |
| publishDate | 2017 |
| publishDateSearch | 2017 |
| publishDateSort | 2017 |
| publisher | John Wiley & Sons, Inc. |
| record_format | marc |
| spelling | Blount, Jeb VerfasserIn aut Sales EQ how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal Jeb Blount Hoboken, New Jersey John Wiley & Sons, Inc. [2017] 1 online resource Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Includes bibliographical references and index. - Description based on online resource; title from digital title page (viewed on April 15, 2021) The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power?more information, more at stake, and more control over the sales process?than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to "challenge," "teach," "help," give "insight," or sell "value." And a relentless onslaught of "me-too" competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge?controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch?are no longer guarantees of success. Yet this is where the vast majority of the roughly USD20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling?Sales EQ?to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. Selling Emotional intelligence Vente Intelligence émotionnelle selling BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior 9781119312574 Erscheint auch als Druck-Ausgabe 9781119312574 |
| spellingShingle | Blount, Jeb Sales EQ how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal Selling Emotional intelligence Vente Intelligence émotionnelle selling BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior |
| title | Sales EQ how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal |
| title_auth | Sales EQ how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal |
| title_exact_search | Sales EQ how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal |
| title_full | Sales EQ how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal Jeb Blount |
| title_fullStr | Sales EQ how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal Jeb Blount |
| title_full_unstemmed | Sales EQ how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal Jeb Blount |
| title_short | Sales EQ |
| title_sort | sales eq how ultra high performers leverage sales specific emotional intelligence to close the complex deal |
| title_sub | how ultra-high performers leverage sales-specific emotional intelligence to close the complex deal |
| topic | Selling Emotional intelligence Vente Intelligence émotionnelle selling BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior |
| topic_facet | Selling Emotional intelligence Vente Intelligence émotionnelle selling BUSINESS & ECONOMICS ; Industrial Management BUSINESS & ECONOMICS ; Management BUSINESS & ECONOMICS ; Management Science BUSINESS & ECONOMICS ; Organizational Behavior |
| work_keys_str_mv | AT blountjeb saleseqhowultrahighperformersleveragesalesspecificemotionalintelligencetoclosethecomplexdeal |