Selling Above and Below the Line
Convince the C-Suite. Win Over Management. Secure the Sale.
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Narrado por:
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Timothy Andrés Pabon
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De:
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William Miller
Acerca de esta escucha
Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective.
Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved - a strategy used by Google, Apple, Cisco WebEx, and other powerhouses.
In Selling Above and Below the Line, you will learn how to:
- Create energy by including executives early in the sales process.
- Ask the right questions and pinpoint big-picture financial needs.
- Keep “below the line” managers from feeling bypassed.
- Uncover value propositions that target each set of decision-makers.
- Sales that seem locked in will stall or go dark.
Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit.
In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.
©1995 William Miller (P)2020 AMACOMLos oyentes también disfrutaron...
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General4.5 out of 5 stars 241
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Narración:4.5 out of 5 stars 209
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Historia4.5 out of 5 stars 209
Five years ago, Lauren Martin was sure something was wrong with her. She had a good job in New York, an apartment in Brooklyn, a boyfriend, yet every day she wrestled with feelings of inferiority, anxiety and irritability. It wasn't until a chance encounter with a (charming, successful) stranger who revealed that she also felt these things, that Lauren set out to better understand the hold that these moods had on her, how she could change them, and began to blog about the wisdom she uncovered.
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5 out of 5 stars
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A great book to remind you to not take life so seriously.
- De Shana Osborne en 02-23-21
De: Lauren Martin
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How to Become a Rainmaker
- The Rules for Getting and Keeping Customers and Clients
- De: Jeffrey J. Fox
- Narrado por: Jeffrey J. Fox
- Duración: 2 h y 8 m
- Versión completa
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General4.5 out of 5 stars 864
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Narración:4.5 out of 5 stars 599
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Historia4.5 out of 5 stars 591
Ever notice that there are people you work with who just make business happen? Listen to How to Become a Rainmaker to figure out the secret of being a storm front in your company. Let it pour!
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out of 5 stars
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Great non-nonsense book
- De J. Yoon en 01-21-03
De: Jeffrey J. Fox
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Warren Buffett's Ground Rules
- Words of Wisdom from the Partnership Letters of the World's Greatest Investor
- De: Jeremy C. Miller
- Narrado por: Tom Perkins
- Duración: 10 h y 11 m
- Versión completa
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General4.5 out of 5 stars 356
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Narración:4.5 out of 5 stars 290
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Historia4.5 out of 5 stars 291
Compiled for the first time, and with Buffett's permission, these letters spotlight his contrarian diversification strategy, his almost religious celebration of compounding interest, his preference for conservative rather than conventional decision making, and his goal and tactics for bettering market results by at least 10 percent annually. Demonstrating Buffett's intellectual rigor, they provide a framework to the craft of investing that had not existed before.
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5 out of 5 stars
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Absolutely fantastic
- De Matthew en 08-18-16
De: Jeremy C. Miller
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The Book of Beautiful Questions
- The Powerful Questions That Will Help You Decide, Create, Connect, and Lead
- De: Warren Berger
- Narrado por: Michael Quinlan
- Duración: 7 h y 47 m
- Versión completa
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General4.5 out of 5 stars 212
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Narración:4.5 out of 5 stars 180
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Historia4.5 out of 5 stars 177
In The Book of Beautiful Questions, Berger shares illuminating stories and compelling research on the power of inquiry. Drawn from the insights and expertise of psychologists, innovators, effective leaders and some of the world's foremost creative thinkers, he presents the essential questions readers need to make the best choices when it truly counts, with a particular focus in four key areas: decision-making, creativity, leadership and relationships.
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2 out of 5 stars
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Where's the Beef
- De Tintin en 03-03-19
De: Warren Berger
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R.E.D. Marketing
- The Three Ingredients of Leading Brands
- De: Greg Creed, Ken Muench
- Narrado por: Greg Creed, Ken Muench
- Duración: 7 h y 30 m
- Versión completa
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General4.5 out of 5 stars 42
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Narración:4.5 out of 5 stars 32
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Historia4.5 out of 5 stars 32
Sidestep the marketing books, courses, and even TED talks that offer hypothetical explanations that sound sensible and embrace the proven systematic approach of R.E.D. Marketing, which the recent CEO and current CMO of Yum! Brands applied to lead Taco Bell and KFC to double digit growth. This book, filled with simple frameworks and engaging stories, will help everyone in your company understand what really works for driving sustainable brand growth and business success.
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5 out of 5 stars
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Marketing is simple, but is not easy
- De Geovanny Reyes en 03-05-22
De: Greg Creed, y otros
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The Agent's Edge
- Secret Strategies to Win Listings and Make Your Fortune Selling Real Estate
- De: Jordan Cohen, Mark Tabb - contributor, Sylvester Stallone
- Narrado por: Jordan Cohen, Eric Simon, Matt Lionetti
- Duración: 5 h y 44 m
- Versión completa
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General4.5 out of 5 stars 102
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Narración:5 out of 5 stars 94
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Historia5 out of 5 stars 94
Jordan Cohen started out selling entry-level houses in Southern California over thirty years ago. Always working alone as an individual agent without a partner or a team, he consistently sets new sales records year after year, including 2021 where he closed over $314 million in residential real estate. In The Agent’s Edge, he teaches agents of all levels how to win listings, take advantage of every opportunity and make your fortune in the fast-paced, exciting world of real estate sales.
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5 out of 5 stars
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Great business insights!
- De Kristian en 04-20-25
De: Jordan Cohen, y otros
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The Restart Roadmap
- Rewire and Reset Your Career
- De: Jason Tartick
- Narrado por: Jason Tartick
- Duración: 6 h y 6 m
- Versión completa
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General4.5 out of 5 stars 68
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Narración:4.5 out of 5 stars 62
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Historia4.5 out of 5 stars 62
It’s never too late to redefine yourself and your priorities. In this guide to changing your career and your life, Jason Tartick, a motivational business speaker, investment banker, life coach and host of the Trading Secrets podcast, shares clear action steps to help you define and achieve your vision of financial, professional, and emotional success. If you’re feeling lost in your pursuit of finding happiness within yourself, your career, or your personal life, The Restart Roadmap is perfect for you.
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2 out of 5 stars
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Get lucky, be hot, be happy.
- De Troy en 10-22-22
De: Jason Tartick
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Fundamentals of Project Management, Sixth Edition
- De: Joseph Heagney
- Narrado por: Mark Smeby
- Duración: 5 h y 59 m
- Versión completa
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General4 out of 5 stars 3
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Narración:4 out of 5 stars 2
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Historia3.5 out of 5 stars 2
For close to three decades, Fundamentals of Project Management has helped managers tackle the complexities of the job. Succinct and easy to digest, this handbook simplifies concepts, answers questions, and helps tame the chaos that can erupt as projects move from planning to completion. The Sixth Edition of this trusted bestseller offers the practical guidelines and tools project managers have come to expect, along with new information explaining changes to the PMBOK® Guide, 7th Edition.
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4 out of 5 stars
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Good resource for project practical applications
- De SamEli en 09-27-23
De: Joseph Heagney
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Mindshift
- Break Through Obstacles to Learning and Discover Your Hidden Potential
- De: Barbara Oakley PhD
- Narrado por: Barbara Oakley PhD
- Duración: 9 h y 50 m
- Versión completa
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General4.5 out of 5 stars 320
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Narración:4.5 out of 5 stars 275
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Historia4.5 out of 5 stars 275
Mindshift reveals how we can overcome stereotypes and preconceived ideas about what is possible for us to learn and become. At a time when we are constantly being asked to retrain and reinvent ourselves to adapt to new technologies and changing industries, this book shows us how we can uncover and develop talents we didn't realize we had - no matter what our age or background.
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3 out of 5 stars
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Learning by anecdote
- De Mark B. en 08-11-17
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Black Box Thinking
- Why Most People Never Learn from Their Mistakes - But Some Do
- De: Matthew Syed
- Narrado por: Simon Slater
- Duración: 12 h y 14 m
- Versión completa
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General4.5 out of 5 stars 890
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Narración:4.5 out of 5 stars 755
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Historia4.5 out of 5 stars 750
Nobody wants to fail. But in highly complex organizations, success can happen only when we confront our mistakes, learn from our own version of a black box, and create a climate where it's safe to fail. We all have to endure failure from time to time, whether it's underperforming at a job interview, flunking an exam, or losing a pickup basketball game. But for people working in safety-critical industries, getting it wrong can have deadly consequences.
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5 out of 5 stars
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A multi-level message, well written and well read
- De Loren en 11-16-15
De: Matthew Syed
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Billion Dollar Whale
- De: Bradley Hope, Tom Wright
- Narrado por: Will Collyer
- Duración: 12 h y 26 m
- Versión completa
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General4.5 out of 5 stars 7,621
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Narración:4.5 out of 5 stars 6,548
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Historia4.5 out of 5 stars 6,535
Now a number-one international best seller, Billion Dollar Whale is "an epic tale of white-collar crime on a global scale" (Publishers Weekly), revealing how a young social climber from Malaysia pulled off one of the biggest heists in history. In 2009, a chubby, mild-mannered graduate of the University of Pennsylvania's Wharton School of Business named Jho Low set in motion a fraud of unprecedented gall and magnitude—one that would come to symbolize the next great threat to the global financial system.
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5 out of 5 stars
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Couldn’t stop listening!
- De N Lane en 10-05-18
De: Bradley Hope, y otros
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Peak Performance
- Elevate Your Game, Avoid Burnout, and Thrive with the New Science of Success
- De: Brad Stulberg, Steve Magness
- Narrado por: Will Damron
- Duración: 6 h y 50 m
- Versión completa
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General5 out of 5 stars 23
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Narración:4.5 out of 5 stars 23
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Historia5 out of 5 stars 23
In revealing the science of great performance and the stories of great performers across a wide range of capabilities, Peak Performance uncovers the secrets of success, and coaches you on how to use them. If you want to take your game to the next level, whatever "your game" may be, Peak Performance will teach you how.
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5 out of 5 stars
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Great Book!!
- De Anonymous User en 03-23-25
De: Brad Stulberg, y otros
Lo que los oyentes dicen sobre Selling Above and Below the Line
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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Total5 out of 5 stars
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Ejecución5 out of 5 stars
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Historia5 out of 5 stars
- Chris Cooe
- 01-22-23
Great read
A great book that goes over all aspects of the sales cycle from entry level to enterprise sales.
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