Winning is Better

The Journey to New Business Success

By: Bob Wiesner, Graham Kean, Ian Forbes

Narrated by: Virtual Voice

Length: 4 hrs and 44 mins

Publisher's summary

Learn the real reasons you are losing out to your competitors, and dramatically increase your winning percentage in your most important, high-stakes new business battles.

Maybe you know how to sell. But do you know how to win, and win often, when the stakes are high and the competition is strong? Winning is Better: The Journey to New Business Success will take you on the journey to new business success.

You might be a chief sales, revenue, or business development officer. A chief marketing officer. A chief financial or operations officer. You might lead a sales, business development or capture team. Or you're an experienced professional who's regularly involved in new business or organic growth pursuits. For all these roles, the strategies and tactics described in Winning is Better: The Journey to New Business Success will spark new thinking, innovative approaches, and better outcomes.

Bob Wiesner, managing partner of The Artemis Partnership, has advised on over 400 transactions in the last 25 years. His clients have included top firms in advertising, accounting, architecture, engineering, consulting, investment banking, law, and many others. He's consulted on Olympic bids, IPOs, and other fund-raising engagements and road shows.

When working with Bob and his colleagues at Artemis, clients have achieved a 75% win rate. Winning is Better: The Journey to New Business Success shows you the most effective new business pursuit practices, many of which are likely to disrupt your current thinking about sales and business development. Here's just a sample:

• A strategic growth plan must focus on ROI as well as growth
• Pitch less to win more
• Be there before the RFP or don't bother at all
• Your credentials, your capabilities, even your proposed solution matter less than you think
• What you really need to know about decision makers and influencers...
• ...And how to use that information to create truly differentiating and persuasive messages
• Creating final meetings and presentations that earn standing ovations
• The feedback you get from your prospects is valuable - except when it's not
• The pre-flight checklist - are you really ready to win?

Here's what business development leaders have said about Winning is Better and Bob Wiesner:

"Winning is Better" is a sophisticated sales book with contrarian perspectives unlike anything you've heard before. Bob Wiesner brings fresh ideas and challenges to savvy sales leaders. If you want to improve your win rate and ROI, devour this book now" -- Joanne Black, Founder, No More Cold Calling

Any marketing communications firm that embraces the proven principles in "Winning is Better will gain a significant competitive advantage and improve their win rate. A must read for anyone in business development. -- Trish Wheaton, Former Global CMO, Wunderman Thompson

The guidance provided by Bob Wiesner and his colleagues at Artemis will help any firm find more success in its new business pursuits. -- Stuart Lumsden, President & COO, Gleeds, America.

Consultants will find "Winning is Better" practical, insightful, and very relatable. Using the power of storytelling, Bob Wiesner highlights the impact of a client-centric mindset and strategic positioning to increase pursuit ROI. -- Suzanne Clare, Former Managing Director, Deloitte.

Take the needed steps to a higher winning percentage, more growth, better profits and a more satisfied, energized business development team with Winning is Better: The Journey to New Business Success.