The innovative seller: (Record no. 8247)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 03228nam a22002177a 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20241222172119.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 241222b |||||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781394180240 |
| 082 ## - DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Classification number | 658.85 |
| Item number | DUN |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Dunlap, Jake |
| 245 ## - TITLE STATEMENT | |
| Title | The innovative seller: |
| Remainder of title | keeping pace in an AI and customer-centric world |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Name of publisher, distributor, etc. | John Wiley & Sons, Inc |
| Place of publication, distribution, etc. | New Jersey |
| Date of publication, distribution, etc. | 2024 |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xiii, 209 p. |
| 365 ## - TRADE PRICE | |
| Price type code | USD |
| Price amount | 27.95 |
| 500 ## - GENERAL NOTE | |
| General note | Table of content:<br/>Acknowledgments ix<br/><br/>About the Author xiii<br/><br/>Chapter 1 Innovation Isn’t Hard, Breaking Old Habits Is 1<br/><br/>Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13<br/><br/>Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology 29<br/><br/>Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 49<br/><br/>Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 65<br/><br/>Chapter 6 The Third C: Customized Sales Experience 83<br/><br/>Chapter 7 Engineering Your Sales Process for Speed 97<br/><br/>Chapter 8 Mapping Your Sales Experience—the Early Stages 115<br/><br/>Chapter 9 Mapping Your Sales Experience— During the Late Stages 137<br/><br/>Chapter 10 Mapping Your Sales Experience— to Current Customers 153<br/><br/>Chapter 11 The Fourth C: Consistent Performance Optimization 169<br/><br/>Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales 187<br/><br/>Index 203<br/>[https://www.wiley.com/en-be/The+Innovative+Seller%3A+Keeping+Pace+in+an+AI+and+Customer-Centric+World-p-9781394180240#tableofcontents-section] |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc. | Practical and straightforward solutions to everyday sales challenges<br/><br/>In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others.<br/><br/>The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find:<br/><br/>Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance<br/>Instructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experience<br/>Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline<br/>An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results.<br/>(https://www.wiley.com/en-be/The+Innovative+Seller%3A+Keeping+Pace+in+an+AI+and+Customer-Centric+World-p-9781394180240#description-section) |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales--Selling |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Sales management |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term or geographic name as entry element | Organizational effectiveness |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Book |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Collection code | Bill No | Bill Date | Home library | Current library | Shelving location | Date acquired | Source of acquisition | Cost, normal purchase price | Total Checkouts | Full call number | Accession Number | Date last seen | Copy number | Cost, replacement price | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Marketing | 1182925 | 11-12-2024 | Indian Institute of Management LRC | Indian Institute of Management LRC | General Stacks | 12/22/2024 | Atlantic Publishers & Distributors | 1589.66 | 658.85 DUN | 006917 | 12/22/2024 | 1 | 2445.63 | 12/22/2024 | Book |