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Upside Down Selling: An Integrity-based Sales Approach to Avoid Being Predictable by [Altman, Ian]
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Upside Down Selling: An Integrity-based Sales Approach to Avoid Being Predictable Kindle Edition

4.9 out of 5 stars 24 customer reviews

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Length: 56 pages Word Wise: Enabled Enhanced Typesetting: Enabled
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Editorial Reviews

Review

I know Ian and have seen his work. He identifies problems, finds solutions and saves clients money. That formula is at the heart of Upside Down Selling.
This quick read will help you and your team find and bring online the problem solvers in your own organization...team members who can increase both the top line and bottom line results...not by selling, but by solving. --Donald J. Hurzeler Former CEO Zurich Insurance and author of The Way Up<br ><br >Ian has written a simple to read, easy to adapt, and practical book that will help you and your team solve client problems. The powerful concept of focusing on delivering value by solving client problems, illustrated with easy to understand examples, and practical steps you can put to use immediately, will be invaluable to you if you're interested in growing your business. If you want to stand above and apart from your competitors, you must read this book and you'll be on your way to increasing your company's revenue! --Les Smolin, CEO Executive Leadership Forum & Group Chairman, Vistage International, Inc.<br ><br >In my 18 years of business ownership, I've come across dozens of sales processes and experts that claim to have the answers to business development and sales. Finally, Ian Altman delivers what so many business owners crave - an effective, straightforward strategy that educates sales and non-sales people how to determine is a prospect is good for your organization.
Not all prospects are a fit for a company. Chasing the wrong prospects is a waste of valuable time, enery, and resources. Especially in today's economy, businesses can't afford to pursue prospects that can't articulate their issues, the impact of their problems on their organization, and the importance of finding a solution. Businesses also can't afford to spend time and money crafting complex proposals and solutions for prospects that are looking to get free consulting from multiple vendors before making a buying decision - or no decision at all.
All of our go/no-go decisions now are centered around Ian's Issue-Impact-Importance decision criteria.
If you own a business or run a sales organization, and you don't want to chase the wrong customers, you need to buy this book for your sales team (and anyone else that interfaces with your customers!). --Marissa Levin - CEO of Information Experts

I know Ian and have seen his work. He identifies problems, finds solutions and saves clients money. That formula is at the heart of Upside Down Selling. This quick read will help you and your team find and bring online the problem solvers in your own organization...team members who can increase both the top line and bottom line results...not by selling, but by solving. --Donald J. Hurzeler Former CEO Zurich Insurance and author of The Way Up

Ian has written a simple to read, easy to adapt, and practical book that will help you and your team solve client problems. The powerful concept of focusing on delivering value by solving client problems, illustrated with easy to understand examples, and practical steps you can put to use immediately, will be invaluable to you if you're interested in growing your business. If you want to stand above and apart from your competitors, you must read this book and you'll be on your way to increasing your company's revenue! --Les Smolin, CEO Executive Leadership Forum & Group Chairman, Vistage International, Inc.

About the Author

Ian Altman is a speaker, author, and strategic advisor to CEOs and executives.

Businesses rely on Ian to stand out from the competition, engage their non-salespeople to grow revenue, and embrace an integrity-based sales approach to avoid being predictable.

A highly sought after speaker and considered an expert on achieving rapid growth, Ian delivers frequent keynote addresses, and workshops to help audiences grow business with integrity.

You can read his weekly column in Forbes.come and Inc.com or at IanAltman.com

Before forming Grow My Revenue, Ian was the founder and CEO of several companies that he started, grew, and ultimately sold. After successfully combining and then selling his companies, he served as managing director of the acquiring company where he grew valuation to over $1 billion in just three years.

Simply put, Ian's mission is to help businesses become outrageously successful targeting and winning business.

Product details

  • File Size: 1744 KB
  • Print Length: 56 pages
  • Publisher: Grow My Revenue, LLC; 1 edition (January 10, 2014)
  • Publication Date: January 10, 2014
  • Sold by: Amazon Digital Services LLC
  • Language: English
  • ASIN: B0088QFCI8
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Lending: Not Enabled
  • Enhanced Typesetting: Enabled
  • Amazon Best Sellers Rank: #727,605 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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on July 30, 2014
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