Böcker av Terry Bacon

Powerful Proposals helps businesses maximize the selling power of their proposals, with proven strategies for going beyond 'this is what we do' documents in favor of customer-centered offers that highlight the tangible benefits your company offers.

What power do you have to influence others? More than you know. Discover the key you already possess to unlocking your leadership potential.

In their book Winning Behavior, Terry Bacon and David Pugh showed how great companies outperform good ones through ''behavioral differentiation' The Behavioral Advantage broadens the concept, applying behavioral differentiation to the business-to-business arena.

Behavioral Differentiation is emerging as the ''final frontier'' in competitive strategy, and Winning Behavior shows how leading companies use it to exceed expectations and outperform competitors. It reveals the secrets the best companies use -- and any business can use -- to stay at the pinnacle of success in their industry.

Account managers and salespeople must be able to identify and capture key opportunities and use a systematic approach to growing the accounts. Here's where they'll find the powerful tools, processes, and techniques to succeed. Selling to Major Accounts is full of practical, proven approaches to account management.