Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value PDF Download
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Author: John DeVincentis
Publisher: McGraw Hill Professional
ISBN: 0071371265
Category : Business & Economics
Languages : en
Pages : 320
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Book Description
In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
Author: John DeVincentis
Publisher: McGraw Hill Professional
ISBN: 0071371265
Category : Business & Economics
Languages : en
Pages : 320
Get Book
Book Description
In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
Author: Marco Giunta
Publisher: Rethinking Sales
ISBN: 0557509769
Category : Business & Economics
Languages : en
Pages : 226
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Book Description
Building Sales One Relationship At A Time It's no surprise that the world of sale today is more challenging than ever. How, then, can you become that salesperson who stands out among the rest? How can you break through the sales stereotypes and improve client relationships? Salespeople all over the world all have one thing in common - the desire to make money. But also, they want to feel respected and confident in the work that they do. Rethinking Sales opens a new door into the sales arena, and encourages you to understand on a deeper level the entire sales process - from how to make that first impression, to keeping your clients coming back for more. It works for anyone at any stage in their career, and shows how each step of the "sales process" is important in reaching your goal, and ultimately, making the most money that you can. check out RethinkingSales.com and Marcogiunta.com
Author: Beth Rogers
Publisher: John Wiley & Sons
ISBN: 1119995515
Category : Business & Economics
Languages : en
Pages : 317
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Book Description
Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.
Author: Martina Lauchengco
Publisher: John Wiley & Sons
ISBN: 1119703646
Category : Business & Economics
Languages : en
Pages : 295
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Book Description
Most tech companies get marketing wrong because they don't know how to do product marketing right. The next in the bestselling SVPG series, LOVED shows what leaders like Apple, Netflix, Microsoft, and Salesforce do well and how to apply it to transform product marketing at your company. The best products can still lose in the marketplace. Why? They are beaten by products with stronger product marketing. Good product marketing is the difference between “also-ran” products versus products that lead. And yet, product marketing is widely misunderstood. Although it includes segmenting customers, positioning your product, creating product collateral, and supporting sales teams, great product marketing achieves much more. It directs the best way to bring your product to market. It shapes what the world thinks about your product and category. It inspires others to tell your product’s story. Part of the bestselling series including INSPIRED and EMPOWERED, LOVED explains the fundamentals of best-in-class product marketing for product teams, marketers, founders and any leader with a product and a vision. Sharing her personal stories as a former product and marketing leader at Microsoft and Netscape, and as an advisor to Silicon Valley startups, venture capitalist, and UC Berkeley engineering graduate school lecturer, Martina Lauchengco distills decades of lessons gleaned from working with hundreds of companies to make LOVED the definitive guide to modern product marketing. With dozens of stories from the trenches of market leaders as well as newer startups with products just beginning their journey, the book shows you: the centrality of product marketing to any product’s success the key skills and actions required to do it well the four fundamentals of product marketing and how to apply them how to hire, lead, and organize product marketing how product marketers optimize crucial collaboration with other functions one-sheet frameworks, tools and agile marketing practices that help simplify and elevate product marketing LOVED is an invitation to rethink tired notions of product marketing and practice a more dynamic, customer and market-centric version that creates raving fans and helps products achieve their full market potential.
Author: Mark McInnes
Publisher:
ISBN: 9780646819938
Category : Business & Economics
Languages : en
Pages : 188
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Book Description
Tactical Pipeline Growth (TPG) is your new favourite 'how-to' sales handbook. A tactical, step by step guide to help today's frontline reps create new valuable business conversations. Whether you're an individual rep or leading a sales team, the simple processes outlined in TPG will have you talking to more valuable prospects in the shortest time possible. All without needing to ruin your personal brand. TPG is a spam-free zone. Most' sales books' are written primarily to help the author secure more consulting fees; they are aimed at the sales director or VP of sales with a strong focus n strategy. Not this book! TPG is an action guide for those that do and will. Sales Trainers and Thought leaders tell reps to "Lead with insights", "Bring value"! But how do we do that in today's selling environment? What does that even mean? Reps want to know, how do I credibly reach out to start a conversation with someone I don't know? How many times do I follow up? What message should I send? When? Via what channel? How long do I pursue a prospect before giving up? All these prospecting questions are answered, complete with examples, and supporting resources included so you can start prospecting effectively today. Key Points. Why you have too many leads in the front of your pipeline Start new conversations in as little as four attemptsHow to use an omnichannel prospecting approach Build a strong cadence from scratch Messaging strategies that work How do I use social effectively in my approach? Scripts, templates, examples and guides are all included. Tactical Pipeline Growth is a book every sales rep needs to have in their sales tool kit.
Author: Paul Sherlock
Publisher:
ISBN:
Category : Business & Economics
Languages : en
Pages : 216
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Book Description
Takes us step-by-step through the business-to-business buying process.
Author: Fraser P. Seitel
Publisher: Macmillan
ISBN: 023033833X
Category : Business & Economics
Languages : en
Pages : 249
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Book Description
Discusses the rising importance of public relations in the business world and highlights some of the most important public relations moments in recent years, including Charlie Rangel's tax evasion, John Edwards' affair and love child, and Tiger Woods' cheating scandal.
Author: Philip Kotler
Publisher: FT Press
ISBN: 0133410196
Category : Business & Economics
Languages : en
Pages : 276
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Book Description
This book offers a fresh perspective on understanding how successful business strategies are crafted. It provides insights into the challenges and opportunities present in changing Asian business environments. Concepts are presented through models and frameworks. These are illustrated through case studies showcasing a broad spectrum of Asian businesses, ranging from manufacturing to logistics planning to retailing and services. Readers will be able to understand the problems faced by Asian companies, and to apply useful conceptual tools to formulate effective strategies in solving them.
Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0071708405
Category : Business & Economics
Languages : en
Pages : 236
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Book Description
An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.
Author: Tom Shapiro
Publisher:
ISBN: 9780999184707
Category :
Languages : en
Pages :
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Book Description
If your business is stuck and you just cannot seem to grow beyond your current plateau, Rethink Your Marketing arms you with seven strategies for getting unstuck to fuel your revenue growth. Rethink Your Marketing helps you to identify the specific levers of your marketing that will lead to new growth, enabling you to cut through the noise to what truly moves the needle. Rethink Your Marketing includes marketing wisdom from more than 50 companies. Want to know how Russell Weiner, President at Domino's, created the fastest-growing restaurant in the U.S.? Want to know how Mark Organ took Eloqua from near bankruptcy to being acquired for $871 million? Want to know how Michelle Stern, SVP at Legendary Entertainment, is working with her applied analytics team to upend the way the entire movie industry markets films? Want to know how Jerome Hiquet, CMO at Tough Mudder, is plotting the brand's future growth? This book's got you covered! If your business has hit a plateau, rethink your brand's marketing to unleash growth. Merely tweaking what you are doing, though, will most likely lead to stagnation. Merely copying what the competition is doing will result in frustration. Merely following what the media is hyping will lead to failure. Instead, Rethink Your Marketing teaches you to avoid tinkering, and instead to go big, go bold, and go all out in highly strategic ways. From audience targeting and neuromarketing, to marketing mix and marketing metrics, after reading this book you'll learn a variety of paths for unleashing revenue growth. From basketball-playing sumo wrestlers to innovative revenue models, you'll uncover how dozens of highly successful brands are achieving marketing breakthroughs and accelerating their growth. Read Rethink Your Marketing, and learn to transform your business.
