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Author: Terry Barge
Publisher: Dagmar Miura
ISBN: 1942267142
Category : Business & Economics
Languages : en
Pages : 129
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Book Description
In this post-recessionary era, sales professionals in every business-to-business sector must “up their game” significantly in order to create sustainable success for organisations and individuals alike. Selling Strategically: A 21st-Century Playbook provides a proven and practical journey through the pivotal sales “upgrades” necessary to achieve and sustain revenue growth and profitability in a demanding and highly competitive 21st-century business environment. This book provides both the “Why?” and the “How?” of “selling strategically” and tracks why this business-to-business sales methodology plays a key role in delivering sales success for forward-thinking organisations. It introduces the role of the Sales Strategist and delves deeply into the four key attributes that define that role. And to ensure that the book’s key sales principles can be applied immediately, there is a unique, step-by-step Playbook that provides the essential “how to” steps.
Author: Terry Barge
Publisher: Dagmar Miura
ISBN: 1942267142
Category : Business & Economics
Languages : en
Pages : 129
Get Book Here
Book Description
In this post-recessionary era, sales professionals in every business-to-business sector must “up their game” significantly in order to create sustainable success for organisations and individuals alike. Selling Strategically: A 21st-Century Playbook provides a proven and practical journey through the pivotal sales “upgrades” necessary to achieve and sustain revenue growth and profitability in a demanding and highly competitive 21st-century business environment. This book provides both the “Why?” and the “How?” of “selling strategically” and tracks why this business-to-business sales methodology plays a key role in delivering sales success for forward-thinking organisations. It introduces the role of the Sales Strategist and delves deeply into the four key attributes that define that role. And to ensure that the book’s key sales principles can be applied immediately, there is a unique, step-by-step Playbook that provides the essential “how to” steps.
Author: Kenneth Le Meunier-FitzHugh
Publisher: Oxford University Press
ISBN: 0198706634
Category : Business & Economics
Languages : en
Pages : 216
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Book Description
The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.
Author: A. Zoltners
Publisher: Springer
ISBN: 0230514928
Category : Business & Economics
Languages : en
Pages : 401
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Book Description
This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
Author: Robert B. Miller
Publisher: Kogan Page Publishers
ISBN: 9780749441302
Category : Business & Economics
Languages : en
Pages : 324
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Book Description
By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.
Author: David W. Cravens
Publisher: Oxford University Press, USA
ISBN: 0199569452
Category : Business & Economics
Languages : en
Pages : 660
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Book Description
The Oxford Handbook of Strategic Sales and Sales Management is a comprehensive overview of the latest research in the area by leading international academics. The Handbook is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.
Author: Александр Чичулин
Publisher: Litres
ISBN: 5045483897
Category : Business & Economics
Languages : en
Pages : 267
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Book Description
“Sales Marathon” is a comprehensive guide for anyone who wants to improve their sales skills. With practical strategies for building rapport, understanding customer needs, and using psychology to make deals, this book is a must-read for sales professionals of all levels. Whether you are an experienced salesperson or just starting out, the Sales Marathon will help you increase conversions and achieve success in your sales career.
Author: Robert Bruce Miller
Publisher: Grand Central Publishing
ISBN: 9780446386272
Category : Selling
Languages : en
Pages : 324
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Book Description
Author: Frank V. Cespedes
Publisher: Harvard Business Press
ISBN: 1422196054
Category : Business & Economics
Languages : en
Pages : 330
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Book Description
"Most firms face a wide gap between their strategic goals and their sales and other go-to-market efforts. Aligning these activities is - or should be - an important component of competitive advantage for entrepreneurs and established companies. Yet for most, it isn't ... This book is about aligning strategy and go-to-market efforts. It starts by explaining why many sales problems in companies are really strategic alignment issues. It helps managers understand and diagnose both the overt and hidden costs of not aligning strategic goals with sales initiatives, and why getting better at selling typically requires more than a motivational speech, sales force reorganization, new incentives, or a good training seminar. It outlines a process for articulating strategy in ways that people in the field can understand and in ways that help strategy formulators understand the required sales tasks inherent in strategic plans for the enterprise. Given a coherent strategy, the book provides a framework for analyzing and managing the core levers available to firms when they seek to align selling behaviors with sales tasks, and examines each lever. Readers will learn how to synchronize strategy and sales activities across the organization, and get value from improving their firm's performance in the following areas: - How to move from a strategic vision to an integrated selling plan- How to build a sales organization to match strategy- How to create and maintain the optimal infrastructure and processes"--Publisher's description.
Author: Terry R. Bacon
Publisher: AMACOM Div American Mgmt Assn
ISBN: 9780814424353
Category : Business & Economics
Languages : en
Pages : 348
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Book Description
Publisher Fact Sheet This valuable book demonstrates with powerful tools, processes, & successful techniques how to build strong relationships with key customers.
Author: Jim Holden
Publisher: John Wiley & Sons
ISBN: 9780471326052
Category : Business & Economics
Languages : en
Pages : 278
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Book Description
Aus der Sicht des Verkäufers wendet sich dieses Buch höchst aktuellen Fragen zu, unter anderem: Wie entwickelt man eine Langzeitvision? Wie überzeugt man Kunden in unkonventioneller Weise? Wie macht man sich das Internet zunutze? Wie definiert und mißt man den (qualitativen und quantitativen) Wert einer Kundenbeziehung? Wie richtet man Marketing, Verkauf und Strategien der Mitarbeiter aus, um die Entwicklung des Geschäfts auf höchstem internationalen Standard zu halten?(03/99)
