Account Planning In Salesforce
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Account Planning In Salesforce
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Author : Donal Daly
language : en
Publisher:
Release Date : 2013
Account Planning In Salesforce written by Donal Daly and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013 with categories.
Account Planning In Salesforce
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Author : Donal Daly
language : en
Publisher: Oak Tree Press (Ireland)
Release Date : 2013-02-01
Account Planning In Salesforce written by Donal Daly and has been published by Oak Tree Press (Ireland) this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-02-01 with Business & Economics categories.
Account Planning is a strategic imperative that goes beyond traditional selling tactics. The benefits that accrue go beyond simple revenue numbers, and point to an approach that must be focused not just on greater revenue as the sole arbiter of strategy. When Account Planning is executed well, customer satisfaction increases. Customers who are more satisfied buy more from you, and do so without calling your competitors first. Customers who are served well are easier to retain, and therefore it is easier to make your revenue targets year after year.
Real Account Planning
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Author : Steve Hoyle
language : en
Publisher: Lulu.com
Release Date : 2013-06-12
Real Account Planning written by Steve Hoyle and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-06-12 with Business & Economics categories.
Chess is often regarded as one of the most complex of games, but is child's play when compared to real Account Management and real Account Planning. This handbook explains how it is a far more complex game and will give you the tools, techniques and tips to significantly improve your performance and results in this critical area. This book is not for everyone. You will only appreciate it if: -You are engaged in complex Business-to-Business (B2B) sales -You face tough competition in your market -You want to generate more orders, revenues or margin for less effort and with lower risk, increasing your personal performance, success and take home pay -You are interested in real life tools and techniques used by the best Account Managers rather than academic theory -You want an approach which is based in the realities of today's New Norm of Selling, rather than 80's (or older) selling methods -You want to be more in control of your business, rather than your business controlling you.
Key Account Management
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Author : Diana Woodburn
language : en
Publisher: John Wiley & Sons
Release Date : 2012-11-13
Key Account Management written by Diana Woodburn and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-13 with Business & Economics categories.
"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.
Key Account Plans
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Author : Lynette Ryals
language : en
Publisher: Routledge
Release Date : 2008
Key Account Plans written by Lynette Ryals and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008 with Business & Economics categories.
Based on the world-class research at Cranfield Management School, this text offers an essential introduction to the principles and reality of strategic key account planning. It is ideal for senior managers and key account managers at all levels as well as those on executive and MBA courses.
Implementing Key Account Management
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Author : Javier Marcos
language : en
Publisher: Kogan Page Publishers
Release Date : 2018-08-03
Implementing Key Account Management written by Javier Marcos and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-08-03 with Business & Economics categories.
Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.
Sales Management
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Author : Thomas N. Ingram
language : en
Publisher: M.E. Sharpe
Release Date : 2021
Sales Management written by Thomas N. Ingram and has been published by M.E. Sharpe this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021 with Sales management categories.
Salesforce Com Secrets Of Success
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Author : David Taber
language : en
Publisher: Pearson Education
Release Date : 2009-05-05
Salesforce Com Secrets Of Success written by David Taber and has been published by Pearson Education this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-05-05 with Computers categories.
Drive Better Productivity and Increase Saleswith Salesforce.com–Starting Now Discover Real-World Best Practices—Without Paying Expensive Consultants You’re investing in Salesforce.com for one reason: to drive major performance improvements across your entire organization. Salesforce.com® Secrets of Success will help you do just that. Drawing on his experience with dozens of deployments, author David Taber offers expert guidance on every aspect of Salesforce.com deployment, with results-focused best practices for every area of the organization touched by Salesforce.com, including sales, marketing, customer service, finance, legal, and IT. This is information you’d otherwise have to pay a consultant $300/hour to get...information you won’t find in any other book! Taber walks you through developing a comprehensive and effective implementation strategy, followed by tactics and specifics to overcome every challenge you face, including internal politics. Through this book and its companion Web site, www.SFDC-secrets.com, Taber provides questionnaires, step-by-step guides, and extensive resources–all part of the Revenue Overdrive™ system that gives your organization maximum results from Salesforce.com. Achieve higher end-customer satisfaction and dramatic sales productivity gains Use the SFA Maturity Model™ to assess readiness, fill gaps, and gain early, deep user adoption Overcome “people, product, and process” pitfalls that can limit the value of Salesforce.com Learn which tools, add-ons, features, and extensions are right for your implementation This book’s start-to-finish roadmap for success can be used by companies of all sizes in all industries–with specific chapters for executives, team leaders, implementation team members, developers, and users throughout the business.
Corporate Recovery
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Author : Stuart St. P. Slatter
language : en
Publisher: Beard Books
Release Date : 1999
Corporate Recovery written by Stuart St. P. Slatter and has been published by Beard Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999 with Business & Economics categories.
An insightful book filled with practical advice on what to do with a corporation that is about to fail unless corrective action is taken.
Handbook Of Marketing
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Author : Barton A Weitz
language : en
Publisher: SAGE
Release Date : 2002-11-04
Handbook Of Marketing written by Barton A Weitz and has been published by SAGE this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002-11-04 with Business & Economics categories.
The Handbook of Marketing presents a major retrospective and prospective overview of the field of marketing, and provides a landmark reference at a time when many of the traditional boundaries and domains within the marketing discipline have been subject to change. The Handbook frames, assesses and synthesizes the work in the field and helps to define and shape its current and future development. It includes contributions from leading scholars in the field, and the input of an international and extremely distinguished advisory board of marketing academics. The Handbook of Marketing will be invaluable to advanced undergraduates, graduate students and academics in marketing.