Creating Effective Sales And Marketing Relationships
DOWNLOAD
Download Creating Effective Sales And Marketing Relationships PDF/ePub or read online books in Mobi eBooks. Click Download or Read Online button to get Creating Effective Sales And Marketing Relationships book now. This website allows unlimited access to, at the time of writing, more than 1.5 million titles, including hundreds of thousands of titles in various foreign languages. If the content not found or just blank you must refresh this page
Creating Effective Sales And Marketing Relationships
DOWNLOAD
Author : Kenneth Le Meunier-Fitzhugh
language : en
Publisher: Business Expert Press
Release Date : 2015-01-19
Creating Effective Sales And Marketing Relationships written by Kenneth Le Meunier-Fitzhugh and has been published by Business Expert Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-01-19 with Business & Economics categories.
How should corporate sales and marketing teams operate collaboratively in a 21st Century to enhance performance in the marketplace? This publication provides insights into how and why con ict and/or separation has grown up between the sales and marketing functions in many organizations, and what senior managers can do to counter this. Sales and marketing functions have the capabilities required to assist the organization to adapt to rapidly changing environments by focusing on customer needs and the activities of competitors. To gain the maximum bene ts for the organization, sales and marketing need to interact effectively and communicate both formally and informally. Creating Effective Sales and Marketing Relationships will consider the resourcing of sales and marketing, and how innovative processes can reduce conflict and promote mutual understanding.
Contemporary Selling
DOWNLOAD
Author : Mark W. Johnston
language : en
Publisher: Routledge
Release Date : 2013-08-15
Contemporary Selling written by Mark W. Johnston and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-08-15 with Business & Economics categories.
Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today. The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features: ‘Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world In-chapter ‘Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling Mini-cases to help students understand and apply the principles they have learned in the classroom Role-plays at the end of each chapter enabling students to learn by doing Special appendices on selling math and developing a professional sales proposal Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide. Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .
The Challenger Sale
DOWNLOAD
Author : Matthew Dixon
language : en
Publisher: Penguin UK
Release Date : 2012-10-01
The Challenger Sale written by Matthew Dixon and has been published by Penguin UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-10-01 with Business & Economics categories.
THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C. www.executiveboard.com www.thechallengersale.com
Achieving A Strategic Sales Focus
DOWNLOAD
Author : Kenneth Le Meunier-FitzHugh
language : en
Publisher: Oxford University Press
Release Date : 2016
Achieving A Strategic Sales Focus written by Kenneth Le Meunier-FitzHugh and has been published by Oxford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with Business & Economics categories.
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.
Building A Winning Sales Force
DOWNLOAD
Author : Andris A. ZOLTNERS
language : en
Publisher: AMACOM Div American Mgmt Assn
Release Date : 2009-02-11
Building A Winning Sales Force written by Andris A. ZOLTNERS and has been published by AMACOM Div American Mgmt Assn this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-02-11 with Business & Economics categories.
Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the best salespeople • design incentive compensation plans • set goals • manage sales performance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.
Silver Bullet Selling
DOWNLOAD
Author : G.A. Bartick
language : en
Publisher: John Wiley & Sons
Release Date : 2008-11-03
Silver Bullet Selling written by G.A. Bartick 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 2008-11-03 with Business & Economics categories.
Based on ten years of extensive research and interviews with thousands of top sales performers in a variety of industries, Silver Bullet Selling reveals the secrets all great sales professionals have in common. It's not what you say that determines your success in sales; it?s how you execute the sales process to create a unique buying experience for customers. This book shows you how to apply the silver bullet selling method to launch your sales through the roof. Read it, and fire away at the competition.
Secret To Winning Customers The Path To Strong Relationships And Sustainable Sales
DOWNLOAD
Author : SatapolCEO
language : en
Publisher: satapol Channarong
Release Date :
Secret To Winning Customers The Path To Strong Relationships And Sustainable Sales written by SatapolCEO and has been published by satapol Channarong this book supported file pdf, txt, epub, kindle and other format this book has been release on with Business & Economics categories.
Have you ever wondered why some businesses manage to attract and retain customers effortlessly while others struggle to find new ones constantly? The secret to business success doesn't lie solely in having great products or services but in the ability to build and maintain strong relationships with customers. The book "Winning Customer Loyalty: Building Sustainable Relationships and Boosting Sales" will guide you through the strategies and methods that will help you create strong and lasting relationships with your customers. From analyzing customer behavior, utilizing technology to enhance relationships, to developing a customer-centric workforce, this book covers it all in a detailed and clear manner, ready for you to apply directly to your business. What you'll learn: How to create an outstanding and memorable first impression Techniques for following up and improving customer service to increase satisfaction Utilizing CRM systems and other technologies to build solid relationships Tips for organizing customer engagement activities Building a sustainable and distinctive brand Planning and managing projects to enhance customer relationships efficiently Why is this book essential for you? In an era of intense business competition, retaining existing customers and attracting new loyal ones is a significant challenge. This book is the perfect guide for business owners, executives, and anyone looking to enhance their ability to build customer relationships. Regardless of your industry, this book will help you understand the importance of customer relationships and how to build sustainable relationships that boost sales effectively. Questions you should ask yourself: Do you want to increase sales and keep your customers loyal to your business for longer? Do you want to create a lasting impression on your customers? Are you ready to learn practical techniques and strategies for building strong customer relationships? If your answer is "Yes," then "Winning Customer Loyalty: Building Sustainable Relationships and Boosting Sales" is the book you must not miss. Prepare to transform and elevate your business to sustainable success with us!
Aligned To Achieve
DOWNLOAD
Author : Tracy Eiler
language : en
Publisher: John Wiley & Sons
Release Date : 2016-09-01
Aligned To Achieve written by Tracy Eiler 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 2016-09-01 with Business & Economics categories.
A smart, practical guide to rocket-powered business growth Aligned to Achieve puts sales and marketing on the same page, creating a revenue 'dream team' that will drive your organization to new heights. Smart, practical explanations, case studies, and tips guide you toward action over theory, and dozens of examples illustrate the tangible effects of these changes in action at business-to-business companies. Written by sales and marketing executives who have made alignment work, this book is directed toward practitioners and leaders seeking to crack the code of sales and marketing alignment. Contributions by industry thought leaders and B2B executives provide fresh perspective and nuanced direction, while thoughtful, strategic, and well-supported guidance throughout helps you remove the obstacles standing in the way of your organization's financial and strategic goals. Misalignment between sales and marketing is an age-old problem—frequently lamented, but seldom addressed. As this schism grows amidst the evolving marketplace, its effects on top and bottom line performance are being felt more than ever before. This book shows you how to bring sales and marketing together effectively once and for all, leveraging their strengths to build an unstoppable force for growth. Understand the cost of misalignment and the driving forces behind it Learn strategies for improving your culture, process, leadership, and technology to initiate and support alignment Identify the best places to modify your sales and marketing programs to kickstart collaboration and cooperation between your teams Discover how other companies are uniting their sales and marketing teams into a single force for growth Walk away with practical advice on how to apply recommendation in the real world Misalignment is frustrating for everyone in sales, marketing, and leadership. It's also detrimental to your organization's performance—but the problem is not insurmountable. In fact, most of the obstacles it creates are self-inflicted, and entirely within control of leadership. Aligned to Achieve helps you identify and remove those obstacles, and build a culture of sustainable growth.
What Got You Here Won T Get You There In Sales How Successful Salespeople Take It To The Next Level
DOWNLOAD
Author : Marshall Goldsmith
language : en
Publisher: McGraw Hill Professional
Release Date : 2011-09-09
What Got You Here Won T Get You There In Sales How Successful Salespeople Take It To The Next Level written by Marshall Goldsmith and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-09-09 with Business & Economics categories.
Kick your bad habits—and CLOSE MORE SALES! “I love this book, especially the importance of empathy—care enough about what you are selling to personalize its value to your customer!” —Jim Farley, VP Global Marketing, Ford Motor Company “In over 20 years of sales leadership, I had yet to see someone describe self-improvement through the elimination of existing behaviors rather than the creation of new ones—what a simple, concise, and personally applicable developmental tool. This is a must-read for everyone in sales!” —Chris Richardson, VP Global Sales, Abbott Vascular “Don Brown and Bill Hawkins, collaborating with Marshall Goldsmith’s incredible insight, have created strategy and ideas that will help you grow, sell more, and prosper!” —Jeffrey Gitomer, author of The Little Red Book of Selling “What Got You Here Won’t Get You There in Sales! is a practical guide for anyone in sales—they hit the nail on the head! Read this book to learn how to build your relationships with customers while shedding the habits that are holding you back!” —Tom Reilly, author of Value-Added Selling “Deep and meaningful connections with people in business can change the trajectory of your career. This is a brilliant playbook for professionals who want to step up their game and truly own their success. I have seen the power of this approach in action—and IT WORKS!” —Rich Daly, Executive Vice President, Takeda Pharmaceuticals About the Book: One of the most influential business coaches of our time, Marshall Goldsmith helps businesspeople pinpoint career-harming behaviors, understand why they engage in them and, most importantly—stop. His book What Got You Here Won’t Get You There wasn’t just a runaway bestseller, it has helped untold numbers dramatically improve their careers and personal lives. Now, Goldsmith teams up with leading sales thought leaders Don Brown and Bill Hawkins to help you break the habits that specifically damage sales relationships. This dream team’s combined clients have increased their sales from 5 to 30 percent—and their gross profit up to 50 percent! In short, their approach works. What Got You Here Won’t Get You There in Sales! provides simple-to-use tools for maintaining and leveraging quality personal connections by doing something much easier than learning new behaviors: simply stopping old ones. When dealing with your customers, do you: Needlessly verbalize and execute every possible step in the sales process? Repeatedly initiate communication for no apparent purpose? Attempt to verbally “one up” your customer in conversation? The authors name 16 bad habits in all, and they provide proven techniques for reversing their negative effects by putting them to rest for good. There is no profession that depends more on good relationships than sales. And there’s no one more qualified to coach you to create and nurture productive sales relationships than these three authors. You do have the power to change. Let Goldsmith, Brown, and Hawkins help you kick your bad habits to improve relationships, increase sales, and enjoy a more fulfilling, enriching career.
Value Ology
DOWNLOAD
Author : Simon Kelly
language : en
Publisher: Springer
Release Date : 2017-01-19
Value Ology written by Simon Kelly and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-01-19 with Business & Economics categories.
This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America. It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it’s not relevant to the audience or the prospect doesn’t even know the content exists. Furthermore 58% of deals end up in “no decision” because Sales has not presented value effectively. Companies are creating lots of noise but failing to resonate with the customers. So what? The danger, aside from marketing wasting tens of millions of dollars on ineffective content and tools, is that customers will disengage. 94% of prospects say they have completely disengaged with vendors because of irrelevant content. In order to grow fast, the authors argue, Sales and Marketing teams need to slow down. They need to work together to truly understand their customers’ needs, wants, motivations and pain points so that they can offer customized “value”. The book sets out how to establish a formal program to continuously capture customer intelligence and insights – the shiny gems of understanding that help prospects to connect the dots – so that value can be consistently articulated in marketing and sales conversations. By integrating the best ideas and practice from commercial experience and academic research the authors show how to create value across the entire marketing and sales value chain – not only get a new customer, but to continue to create value for future purchases by creating “post-sales” value.