Vendas Disruptivas Como Estruturar As Suas Reas De Vendas Marketing E Atendimento Ao Cliente Em Tempos De Transforma O Digital
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Vendas Disruptivas Como Estruturar As Suas Reas De Vendas Marketing E Atendimento Ao Cliente Em Tempos De Transforma O Digital
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Author : Patrick Maes
language : pt-BR
Publisher: Autêntica Business
Release Date : 2022-08-02
Vendas Disruptivas Como Estruturar As Suas Reas De Vendas Marketing E Atendimento Ao Cliente Em Tempos De Transforma O Digital written by Patrick Maes and has been published by Autêntica Business this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-08-02 with Business & Economics categories.
A transformação digital que vem ocorrendo nos últimos anos provocou disrupções em vários modelos de negócio – o que, por sua vez, exigiu uma remodelagem, também radical, da forma como as empresas estruturam e operam suas áreas de vendas para atenderem às demandas de um novo consumidor. Em Vendas Disruptivas, o renomado consultor Patrick Maes contextualiza os impactos que as redes sociais, a automação de marketing, o empoderamento do consumidor, as realidades virtual e aumentada, os chatbots e muitos outros fenômenos recentes estão tendo sobre as relações entre empresas e clientes tanto nos negócios B2C (business-to-consumer) quanto B2B (business-to-business). Maes também aborda a necessidade de aproximação entre vendas, marketing e atendimento ao cliente e quais as mudanças nas atividades tradicionais dessas áreas para fazer frente aos desafios dessa nova realidade com estratégias mais ágeis e eficazes. O Modelo de Estágios de Vendas 3.0 desenvolvido por Maes e apresentado neste livro é a resposta mais adequada para as empresas atuais conseguirem alcançar as metas e OKRs estabelecidos e suplantarem a concorrência nesse novo campo de batalha digitalizado. Nesse modelo, o autor explora cada estágio da jornada do cliente, da geração de leads à conquista de defensores da marca, explicando em profundidade como identificar as necessidades do cliente e quais as tecnologias mais eficazes para persuadi-lo a escolher a sua marca ou empresa. Vendas Disruptivas é um manual de sobrevivência para empresas que estão sentindo na pele os impactos da disrupção tecnológica em seus mercados, e precisam tomar providências para acompanhar as mudanças. E, para as organizações que já estão experimentando a transformação digital, esta leitura ajudará a acelerar o processo e a torná-lo mais efetivo. Portanto, se você é responsável pela área de vendas, marketing ou atendimento ao cliente na sua empresa, Vendas Disruptivas é uma leitura valiosa para ajudá-lo a enfrentar de maneira mais efetiva os desafios de um cenário cada vez mais imprevisível e competitivo.
Estrat Gia De Plataforma Como Transformar O Seu Neg Cio Em Uma Plataforma Digital Com O Uso De Intelig Ncia Artificial E Humana
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Author : Tero Ojanperä
language : pt-BR
Publisher: Autêntica Business
Release Date : 2022-09-29
Estrat Gia De Plataforma Como Transformar O Seu Neg Cio Em Uma Plataforma Digital Com O Uso De Intelig Ncia Artificial E Humana written by Tero Ojanperä and has been published by Autêntica Business this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-09-29 with Business & Economics categories.
Das dez empresas de maior valor de mercado, oito são negócios em plataforma: seis dos EUA (Apple, Amazon, Facebook, Google, Microsoft e Tesla) e dois da China (Ant Group e Tencent). É com este dado estarrecedor que Estratégia de Plataforma pretende ampliar a sua visão sobre o seu negócio e descortinar um mundo de oportunidades que você pode estar perdendo neste exato momento. Quando Jeff Bezos "abriu as portas" da Amazon para que supostos concorrentes vendessem em seu marketplace, muitos o criticaram e o acusaram de estar dando um tiro no próprio pé. Agora, com a comprovação inequívoca do sucesso de sua decisão, empresas de todo o mundo se espelham na Amazon e em outras plataformas vencedoras para transformarem seus negócios e tentarem obter o mesmo resultado. Em Estratégia de Plataforma, Tero Ojanperä e Timo O. Vuori decifram o que há de comum entre as principais plataformas de sucesso e propõem um modelo de sete etapas para você transformar o seu negócio atual em uma plataforma ou a criar uma do zero. O livro também aborda em profundidade o impacto das APIs (Application Programming Interface) e da Inteligência Artificial (IA) na criação de plataformas inteligentes, num ciclo virtuoso proporcionado por aprendizagem de máquinas (machine learning), com supervisão e intervenções humanas que as tornam mais rápidas e eficazes com o tempo. Outro aspecto relevante da obra é o impacto do desenvolvimento de redes que interconectam provedores e consumidores num mesmo ambiente, estimulando a livre troca de informações, as avaliações e o aprendizado de forma exponencial, e criando uma comunidade em torno do negócio – o que seria inimaginável com uso apenas dos recursos da própria empresa. Estratégia de Plataforma é um daqueles livros que nos chacoalham por dentro e nos fazem refletir até que ponto realmente estamos pensando estrategicamente em nossos negócios e se estamos antenados sobre as transformações que estão em curso. Porém, muito mais do que atemorizá-lo pelo que pode vir a acontecer com a sua empresa, os autores lhe mostram o caminho para entrar no universo das plataforma e a se tornar uma delas.
Marketing 4 0
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Author : Philip Kotler
language : en
Publisher: John Wiley & Sons
Release Date : 2016-11-17
Marketing 4 0 written by Philip Kotler 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 2016-11-17 with Business & Economics categories.
Marketing has changed forever—this is what comes next Marketing 4.0: Moving from Traditional to Digital is the much-needed handbook for next-generation marketing. Written by the world's leading marketing authorities, this book helps you navigate the increasingly connected world and changing consumer landscape to reach more customers, more effectively. Today's customers have less time and attention to devote to your brand—and they are surrounded by alternatives every step of the way. You need to stand up, get their attention, and deliver the message they want to hear. This book examines the marketplace's shifting power dynamics, the paradoxes wrought by connectivity, and the increasing sub-culture splintering that will shape tomorrow's consumer; this foundation shows why Marketing 4.0 is becoming imperative for productivity, and this book shows you how to apply it to your brand today. Marketing 4.0 takes advantage of the shifting consumer mood to reach more customers and engage them more fully than ever before. Exploit the changes that are tripping up traditional approaches, and make them an integral part of your methodology. This book gives you the world-class insight you need to make it happen. Discover the new rules of marketing Stand out and create WOW moments Build a loyal and vocal customer base Learn who will shape the future of customer choice Every few years brings a "new" marketing movement, but experienced marketers know that this time its different; it's not just the rules that have changed, it's the customers themselves. Marketing 4.0 provides a solid framework based on a real-world vision of the consumer as they are today, and as they will be tomorrow. Marketing 4.0 gives you the edge you need to reach them more effectively than ever before.
Onlearning How Disruptive Education Reinvents Learning
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Author : José Cláudio Securato
language : en
Publisher: Saint Paul
Release Date : 2020-06-23
Onlearning How Disruptive Education Reinvents Learning written by José Cláudio Securato and has been published by Saint Paul this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-06-23 with Business & Economics categories.
Onlearning - How disruptive education reinvents learning brings a new concept, which appears as a response to the desire for change in education, specifically in education for executives, in the face of the exponential and out-of-sync transformations of society, which happen through technology and revolutionize organizations, people's lives and customs; with the aim of extracting the best from this evolution and expanding it in a maximized way into executive learning. The work consists of three parts: Part I deals with the history of work–oriented education, executive education, and business schools. It shows how the teaching of Administration was formalized, mainly by business schools, and what learning and cognition methodologies were developed by the various thinkers of the 19th and 20th centuries, whose models have repercussions until today. Part II outlines the scenario in which technology and digital transformation are consolidated as fundamental means for creating disruption in the most diverse areas of knowledge and industry sectors. It approaches how Clayton Christensen's theory of disruptive strategy defies the logic of traditional innovation, as well as what are the effects of new technologies on the economy, society and people's lives, and how fast are they advancing to become accessible, radically transforming reality. Finally, Part III deals with education and Saint Paul's disruptive proposal for executive education, Onlearning. It reflects on the need for education to concretely impact technological evolution in a broad way, in its economic and social aspect. It ends by presenting 20 conclusions on Onlearning, featuring objectives, actions, and projections for the future of education, based on the proposal to reinvent education through the resources that technology and digital transformation make available to everyone.
Managing Innovation
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Author : Joe Tidd
language : en
Publisher: Wiley
Release Date : 2013-07-10
Managing Innovation written by Joe Tidd and has been published by Wiley this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-07-10 with Business & Economics categories.
Managing Innovation is an established, bestselling text for MBA, MSc and advanced undergraduate courses on innovation management, management of technology, new product development and entrepreneurship. It is also widely used by managers in both the services and manufacturing sectors. Now in its fifth edition, Managing Innovation has been fully revised and now comes with a fully interactive e-book housing an impressive array of videos, cases, exercises and tools to bring innovation to life. The book is also accompanied by the Innovation Portal at www.innovation-portal.info, which contains an extensive collection of additional digital resources for both lecturers and students. Features: The Research Notes and Views from the Front Line feature boxes strengthen the evidence-based and practical approach making this a must read for anyone studying or working within innovation The Innovation Portal www.innovation-portal.info is an essential resource for both student and lecturer and includes the Innovation Toolkit – a fully searchable array of practical innovation tools along with a compendium of cases, exercises, tools and videos The interactive e-book that accompanies the text provides enriched content to deepen the readers understanding of innovation concepts
Spin Selling
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Author : Neil Rackham
language : en
Publisher: Taylor & Francis
Release Date : 2020-04-28
Spin Selling written by Neil Rackham and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-28 with Business & Economics categories.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Open Innovation
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Author : Henry William Chesbrough
language : en
Publisher: Harvard Business Press
Release Date : 2006
Open Innovation written by Henry William Chesbrough and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006 with Business & Economics categories.
"Based on the author's extensive field research, academic study, and professional experience, Open Innovation calls for revolutionary organizing principles for managing research and innovation. Through descriptions of the innovation processes of Xerox, IBM, Proctor & Gamble, and other firms, Henry Chesbrough shows you the principles of open innovation in practice."--BOOK JACKET.
The Sales Acceleration Formula
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Author : Mark Roberge
language : en
Publisher: John Wiley & Sons
Release Date : 2015-02-24
The Sales Acceleration Formula written by Mark Roberge 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 2015-02-24 with Business & Economics categories.
Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.
Predictable Revenue Turn Your Business Into A Sales Machine With The 100 Million Best Practices Of Salesforce Com
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Author : Aaron Ross
language : en
Publisher: Pebblestorm
Release Date : 2020-09-08
Predictable Revenue Turn Your Business Into A Sales Machine With The 100 Million Best Practices Of Salesforce Com written by Aaron Ross and has been published by Pebblestorm this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-09-08 with Business & Economics categories.
Called "The Sales Bible of Silicon Valley"...discover the sales specialization system and outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT just another book about how to cold call or close deals. This is an entirely new kind of sales system for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? Predictable Revenue has the answers!
Wikinomics
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Author : Anthony D. Williams
language : en
Publisher: Atlantic Books Ltd
Release Date : 2011-03-01
Wikinomics written by Anthony D. Williams and has been published by Atlantic Books Ltd this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-03-01 with Business & Economics categories.
An International Bestseller. An Economist Book of the Year. A Financial Times Book of the Year. Shortlisted for the Financial Times Business Book of the Year. Wikinomics shows how businesses can collaborate creatively with their customers to succeed in the age of Wikipedia, YouTube and Linux: 'The Number 1 must-read... A breathtaking piece of work.' Tom Peters. The knowledge, resources and computing power of billions of people are self-organizing into a massive, new collective force. Interconnected and orchestrated via blogs, wikis, chat rooms, peer-to-peer networks, and personal broadcasting, the web is being reinvented to provide the first global platform for collaboration in history.
