Using Installed Base Selling To Maximize Revenue

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Using Installed Base Selling to Maximize Revenue

Author : Remi Gicquel
Publisher : Apress
ISBN 13 : 1484251466
Total Pages : 154 pages
Book Rating : 4.4/5 (842 download)

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Book Synopsis Using Installed Base Selling to Maximize Revenue by : Remi Gicquel

Download or read book Using Installed Base Selling to Maximize Revenue written by Remi Gicquel and published by Apress. This book was released on 2019-08-30 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is no such thing as an easy sale. However, selling to an existing customer—whether by refreshing an old product or introducing a new and different product—is often easier, faster, and returns higher margins. Centering your organization’s sales strategy on your installed base is a smart and proven way to achieve long-lasting, profitable growth. Using Installed Base Selling to Maximize Revenue reveals a step-by-step, integrated approach you can begin using today. Authors Remi Gicquel and Paul-André Lambert show how you can apply this robust and reliable end-to-end solution by illustrating concepts though real-world case studies from Spotify, Hewlett Packard Enterprise, Nestlé, and more. Full of wisdom fit for the digital era, this book presents the results of the authors’ experience and research into current installed base selling processes, identifying, from an objective point of view, what works and what does not. This book explains fundamental concepts such as the profitable growth paradox, the installed base profit wedge, operational methodologies for managing your installed base selling transformation, and much more. Innovative companies protect and nurture their most valuable asset—their customers and the data that defines them. They put installed base selling at the heart of their sales strategy. Now, it’s your turn! What You Will Learn How to maximize the return from installed base customers Fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams Keys to changing patterns to become a company that can enjoy higher profitable revenues for years Who This Book Is For General Managers, Sales and Marketing Leaders who are eager to transform their business to secure long-lasting profits, and for leaders looking for a pragmatic approach to transform their sales force to harvest the potential of their existing customers.

Business Models and Modelling

Author : Charles Baden-Fuller
Publisher : Emerald Group Publishing
ISBN 13 : 1785604627
Total Pages : 448 pages
Book Rating : 4.7/5 (856 download)

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Book Synopsis Business Models and Modelling by : Charles Baden-Fuller

Download or read book Business Models and Modelling written by Charles Baden-Fuller and published by Emerald Group Publishing. This book was released on 2015-11-09 with total page 448 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this volume leading scholars from North America, Europe and Asia come together to explore the topic of business models that takes the demand side (customers and their engagement) seriously. The first part deals with the model dimension of business models. The second part deals with business models and change.

Global Perspectives on Achieving Success in High and Low Cost Operating Environments

Author : Roos, Göran
Publisher : IGI Global
ISBN 13 : 1466658290
Total Pages : 590 pages
Book Rating : 4.4/5 (666 download)

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Book Synopsis Global Perspectives on Achieving Success in High and Low Cost Operating Environments by : Roos, Göran

Download or read book Global Perspectives on Achieving Success in High and Low Cost Operating Environments written by Roos, Göran and published by IGI Global. This book was released on 2014-03-31 with total page 590 pages. Available in PDF, EPUB and Kindle. Book excerpt: Competing in both high and low-cost operating environments can present a number of unique challenges. In light of global competition and the changing scope of various industries due to technological advancement, these challenges must be addressed in order to ensure business success. Global Perspectives on Achieving Success in High and Low Cost Operating Environments features a collection of research and case studies addressing contemporary issues surrounding operational success in various regions. Business professionals, managers, academics, and upper-level students will find this publication an essential resource for the latest tools and solutions for managing operations in diverse operating environments.

ICICKM2014-Proceedings of the 11th International Conference on Intellectual Capital, Knowledge Management and Organisational Learning

Download ICICKM2014-Proceedings of the 11th International Conference on Intellectual Capital, Knowledge Management and Organisational Learning PDF Online Free

Author : Jim Rooney
Publisher : Academic Conferences Limited
ISBN 13 : 1910309710
Total Pages : 592 pages
Book Rating : 4.9/5 (13 download)

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Book Synopsis ICICKM2014-Proceedings of the 11th International Conference on Intellectual Capital, Knowledge Management and Organisational Learning by : Jim Rooney

Download or read book ICICKM2014-Proceedings of the 11th International Conference on Intellectual Capital, Knowledge Management and Organisational Learning written by Jim Rooney and published by Academic Conferences Limited. This book was released on 2014-10-17 with total page 592 pages. Available in PDF, EPUB and Kindle. Book excerpt: These proceedings represent the work of researchers participating in the 11th International Conference on Intellectual Capital, Knowledge Management & Organisational Learning - ICICKM 2014, which this year is being held at The University of Sydney Business School, The University of Sydney, Australia. The Conference Co-Chairs are Dr John Dumay from Macquarie University, Sydney, Australia and Dr Gary Oliver from the University of Sydney, Australia. The conference will be opened with a keynote by Goran Roos, Advanced Manufacturing Council, Adelaide, Australia who will address the topic of "Intellectual capital in Australia: Economic development in a high cost economy." The second day will be opened with a from James Guthrie, University of Sydney, Australia on the topic of "Intellectual Capital and the Public Sector Research: Past, Present, and Future."

Sales 2.0

Author : Anneke Seley
Publisher : John Wiley & Sons
ISBN 13 : 047048280X
Total Pages : 270 pages
Book Rating : 4.4/5 (74 download)

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Book Synopsis Sales 2.0 by : Anneke Seley

Download or read book Sales 2.0 written by Anneke Seley and published by John Wiley & Sons. This book was released on 2008-12-23 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone can get started with this new approach to generating revenue. Driven by an explosion of online products and changing customer buying preferences, Sales 2.0 is the marriage of Web 2.0 technologies with innovative sales processes. The book shows readers how to redeploy their sales teams for greater bottom-line results and reveals all the differences between Sales 2.0 and traditional selling. Through real world case studies, readers will learn how industry leaders achieved phenomenal results and a competitive advantage. Applicable to sales teams in any industry, Sales 2.0 presents the future of sales today.

Network World

Author :
Publisher :
ISBN 13 :
Total Pages : 84 pages
Book Rating : 4./5 ( download)

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Book Synopsis Network World by :

Download or read book Network World written by and published by . This book was released on 1988-01-25 with total page 84 pages. Available in PDF, EPUB and Kindle. Book excerpt: For more than 20 years, Network World has been the premier provider of information, intelligence and insight for network and IT executives responsible for the digital nervous systems of large organizations. Readers are responsible for designing, implementing and managing the voice, data and video systems their companies use to support everything from business critical applications to employee collaboration and electronic commerce.

Computerworld

Author :
Publisher :
ISBN 13 :
Total Pages : 144 pages
Book Rating : 4./5 ( download)

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Book Synopsis Computerworld by :

Download or read book Computerworld written by and published by . This book was released on 1993-09-20 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.

Taking Technology to the Market

Author : Ian Linton
Publisher : Routledge
ISBN 13 : 1317046994
Total Pages : 180 pages
Book Rating : 4.3/5 (17 download)

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Book Synopsis Taking Technology to the Market by : Ian Linton

Download or read book Taking Technology to the Market written by Ian Linton and published by Routledge. This book was released on 2016-04-01 with total page 180 pages. Available in PDF, EPUB and Kindle. Book excerpt: With intensifying competitive activity and continuing budget constraints, technology marketing teams are under pressure to be more accountable and deliver measurable results that demonstrate an effective return on investment. To add to the complexity, the market for technology products and services is global, with continuing growth in both developed and developing territories. Taking Technology to the Market provides a practical guide to the critical success factors in marketing technology. It uses a project-based approach, providing comprehensive guidelines for key strategic and tactical marketing programmes. The book will help you improve your chances of developing a winning marketing programme by providing essential steps to success and insight into best practice. Individual chapters provide self-contained guides to planning specific marketing tasks. The range of tasks covers the most common challenges facing marketing teams in technology companies. The book will help you understand the key success factors for overcoming a range of marketing challenges and give you the tools to put specific programmes into action quickly and effectively. The technology sector is a global business characterised by short product cycles, rapid change, longer-term customer relationships, complex decision-making processes, high levels of collaboration and partnership with customers and the supply chain, diverse channels to market and an emphasis on the value of information. These factors make the marketing of technology products and services a distinct discipline within the overall marketing spectrum to which Taking Technology to the Market is the definitive guide.

Small Business Management

Author : Timothy S. Hatten
Publisher : SAGE Publications
ISBN 13 : 1071848186
Total Pages : 589 pages
Book Rating : 4.0/5 (718 download)

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Book Synopsis Small Business Management by : Timothy S. Hatten

Download or read book Small Business Management written by Timothy S. Hatten and published by SAGE Publications. This book was released on 2023-11-03 with total page 589 pages. Available in PDF, EPUB and Kindle. Book excerpt: Small Business Management, Eighth Edition equips students with the tools to navigate important financial, legal, marketing, and managerial decisions when creating and growing a sustainable small business. Author Timothy S. Hatten provides new cases, real-world examples, and illuminating features that spotlight the diverse, innovative contributions of small business owners to the economy. Whether your students dream of launching a new venture, purchasing a franchise, managing a lifestyle business, or joining the family company, they will learn important best practices for competing in the modern business world. This title is accompanied by a complete teaching and learning package. Contact your Sage representative to request a demo. Learning Platform / Courseware Sage Vantage is an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Unparalleled in its ease of use and built for dynamic teaching and learning, Vantage offers customizable LMS integration and best-in-class support. It′s a learning platform you, and your students, will actually love. Learn more. Assignable Video with Assessment Assignable video (available in Sage Vantage) is tied to learning objectives and curated exclusively for this text to bring concepts to life. Watch a sample video now. LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Learn more.

42 Rules for Building a High-Velocity Inside Sales Team

Author : Lori L. Harmon
Publisher : Super Star Press
ISBN 13 : 1607731150
Total Pages : 135 pages
Book Rating : 4.6/5 (77 download)

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Book Synopsis 42 Rules for Building a High-Velocity Inside Sales Team by : Lori L. Harmon

Download or read book 42 Rules for Building a High-Velocity Inside Sales Team written by Lori L. Harmon and published by Super Star Press. This book was released on 2014-01-10 with total page 135 pages. Available in PDF, EPUB and Kindle. Book excerpt: Inside sales is the fastest growing sales channel due to its cost effective nature. An inside sales rep can handle far more contacts on a daily basis than their field sales counterpart. If you are a “C” level executive with responsibility for delivering revenue, you cannot afford to overlook the rules contained in this fast-paced, powerful, book. ‘42 Rules for Building a High-Velocity Inside Sales Team: Actionable Guide to Creating Inside Sales Teams that Deliver Quantum Results’ will help you and your team understand:

The key elements required to build a high-velocity inside sales team that will accelerate your revenue.
The different types of inside sales teams you can leverage, how and where to staff them, and the types of tools that are required for them to operate effectively.
The importance of a common sales language, consistent processes and clearly defined weekly metrics.

With the popularity of inside sales skyrocketing, so is the demand for inside sales talent. Lori Harmon and Debbi Funk prepare you with the info you need to make smart choices when building a high-velocity inside sales team; This includes recognizing the specialized skills required to manage and lead an inside sales team, understanding the skills required of an ideal inside sales rep, and quantifying the cost of a bad hire. Pick up this book and see for yourself the value that these rules will help you bring to your organization.

Unlocking Your Entrepreneurial Potential

Author : Tim S. McE
Publisher : iUniverse
ISBN 13 : 9781462032464
Total Pages : 244 pages
Book Rating : 4.0/5 (324 download)

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Book Synopsis Unlocking Your Entrepreneurial Potential by : Tim S. McE

Download or read book Unlocking Your Entrepreneurial Potential written by Tim S. McE and published by iUniverse. This book was released on 2011-09-06 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: BASED ON PERSONAL EXPERIENCE, THIS BUSINESS GUIDE SHARES PRINCIPLES, TECHNIQUES, STRATEGIES, AND TACTICS TO HELP SELF-FUNDED ENTREPRENEURS IMPROVE THEIR CHANCES OF SUCCESS. Statistics indicate more than 50 percent of all new businesses will fail within five years, and 50 percent of the survivors will fail during the following five-year period. But there are ways to survive and thrive. In Unlocking Your Entrepreneurial Potential, author and entrepreneur Tim S. McEneny shares insights from his thirty-year entrepreneurial career to help other self-funded entrepreneurs unlock their potential and improve their probability of success. McEneny discusses his mistakes, his successes, and his important business lessons; he also provides tips on such topics as hiring great people, investing, dealing with stress, and selling more to existing customers. He covers the basic information an entrepreneur needs to understand while navigating the life cycle of a business. From the perspectives of mind-set, marketing, money, and management, Unlocking Your Entrepreneurial Potential describes principles and techniques for a start-up businesss seven stages: Preparation and planning Launch through breakeven Achieving and maintaining profitability Growth Reinvention Decline (and cost-cutting) Selling the company. More than a self-help book, Unlocking Your Entrepreneurial Potential provides a prescription for economic prosperityfor the individual, the United States, and entrepreneurs throughout the world.

Sales Growth

Author : Thomas Baumgartner
Publisher : John Wiley & Sons
ISBN 13 : 1118376196
Total Pages : 258 pages
Book Rating : 4.1/5 (183 download)

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Book Synopsis Sales Growth by : Thomas Baumgartner

Download or read book Sales Growth written by Thomas Baumgartner and published by John Wiley & Sons. This book was released on 2012-03-28 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: A comprehensive guide to how companies can drive sales growth Finding growth today can be an enormous challenge for companies in a complex and fast-changing business environment. There are no simple solutions, but in Sales Growth, experts from McKinsey & Company provide a practical blue-print for achieving this goal by revealing what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Broken down into five overarching strategies, this book focuses on the valuable lessons that power growth, including how to get ahead of the competition by taking advantage of trends and turning complex analysis into simple guidelines that sales reps on your front line need to sell better. Page by page, you'll learn how successful sales executives find untapped pockets of growth, act like locals to make the most of emerging markets opportunities, and power growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Based on interviews of more than 120 of today's most successful global sales leaders, from a wide array of B2C and B2B organizations Offers real-life examples of how successful sales leaders overcame the challenges encountered in the quest for growth Contains insights on finding growth before your competitors, optimizing sales operations and technology, developing sales talent and capabilities, and much more Created by sales executives for sales executives, this book will provide you with the practical guidelines and useful insights to drive sales growth today and in the future.

Sales Growth

Author : McKinsey & Company Inc.
Publisher : John Wiley & Sons
ISBN 13 : 1119281091
Total Pages : 320 pages
Book Rating : 4.1/5 (192 download)

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Book Synopsis Sales Growth by : McKinsey & Company Inc.

Download or read book Sales Growth written by McKinsey & Company Inc. and published by John Wiley & Sons. This book was released on 2016-04-08 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

Services Marketing: People, Technology, Strategy (Eighth Edition)

Author : Jochen Wirtz
Publisher : World Scientific Publishing Company
ISBN 13 : 194465903X
Total Pages : 801 pages
Book Rating : 4.9/5 (446 download)

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Book Synopsis Services Marketing: People, Technology, Strategy (Eighth Edition) by : Jochen Wirtz

Download or read book Services Marketing: People, Technology, Strategy (Eighth Edition) written by Jochen Wirtz and published by World Scientific Publishing Company. This book was released on 2016-03-29 with total page 801 pages. Available in PDF, EPUB and Kindle. Book excerpt: Services Marketing: People, Technology, Strategy is the eighth edition of the globally leading textbook for Services Marketing by Jochen Wirtz and Christopher Lovelock, extensively updated to feature the latest academic research, industry trends, and technology, social media and case examples.This textbook takes on a strong managerial approach presented through a coherent and progressive pedagogical framework rooted in solid academic research. Featuring cases and examples from all over the world, Services Marketing: People, Technology, Strategy is suitable for students who want to gain a wider managerial view of Services Marketing.

Advanced Topics in Global Information Management, Volume 5

Author : Hunter, M. Gordon
Publisher : IGI Global
ISBN 13 : 159140925X
Total Pages : 410 pages
Book Rating : 4.5/5 (914 download)

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Book Synopsis Advanced Topics in Global Information Management, Volume 5 by : Hunter, M. Gordon

Download or read book Advanced Topics in Global Information Management, Volume 5 written by Hunter, M. Gordon and published by IGI Global. This book was released on 2006-04-30 with total page 410 pages. Available in PDF, EPUB and Kindle. Book excerpt: Advanced Topics in Global Information Management is a series of books that examine global information management (GIM), and its research and implications. GIM research continues to progress, with some scholars pushing the boundaries of thinking and others challenging the status quo. Advanced Topics in Global Information Management, Volume 5 is a part of this series. Advanced Topics in Global Information Management, Volume 5 discusses how many businesses exist in a global environment. Whether they are large or small companies, they may have suppliers or customers that reside in different geographical locations. The ability to function in this global environment has been facilitated by the use of information technology. Through research projects, this book addresses the ability of both large and small business, and government, from the national level to local level, to function in altered environments by using information technology. In all of these situations, both businesses and governments must be able to function and respond to various stakeholders by adopting the appropriate, and necessary, cultural perspective.

Services Marketing: People, Technology, Strategy (Ninth Edition)

Author : Jochen Wirtz
Publisher : World Scientific
ISBN 13 : 1944659811
Total Pages : 683 pages
Book Rating : 4.9/5 (446 download)

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Book Synopsis Services Marketing: People, Technology, Strategy (Ninth Edition) by : Jochen Wirtz

Download or read book Services Marketing: People, Technology, Strategy (Ninth Edition) written by Jochen Wirtz and published by World Scientific. This book was released on 2021-10-15 with total page 683 pages. Available in PDF, EPUB and Kindle. Book excerpt: Services Marketing: People, Technology, Strategy is the ninth edition of the globally leading textbook for Services Marketing by Jochen Wirtz and Christopher Lovelock, extensively updated to feature the latest academic research, industry trends, and technology, social media, and case examples.This book takes on a strong managerial approach presented through a coherent and progressive pedagogical framework rooted in solid academic research. It features cases and examples from all over the world and is suitable for students who want to gain a wider managerial view.Supplementary Material Resources:Resources are available to instructors who adopt this textbook for their courses. These include: (1) Instructor's Manual, (2) Case Teaching Notes, (3) PowerPoint deck, and (4) Test Bank. Please contact [email protected] Features:

Computerworld

Author :
Publisher :
ISBN 13 :
Total Pages : 120 pages
Book Rating : 4./5 ( download)

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Book Synopsis Computerworld by :

Download or read book Computerworld written by and published by . This book was released on 1985-09-16 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: For more than 40 years, Computerworld has been the leading source of technology news and information for IT influencers worldwide. Computerworld's award-winning Web site (Computerworld.com), twice-monthly publication, focused conference series and custom research form the hub of the world's largest global IT media network.