Using Installed Base Selling to Maximize Revenue : A Step-by-Step Approach to Achieving Long-Term Profitable Growth

Using Installed Base Selling to Maximize Revenue A Step-by-Step Approach to Achieving Long-Term Profitable Growth

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 pro...

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Detalles Bibliográficos
Autores principales: Gicquel, Remi. author (author), Lambert, Paul-André. author
Formato: Libro electrónico
Idioma:Inglés
Publicado: Berkeley, CA : Apress 2020.
Edición:1st ed. 2020.
Materias:
Sales management.
Customer relations > Management.
Market research.
Motivation research (Marketing).
Leadership.
Sales/Distribution.
Customer Relationship Management.
Market Research/Competitive Intelligence.
Consumer Behavior.
Business Strategy/Leadership.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630880406719
Tabla de Contenidos:
  • Part I: The Strategy
  • Chapter 1: Installed Base Selling
  • Chapter 2: Winning with Installed Base Selling
  • Chapter 3: From Sales Strategy to Profitable Growth
  • Part II: The Benefits
  • Chapter 4: Why Installed Base Selling Matters
  • Part III: The Execution
  • Chapter 5: The Digital Installed Base Selling Transformation
  • Chapter 6: Installed Base Selling and Sales Coverage
  • Chapter 7: Installed Base Selling, a Company Culture
  • Chapter 8: Practical Implementation
  • Chapter 9: Conclusion
  • Appendix A: Definitions and Concepts
  • Appendix B: Installed Base Assessment.

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