Sales growth five proven strategies from the world's sales leaders
| Otros Autores: | , , , |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
Wiley
2016.
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| Edición: | Second edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009849087506719 |
Tabla de Contenidos:
- Praise; Title page; Copyright; Foreword; Preface; Strategy 1 Find Growth Before Your Competitors Do; Chapter 1 Look Ten Quarters Ahead; Surf the Trends; Invest Ahead of Demand; Make It a Way of Life; Notes; Chapter 2 Mine Growth beneath the Surface; Find the Pockets of Growth; Look beyond Sales; Keep It Easy for the Sales Team; Notes; Chapter 3 Find Big Growth in Big Data; Harvest Every Source of Big Data; Get Personal in Selling; Put Big Data at the Heart of Sales; Notes; Strategy 2 Sell the Way Your Customers Want; Chapter 4 Master Multichannel Sales; Blend Remote Sales and Field Sales
- Get on the GroundOverinvest in the Right Partners; Build Talent for the Long Term; Strategy 3 Supercharge Your Sales Engine; Chapter 9 Tune Sales Operations for Growth; Give Sales Teams More Time to Sell; Use Sales Operations to Benefit Customers; Chapter 10 Pay More Attention to Presales; Focus on Quality, Not Quantity, of Leads; Use Expertise Appropriately Before and During the Sale; Notes; Chapter 11 Get the Most out of Marketing; Capitalize on a Company-Wide Understanding of Buyers' Needs; Smooth the Flow of Insights Between the Field and Marketing
- Collaborate to Influence the Journeys that Drive Repurchase and LoyaltyNotes; Chapter 12 Build a Technological Advantage in Sales; Arm Sales Teams with Insights; Enable Channel Partners; Gear Up for Analytics; Notes; Strategy 4 Focus on Your People; Chapter 13 Manage Performance for Growth; Coach Rookies into Rainmakers; Set the Tempo of Performance; It's Not Just about Pay; Notes; Chapter 14 Build Sales DNA; Create a Culture for the Long Term; Give Middle Managers a Starring Role; Put Together the A-Team; Notes; Strategy 5 Lead Sales Growth; Chapter 15 Drive Growth from the Very Top
- Challenge the Status QuoGalvanize Sales Teams; Role Model Change; Demand Results, Results, Results!; Note; Chapter 16 Make It Happen; Start a Dialogue about Change; Implement the Vision; Notes; Epilouge Reimagine Sales Growth; Go From Street-Smart to AI-Smart; Get Someone Else to do the Selling; Notes; About the Authors; Thomas Baumgartner; Homayoun Hatami; Maria Valdivieso; Acknowledgments; Index; EULA
