Download or read book Improving Sales and Marketing Collaboration written by Avinash Malshe and published by Business Expert Press. This book was released on 2014-12-13 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales and marketing are two primary business functions that focus on creating satisfied customers. Due to their complementary orientations and objectives, these two functions are ideally positioned for a fruitful, synergetic collaboration. UnfortuÂnately, the practical reality in many companies is far removed from this utopia. Sales and marketing personnel fail to communicate effectively, resulting in misunderstandings, frustration, and sometimes sabotage. Instead of supporting each other in creating superior value for customers, they often fight tiresome internal battles that are a drain on profits, efficiency and customer satisfaction. Improving Sales and Marketing Collaboration offers the first comprehensive perspective on the functioning of sales-marketing interfaces in business to business (B2B) companies. We explore their complementary roles in creating superior value for customers, problems that occur, the underlying causes of these problems, and potential solutions. These solutions are accompanied by a series of tools that managers can use to diagnose their sales-marketing interface and develop appropriate approaches to improve this relationship. Additionally, the book discusses a number of challenges that companies encounter and the impacts on their sales-marketing interfaces. The discussions and tools presented in this book provide managers with a deep underÂstanding of this critical interface, allowing them to apply these insights to improve their sales-marketing interface, which helps them create superior value for customers.
Download or read book Aligned to Achieve written by Tracy Eiler and published by John Wiley & Sons. This book was released on 2016-09-01 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book The OneTEAM Method written by Peter Strohkorb and published by CreateSpace. This book was released on 2015-02-16 with total page 298 pages. Available in PDF, EPUB and Kindle. Book excerpt: There has never been a time when sales and marketing teams have needed to work together as closely, and as effectively, as today. The risks associated with Sales/Marketing mis-communication have never been greater, but neither have the potential rewards for effective collaboration. But what is the most effective way to achieve the desired business results? This book describes the current Sales and Marketing landscape and proposes an expert method to move sales and marketing teams beyond mere alignment into true collaboration. This book aims to: 1)Show that solvable collaborative issues are impeding business growth 2)Prove that organizations thus impeded are falling significantly behind in the race to keep up with the ever-accelerating Buyer's Journey 3)Provide the reader with the adaptive collaborative tool kit that they need to prevent their organizations from falling behind their more agile competitors in the race to keep up with rapidly accelerating twenty-first-century customer expectations Who Should Read This Book? This book is for senior executives in medium to large B2B organizations, particularly those with a centralized marketing team and a distributed sales force: CEOs who wish to increase financial results and reduce waste Sales and Marketing Executives who would like to improve sales productivity and marketing effectiveness Sales Managers who want more effective marketing support and wish to retain their top performers Marketing Executives who want to demonstrate better ROI and enjoy a better two-way relationship with the sales force HR Directors who prefer a more collaborative work environment, one that attracts and retains the best talent CFOs who want to see better margins, more profit and lower costs CIOs who are evaluating CRM and sales and/or marketing automation systems Anyone who is interested in the latest business productivity methodologies
Download or read book The Collaborative Sale written by Keith M. Eades and published by John Wiley & Sons. This book was released on 2014-03-31 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.
Download or read book Sales Enablement written by Jeff Nguyen and published by Independently Published. This book was released on 2022-11-07 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales enablement is an essential component of any customer-focused organization. When you combine sales and marketing, you get the ability to create content tailored for individual customer needs which can help them achieve their goals with your products. Organizations that improve their onboarding and training experiences, as well as use tools like content management software, automation and internal communication become more successful at delivering value from the first touch point with a prospect all the way through to their last purchase.Enablement has a direct impact on your organization goals to grow revenue, acquire new customers, or retain existing ones. Sales Enablement is the highest, most impactful investment a company can make to improve sales performance, increase revenue and drive organizational growth. But it's also a complicated process. It requires buy-in from leadership and ambassadors, along with collaboration amongst all teams to develop content that is both engaging and relevant. In "Sales Enablement: The Framework for Sales and Marketing Collaboration" you will learn: What is Sales Enablement? Where Sales Enablement is positioned in a company How to create a culture of sales enablement How to prepare the organization for enablement How enablement, onboarding, & training are connected How to manage content for enablement Why internal communication is crucial How to use technology for enablement Click "Buy Now" and take your first step to sales excellence!
Download or read book Achieving a Strategic Sales Focus written by Kenneth Le Meunier-FitzHugh and published by Oxford University Press. This book was released on 2016-09-05 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Creating Effective Sales and Marketing Relationships written by Kenneth Le Meunier-FitzHugh and published by . This book was released on 2015-01-19 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book demonstrates how corporate sales and marketing teams should operate collaboratively in a 21st Century organization to enhance performance in the marketplace. It discusses how and why conflict and /or separation has grown between these two groups, even though to the outside world they appear to be a single group. The book considers how collaboration between sales and marketing can impact positively on a company's competitive advantage, and what the senior management role should be in creating and facilitating the smooth running of their sales and marketing functions. The book also discusses the resourcing of sales and marketing, and how innovative processes can reduce conflict and promote closeness, as well as a review of the role of communication, formal and informal, in improving collaboration. Finally, the book explores how sales and marketing can become more competitive in the face of a dynamic and borderless market, and where lead generation is less important than building long-term relationships with customers. The book has an action-oriented perspective throughout, providing the reader with checklists and diagnostics as the basis for evaluating their own companies and identifying directions for improvement. As the book develops its theme, key points will be reinforced with company examples.
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Download or read book Inside the Buyer s Brain written by Lee W. Frederiksen and published by . This book was released on 2013-09 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Effective Sales Enablement written by Pam Didner and published by Kogan Page Publishers. This book was released on 2018-10-03 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Written from a marketer's perspective, Effective Sales Enablement goes beyond sales training and development. Pam Didner presents fresh thinking and creative approaches to improve sales enablement strategies, processes and programmes. Using case studies and examples from well-known brands such as Cisco, Oracle and Google, she provides a blueprint for any organization wanting to create a sales enablement function which will, in turn, accelerate revenue growth. Effective Sales Enablement shows you how to: - Understand trends that impact sales professionals and how to take advantage of them - Become a better marketer with creative ideas on how to support sales - Integrate sales elements into select marketing programmes - and vice versa - Assemble a first-class sales enablement team - Leverage technology to better integrate sales and marketing
Download or read book Saleshood written by Elay Cohen and published by Greenleaf Book Group. This book was released on 2014-04-15 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: A playbook that empowers sales managers to think like CEOs and act like entrepreneurs At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated the company’s growth to a $3 billion–plus enterprise. The innovation delivered over these years by Elay and his team resulted in unprecedented sales productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company. First-line sales managers are the backbone of every sales organization. They make it happen. They’re where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople. In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.
Download or read book A Guide to Sales Management written by Massimo Parravicini and published by Business Expert Press. This book was released on 2015-08-18 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: In many FMCG companies, the challenges for the sales function are to develop effective sales strategies and to deliver excellent sales operations in order to support the achievement of business targets. The purpose of this book is to provide a practical guide to sales management through the analysis of its key components: route to market, sales strategy, key performance indicators, organizational models, sales force management, customer business planning, order to cash, and sales and operations planning. For each of these topics, the content of this book is a balance of theory, practical tips, and useful tools, keeping in mind not only the “what,” but also the “how” of the implementation. The reader will learn how to map sales channels, assess a customer base, design a sales strategy, build a sales scorecard, and organize a sales team’s frontline and back ofi ce. The book also covers how to structure trade category plans, customer business plans, and customer negotiation plans and how to optimize the sales team’s contribution to the company’s key fundamental processes. It concludes with an overview of the future challenges of sales management.
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.
Download or read book The Antecedents of Sales marketing Collaboration written by Belinda Dewsnap and published by . This book was released on 2004 with total page 16 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Art of Selling A Comprehensive Guide to Success Knowledge Strategies and Insights Needed to Excel in the Art of Selling written by Rick Spair and published by Rick Spair. This book was released on with total page 100 pages. Available in PDF, EPUB and Kindle. Book excerpt: Welcome to "The Art of Selling - A Comprehensive Guide to Success." In today's fast-paced and competitive business landscape, selling is not just about closing deals; it is about building relationships, understanding customer needs, and delivering exceptional value. Whether you are a seasoned sales professional looking to refine your skills or someone just starting their journey in sales, this book is designed to equip you with the knowledge, strategies, and insights needed to excel in the art of selling. Selling is both an art and a science. It requires a delicate balance of interpersonal skills, strategic thinking, and adaptability. In this book, we will delve into the multifaceted world of sales, exploring various topics, techniques, and best practices that can help you navigate the ever-changing sales landscape with confidence and achieve sales excellence. The book is structured into distinct chapters, each dedicated to a specific aspect of selling. We will begin by laying a solid foundation in Chapter 1, where we discuss the importance of selling in business, the characteristics of successful salespeople, key principles of selling, the sales process overview, and the development of a sales mindset. From there, we will explore a wide range of topics, from prospecting and lead generation to sales presentations, effective communication, customer relationship building, leveraging technology, international sales, ethics and professionalism, time management, personal branding, and overcoming challenges, among many others. Within each chapter, we will delve into key subtopics, providing you with practical tips, strategies, and recommendations that you can apply in your sales efforts. Each chapter will consist of at least five topics, ensuring a comprehensive and detailed exploration of the subject matter. As you progress through the chapters, you will gain insights into understanding buyer behavior, applying persuasion techniques, leveraging technology, adapting to evolving customer expectations, and aligning sales and customer service efforts. We will explore the psychology behind selling, the role of emotional intelligence, and the power of innovation in sales. Moreover, we will emphasize the importance of continuous learning, building lasting customer relationships, and embracing future trends to stay ahead in the ever-evolving sales landscape. Throughout this book, our goal is to provide you with a comprehensive guide that not only enhances your sales skills but also helps you develop a customer-centric mindset, ethical practices, and a growth-oriented approach. We believe that by mastering the art of selling, you can achieve not only personal success but also contribute to the success of your organization. Whether you are in B2B or B2C sales, whether you sell products or services, and regardless of the industry you operate in, this book will provide you with the tools and insights you need to excel in your sales journey. It is designed to be practical, actionable, and relevant, drawing from the best practices and experiences of successful sales professionals across various fields. Now, let us embark on this exciting journey together, as we explore the art of selling and unlock the keys to sales success. May this book serve as a valuable resource and guide as you navigate the intricacies of selling, develop your skills, and achieve new heights of sales excellence.
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.
Download or read book The Definitive Guide to Marketing Analytics and Metrics Collection written by Cesar Brea and published by FT Press. This book was released on 2014-08-18 with total page 1465 pages. Available in PDF, EPUB and Kindle. Book excerpt: A brand new collection introducing today's most powerful strategies and techniques for measuring and optimizing marketing… 3 authoritative books, now in a convenient e-format, at a great price! 3 authoritative Books help you measure, analyze, and optimize every marketing investment you'll ever make Measuring and optimize your marketing investments is more crucial than ever. But, with an explosion in channels and complexity, it's also more challenging than ever. Fortunately, marketing metrics and analytics have taken giant leaps forward in recent years: techniques now exist for accurately quantifying performance and applying what you learn to improve it. In this unique 3 Book package, world-class experts present these new approaches, and show how to profit from them. In Marketing and Sales Analytics, leading consultant Cesar A. Breaexamines the experiences of 15 leaders who've built high-value analytics capabilities in multiple industries. Then, building on what they've learned, he presents a complete blueprint for succeeding with marketing analytics. You'll learn how to evaluate "ecosystemic" conditions for success, frame the right questions, and organize your people, data, and operating infrastructure to answer them. Brea helps you overcome key challenges ranging from governance to overcoming hidden biases. Along the way, he also offers specific guidance on crucial decisions such as "buy vs. build?", "centralize or decentralize?", and "hire generalists or specialists?" Next, in Cutting Edge Marketing Analytics, three pioneering experts introduce today's most valuable marketing analytics methods and tools, and offer a best-practice methodology for successful implementation. They augment this knowledge with hands on case studies, guiding you through solving key problems in resource allocation, segmentation, pricing, campaign management, firm valuation, and digital marketing strategy. All case studies are accompanied by real data used by the protagonists to make decisions. As you practice, you'll gain a deeper understanding of the value of marketing analytics, learn to integrate quantitative analysis with managerial sensibilities, master core statistical tools, and discover how to avoid crucial pitfalls. Finally, in the award-winning Marketing Metrics, Second Edition, Paul W. Farris and his colleagues show how to choose the right metrics for every marketing challenge. You'll learn how to use dashboards to view market dynamics from multiple perspectives, maximize accuracy, and "triangulate" to optimal solutions. You'll discover high-value metrics for promotional strategy, advertising, distribution, customer perceptions, market share, competitors' power, margins, pricing, products and portfolios, customer profitability, sales forces, channels, and more. This extensively updated edition introduces innovative metrics ranging from Net Promoter to social media and brand equity measurement, and shows how to build comprehensive models to optimize every marketing decision you make. If you need to measure and improve marketing performance, this 3-book package will be your most valuable resource. From world-renowned business sustainability experts Cesar A. Brea, Rajkumar Venkatesan, Paul W. Farris, Ronald T. Wilcox, Neil T. Bendle, Phillip E. Pfeifer, and David J. Reibstein
