Download or read book Key Account Management written by Diana Woodburn and published by John Wiley & Sons. This book was released on 2012-11-13 with total page 497 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.
Download or read book Account Management written by Ken Langdon and published by John Wiley & Sons. This book was released on 2004-01-16 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.
Download or read book Occupational Outlook Quarterly written by and published by . This book was released on 2008 with total page 44 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book NLP in Business written by Peter Freeth and published by Communications In Action. This book was released on 2005 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written for anyone wanting to learn how to apply NLP in a professional or business environment, NLP in Business is ideal for leaders, managers, sales people, HR professionals, project managers, IT specialists and anyone who wants to develop better professional relationships. This book is written from the outset to both teach and demonstrate the application of NLP as a business tool. There are ready made exercises for you and many ideas and applications that you can use right away. NLP in Business is written from many years experience both in training NLP at the Practitioner and Master Practitioner level, and also in applying NLP in business and in business applications training.
Download or read book The Social Life of Information written by John Seely Brown and published by Harvard Business Review Press. This book was released on 2017-02-21 with total page 333 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understand the human place in a digital world. “Should be read by anyone interested in understanding the future,” The Times Literary Supplement raved about the original edition of The Social Life of Information. We’re now living in that future, and one of the seminal books of the Internet Age is more relevant than ever. The future was a place where technology was supposed to empower individuals and obliterate social organizations. Pundits predicted that information technology would spell the end of almost everything—from mass media to bureaucracies, universities, politics, and governments. Clearly, we are not living in that future. The Social Life of Information explains why. John Seely Brown and Paul Duguid show us how to look beyond mere information to the social context that creates and gives meaning to it. Arguing elegantly for the important role that human sociability plays, even—perhaps especially—in the digital world, The Social Life of Information gives us an optimistic look beyond the simplicities of information and individuals. It shows how a better understanding of the contribution that communities, organizations, and institutions make to learning, working, and innovating can lead to the richest possible use of technology in our work and everyday lives. With a new introduction by David Weinberger and reflections by the authors on developments since the book’s first publication, this new edition is essential reading for anyone seeking to understand the human place in a digital world.
Download or read book The Start of Summer written by Alison Walsh and published by Hachette Books Ireland. This book was released on 2019-05-02 with total page 251 pages. Available in PDF, EPUB and Kindle. Book excerpt: 'Walsh writes with a warmth and humour about the disparate lives of four new mothers over one summer in Dublin. This is a touching, enjoyable tale of friendship in all of its complexities.' Anne Griffin A long, hot summer has just begun. Three new mothers gather in the park, in the shade of the trees, forming a tight circle. They keep each other close, sharing gossip, parenting wisdom and deep secrets. Gracie appears to have adapted to motherhood with ease, but secretly she wonders if the cost - to her job and her relationship - is too high. Free-spirited Lina is a single parent by choice, but finds that her decisions have consequences, for her daughter and for herself? And shy Jane is facing the battle of her life, against the man who should be her rock, and with the echoes of a painful decision she made years before. When a lonely new mum asks to join them, the circle opens to let her in. But Elise's arrival provokes mixed emotions amongst the other mothers, as each is forced to confront her true self and the fact that life will never be the same again.
Download or read book Leading When You re Not the Boss written by Roger Strathausen and published by Apress. This book was released on 2015-11-27 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: Answer the questions that arise when managers and workers need to adjust to unfamiliar leadership roles and rules in flattened organizational forms. Leading When You’re Not the Boss provides a conceptual framework that you can apply when assessing your own organizations and work. The book discusses the underlying ideas necessary for a shift from a culture of hierarchies to one of relationships and the establishment of intrapreneurial and holistic work environments. This book supports the trend in many corporations toward flattening parts of their traditional top–down hierarchical management systems into more egalitarian, democratized, and distributed organizational forms. It analyzes the weaknesses of "management" culture at a time of ever more rapid change and complexity in the business world and illustrates how flattened organizational units increase agility, innovation, and efficacy. Moreover, it discusses how individuals can exercise effective leadership despite lacking the command-and-control authority of conventional bosses and ways for organizations to cultivate effective "post-management" cultures. Especially in the technology sector, large projects have become too complex to be mastered by any single leader. Drawing on his experience as a senior manager and executive consultant for a number of Fortune Global 500 companies, Roger Strathausen analyzes the situations and benefits that motivate companies to adopt flattened organizational forms. He shows that empowering a multi-talented group to manage itself by horizontal cooperation can deliver products with more speed, efficiency, innovation, and nimbleness than a solo boss could, while yielding higher employee productivity and retention rates. With an entertaining mix of real-world examples and an episodic HBR-style fictitious case study, the author illustrates throughout the book how his leadership lessons can be serviceable only when intelligently tailored to the dynamic complexities of specific situations, including the personalities and competencies of the people involved. What You'll Learn How to tailor the techniques of shared leadership to specific business situations rather than treating them as iron rules How to flourish in nonhierarchical and ambiguously-hierarchical organizational contexts that encourage individual initiative for the joint benefit of the enterprise and personal professional growth How success and fulfillment at work are enhanced by organizational forms in which participants assess the situational relevance of their respective talents and actively apply them to group objectives in lateral cooperation with peers, as opposed to passively receiving orders from appointed bosses Who This Book Is For The primary readerships for this book are business leaders and managers at all levels in corporations and non-managerial professionals who work in self-directed teams. The secondary readerships are practitioners, consultants, and academics interested in the topics of human resources, organizational design, and the future of work.
Download or read book Managing Global Customers written by George S. Yip and published by OUP Oxford. This book was released on 2007-09-06 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: Multinational companies need to manage their relationships with multinational customers with a globally integrated approach. This book provides a systematic framework for developing and implementing such global customer management programs. It draws on in-depth research at over 20 major U.S. and European multinational companies, such as ABB, Bechtel, BP, Bosch, British Airways, Carrefour, Daimler-Chrysler, Hewlett-Packard, HSBC, IBM, Schlumberger, Shell, Siemens, Tesco, Unilever, Vodafone, Wal-Mart, and Xerox. Readers will learn how to · think about managing global customers in the context of their overall global strategy · develop effective global customer management programs · overcome barriers to implementation and success · build better relationships with important customers · get the entire company to engage with managing global customers This book takes a strategic, total business, and not just sales approach to managing global customers. It also takes a customer as well as a supplier perspective. The book provides guidance on both strategy and implementation. Yip and Bink's Managing Global Customers takes a systematic and logic driven approach, yet provides many creative insights and practical advice. Managing Global Customers highlights the rewards of taking a step beyond global account management to create a Global Customer Management approach, integrating globally all aspects of the relationship between supplier and customer. The book gives a framework that guides international companies in using their relationships with global customers to their full potential. George Yip, author of the widely-praised Total Global Strategy, and Audrey Bink tackle in-depth one of the most important aspects of global strategy: How to manage global customers.
Download or read book More Time for You written by Rosemary Tator and published by AMACOM Div American Mgmt Assn. This book was released on 2011 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you're overwhelmed and overworked, you don't need sympathy--you need a powerful system for getting more done in less time. More Time for You shows you how to take advantage of today's most versatile and effective productivity enhancers --mobile devices, online tools, and calendar software--to become more organized and lead a less stressful life. The authors reveal their proven, practical approach for prioritizing, achieving goals, reducing stress, and increasing your capacity to do what matters most. The book shows you how to: Make better, faster decisions based on your priorities * Tame your inbox with easy and efficient e-mail triage techniques * Set up a calendar management and reminder system * Handle distractions and interruptions * Lose that nagging sense you are forgetting something * Maximize the benefits (and minimize the time sink) of social media Illustrated with screen shots from Microsoft Outlook®, the authors' simple tips and step-by-step process make workplace organization a reality. Their upbeat tone and get-to-it approach make starting and sticking with the program easier than you'd ever imagine!
Download or read book Deep Within the Mirror written by Linda De Vellis and published by FriesenPress. This book was released on 2024-10-24 with total page 67 pages. Available in PDF, EPUB and Kindle. Book excerpt: There is a reason you were drawn to this book. Maybe you feel dissatisfied with your career or your relationships. Maybe you’ve lost a loved one, or you’re dealing with health challenges. Maybe you’re just getting through the day, but you know—you feel certain—that there is more to this thing called life. In Deep Within the Mirror, Linda De Vellis details her own life’s hardships—losing her mother at a young age, divorce, single motherhood, financial scarcity, breast cancer, heartbreak—and how she found the strength and drive to become the happy, successful, empowered person she is today. Tender, wise, and uplifting, Deep Within the Mirror is both an intimate memoir and a user-friendly guide to a more meaningful and purposeful life. De Vellis asks us to take a long, hard look within and be honest about what we find there. In clear-eyed prose, she offers tools and encouragement to transform obstacles into learning experiences, find a greater sense of purpose, honor grief and heartbreak, make peace with our bodies, and move from a foundation of self-love so that no matter what setbacks we encounter, we can always come back to ourselves.
Download or read book Network World written by and published by . This book was released on 2000-03-13 with total page 88 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.
Download or read book Gorilla Theory The Art of Avoiding Project Delivery Disaster written by Henry CHUKS and published by Spotlight Literary. This book was released on 2012 with total page 69 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book You First written by Liane Davey and published by John Wiley & Sons. This book was released on 2013-09-11 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: Five common problems your team is susceptible to—and the one thing you can do to fix all of them There are so many ways a team can go wrong. Does your team make decisions so slowly that nothing ever gets done, or does it go too fast and miss critical issues that come back to bite you later? Does your team bicker endlessly or smile and nod while avoiding the tough issues? Too often, team dysfunction leads to abysmal productivity and zero innovation for your organization, as well as misery and wasted time for you. Most team members sit and wait, feeling trapped in a team that just isn't working. You First: Inspire Your Team to Grow Up, Get Along, and Get Stuff Done presents a radical new idea: you can change your team. Author Liane Davey shows how you, from any seat at the table, even without support from your colleagues or your team leader, can transform even a toxic team. It starts with living up to five responsibilities that will change the workings of even the most dysfunctional team. Addresses the five most common ways your team can become toxic Gives you a diagnostic to see if your team is at risk Doles out practical suggestions to deal with the crisis in the short-term Instructs you on how to disrupt the patterns that leave you in an endless cycle of dysfunction Replaces those patterns with positive interactions and even productive conflict Gives you the right words to say to change your team for the better—starting today Written by Liane Davey, PhD, a highly sought-after consultant and Principal of Knightsbridge Leadership Solutions and the Vice President of Global Solutions and Team Effectiveness Designed for front line employees, middle managers, executives, or anyone who works regularly in teams, You First will help you figure out how to make your team happier, healthier, and more productive.
Download or read book The Client Retention Handbook for Digital Marketing Agencies written by Josh Nelson and published by Seven Figure Agency. This book was released on 2022-08-08 with total page 166 pages. Available in PDF, EPUB and Kindle. Book excerpt: While there are hundreds of books focused on ‘getting’ clients for your Digital Marketing Agency, nobody tells you the harsh reality: If You Can’t KEEP Clients, You Don’t Have a Business And this is a big deal because… A 5% increase in client retention can improve profits by between 25% and 95% So how do you get them to stay? Believe it or not, it’s not just about results. Getting clients to stay with you long term boils down to 3 key elements referred to in the book as “the sticky triad” and you have to get all your ducks in a row… If you’re reading this now - chances are you’re frustrated because you haven’t quite figured out HOW to do that, and it’s one of the biggest factors that’s holding your agency back from getting out of the “cycle of stuck”, building your team, and enjoying the sort of lifestyle most people only dream of. Clients have options, & they know it, and without the ‘sticky triad’ you’ll end up… Landing two new clients only to lose one, leaving you & your team deflated, frustrated & questioning your abilities. Scratching your head in disbelief as the dreaded glass ceiling rears its ugly head, stifling your growth & restricting your cash-flow. Watching in frustration as client after client walks out the door & into the open arms of your competitors. In this book you will discover the proven, step-by-step processes the author used to not only get enough clients to build a 7 figure agency, but KEEP them and generate an abundance of referrals. There is a specific formula to getting it right, and it goes far deeper than simply “getting results.” Knowing what to say and how to say it at every critical touch point along the way, and then passing on that skill by training the best possible employees for the job. “They’ve not only worked for me, but for countless other agencies! And I am supremely confident that they will work for you IF you apply them. Over the past 4 years I've taken these proven methods to keep more clients for longer, (creating exponential recurring revenue growth year on year) and helped dozens of agency owners from around the world do the same.” Josh Nelson – Author & Founder of The Seven Figure Agency And in this book you’re going to get those exact same strategies… This set of turnkey instructions will teach you: How Josh went from virtually bankrupt to running a hyper-growth agency that made the Inc 5000 list of fastest growing companies in the United States 4 years in a row How to manufacture quick wins for clients & give them precisely what they want, so they stick around 10x longer. The 5 steps to better retention & how to onboard clients so they respect and appreciate you – and never want to leave. How to stop taking on any & every custom project & CHOOSE your own clients (to reduce headaches & explode your scale-ability). The step-by-step automation process to communicate every step of the way & avoid the deadly mistake of high churn agencies How to Keep the maximum number of clients possible so you can bank on solid revenue figures at the end of each month “Josh tells you, step-by-step, how to get results for your clients, how to implement your own agency marketing, & how to design systems that grow with your agency long-term.” - Ryan Deiss, Founder & CEO of DigitalMarketer.com
Download or read book Latinas and African American Women at Work written by Irene Browne and published by Russell Sage Foundation. This book was released on 2000-10-12 with total page 452 pages. Available in PDF, EPUB and Kindle. Book excerpt: One of Choice magazine's Outstanding Academic Books of 1999 Accepted wisdom about the opportunities available to African American and Latina women in the U.S. labor market has changed dramatically. Although the 1970s saw these women earning almost as much as their white counterparts, in the 1980s their relative wages began falling behind, and the job prospects plummeted for those with little education and low skills. At the same time, African American women more often found themselves the sole support of their families. While much social science research has centered on the problems facing black male workers, Latinas and African American Women at Work offers a comprehensive investigation into the eroding progress of these women in the U.S. labor market. The prominent sociologists and economists featured in this volume describe how race and gender intersect to especially disadvantage black and Latina women. Their inquiries encompass three decades of change for women at all levels of the workforce, from those who spend time on the welfare rolls to middle class professionals. Among the many possible sources of increased disadvantage, they particularly examine the changing demands for skills, increasing numbers of immigrants in the job market, the precariousness of balancing work and childcare responsibilities, and employer discrimination. While racial inequity in hiring often results from educational differences between white and minority women, this cannot explain the discrimination faced by women with higher skills. Minority women therefore face a two-tiered hurdle based on race and gender. Although the picture for young African American women has grown bleaker overall, for Latina women, the story is more complex, with a range of economic outcomes among Cubans, Puerto Ricans, Mexicans, and Central and South Americans. Latinas and African American Women at Work reveals differences in how professional African American and white women view their position in the workforce, with black women perceiving more discrimination, for both race and gender, than whites. The volume concludes with essays that synthesize the evidence about racial and gender-based obstacles in the labor market. Given the current heated controversy over female and minority employment, as well as the recent sweeping changes to the national welfare system, the need for empirical data to inform the public debate about disadvantaged women is greater than ever before. The important findings in Latinas and African American Women at Work substantially advance our understanding of social inequality and the pervasive role of race, ethnicity and gender in the economic well-being of American women.
Download or read book Key Account Management and Planning written by Noel Capon and published by Simon and Schuster. This book was released on 2002-06-15 with total page 482 pages. Available in PDF, EPUB and Kindle. Book excerpt: The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition. Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.
Download or read book Moving from Project Management to Project Leadership written by R. Camper Bull and published by CRC Press. This book was released on 2010-04-29 with total page 302 pages. Available in PDF, EPUB and Kindle. Book excerpt: Imagine if we were using the same medical techniques today that were used during the Industrial Revolution, including the practice of bloodletting using leeches. Medicine has come a long way since then. So why do organizations and corporations cling to management techniques that are just as obsolete as the bleed-and-leech model? In a global workpla
