Strategies That Win Sales: Best Practices of the Worlds Leading Organizations
Strategies That Win Sales: Best Practices of the Worlds Leading Organizations
ISBN: 0793188601
EAN: 2147483647
EAN: 2147483647
Year: 2003
Pages: 98
Pages: 98
Authors: Mark Marone, Seleste Lunsford
- Table of Contents
- BackCover
- Strategies that Win Sales--Best Practices of the World s Leading Organizations
- Preface
- Introduction
- What We Asked
- Who We Interviewed
- Chapter 1: Challenges Facing Today s Sales Organizations
- Globalization
- Competition
- Changes in Customers Buying Behaviors
- Complex Sales Cycles
- Heightened Performance Expectations
- Internal Resources Constraints
- Overcoming Challenges with Strategies that Win Sales
- Chapter 2: Expanding Multichannel Strategies
- Developing a Channel Strategy
- Managing Channel Conflict
- Best Practices and Lessons Learned
- Chapter 3: Examining the Deployment of Sales Resources
- Common Structures
- Which to Choose?
- Best Practices and Lessons Learned
- Chapter 4: Leveraging Technologies For Sales Success
- Technology and the Successful Sales Organization
- Market Challenges and the Sales Technology Solution
- Technology Strategies for Successful Sales
- Best Practices and Lessons Learned (The Future of Sales Technologies)
- Chapter 5: Adopting a Consultative Selling Approach
- What is Consultative Selling?
- It s Been Decades. What Happened?
- So Why Bother Now?
- Is Consultative Selling Always the Answer?
- What Do Customers Want?
- Balancing Customer Potential and Cost of Sales
- Can a Customer Move Up the Relationship Ladder?
- Best Practices and Lessons Learned
- Chapter 6: Reskilling the Sales Force
- Competencies Define Sales Superstars
- The Importance of Selection
- Training to Develop New Skill Sets
- Best Practices and Lessons Learned
- Chapter 7: Redefining Sales Management
- Contemporary Sales Manager Challenges
- The Skills Required for Successful Sales Management
- The Impact of Management Style
- Best Practices and Lessons Learned
- Chapter 8: Creating a Culture for Winning Sales
- Organizational and Sales Force Culture
- How Successful Organizations Create Sales Cultures
- Management as a Cultural Guide
- Best Practices and Lessons Learned
- Chapter 9: Customers Demands For More--Buying Behaviors and Attitudes
- Customers Want More of Everything
- What Customers Want and How They Buy
- Best Practices and Lessons Learned
- Chapter 10: Conclusion
- Summarizing the Strategies that Win
- Underlying Themes
- Applying the Customer Filter
- What Do We Do With All of this Information? A Final Thought
- Appendix A: Five Roles for Successful Sales--A Search for the Indicators of Sales Success
- The Long-Term Ally
- The Business Consultant
- The Strategic Orchestrator
- The Consistent Cultivator
- The Focused Optimist
- Supporting the Selling Process: What Organizations Can Do
- Research Methodology
- Appendix B: Salesperson Competency Assessment
- Appendix C: Sales Manager Assessment
- Bibliography
- Index
- Index_B
- Index_C
- Index_D
- Index_E
- Index_F
- Index_G
- Index_H
- Index_I
- Index_J
- Index_K
- Index_L
- Index_M
- Index_N
- Index_O
- Index_P
- Index_R
- Index_S
- Index_T
- Index_U
- Index_V
- Index_W
- Index_Y
- List of Figures
- List of Sidebars
Strategies That Win Sales: Best Practices of the Worlds Leading Organizations
ISBN: 0793188601
EAN: 2147483647
EAN: 2147483647
Year: 2003
Pages: 98
Pages: 98
Authors: Mark Marone, Seleste Lunsford
- Linking the IT Balanced Scorecard to the Business Objectives at a Major Canadian Financial Group
- Measuring and Managing E-Business Initiatives Through the Balanced Scorecard
- A View on Knowledge Management: Utilizing a Balanced Scorecard Methodology for Analyzing Knowledge Metrics
- Measuring ROI in E-Commerce Applications: Analysis to Action
- Managing IT Functions