Published 2005, 249 pages.

zlib/no-category/by Mark Marone & Seleste Lunsford/Strategies That Win Sales - Best Practices Of The World's Leading Organizations_18222638.epub

Marone, Mark, Lunsford, Seleste

Mark D Marone

Kaplan Pub. Simon & Schuster, Inc. [distributor

Dearborn Real Estate Education

Dearborn Trade Pub

Kaplan Publishing

Kaplan Business

United States, United States of America

New York, New York, Jan. 2005

Chicago, IL, cop. 2005

January 1, 2005

lg57338

As senior managers at AchieveGlobal, one of the world's leading sales organizations, the authors know what it takes for companies to position themselves for growth.
<p>Today's complex selling environment has altered the definition of what it takes to be truly successful. Companies need to do more, more, more: grow more revenue, add more customers, and utilize more marketing channels.<br>
Sales performance consultants Mark Marone and Seleste Lunsford, and the team at <i>AchieveGlobal</i>, identified 17 business-to-business (B2B) and business-to-consumer (B2C) organizations from various industries that have successfully and aggressively pursued and implemented cutting-edge global solutions to these issues. They then conducted in-depth phone and face-to-face research with 150 individuals from the high-performing sales organizations, including <i>Marriott International, HP, Office Depot, Sprint PCS, Yellow Book USA, Ingersol Rand, Fuji-Xerox</i>, and <i>TD Waterhouse</i>.</p>
<p><i>Strategies That Win Sales</i> goes beyond the nuts and bolts of sales process books by identifying higher-level challenges, including how to:<br>
* Segment customers.<br>
* Align a sales force with today's more sophisticated and knowledgeable customers.<br>
* Extend multichannel strategies, including distributors, e-commerce, teleselling, and face-to- face selling.<br>
* Implement e-commerce, customer relationship management, and sales force automation.<br>
* Train salespeople to be competitive and grow revenue in this new business environment.</p>
<p>The book's narrative format contains examples, cutting-edge solutions, case studies, and quotations from participating companies, as well as trends and predictions for the future.</p>

Annotation As senior managers at AchieveGlobal, one of the world's leading sales organizations, the authors know what it takes for companies to position themselves for growth. Today's complex selling environment has altered the definition of what it takes to be truly successful. Companies need to do more, more, more: grow more revenue, add more customers, and utilize more marketing channels. Sales performance consultants Mark Marone and Seleste Lunsford, and the team atAchieveGlobal, identified 17 business-to-business (B2B) and business-to-consumer (B2C) organizations from various industries that have successfully and aggressively pursued and implemented cutting-edge global solutions to these issues. They then conducted in-depth phone and face-to-face research with 150 individuals from the high-performing sales organizations, includingMarriott International, HP, Office Depot, Sprint PCS, Yellow Book USA, Ingersol Rand, Fuji-Xerox, andTD Waterhouse. Strategies That Win Salesgoes beyond the nuts and bolts of sales process books by identifying higher-level challenges, including how to:* Segment customers.* Align a sales force with today's more sophisticated and knowledgeable customers.* Extend multichannel strategies, including distributors, e-commerce, teleselling, and face-to- face selling.* Implement e-commerce, customer relationship management, and sales force automation.* Train salespeople to be competitive and grow revenue in this new business environment. The book's narrative format contains examples, cutting-edge solutions, case studies, and quotations from participating companies, as well as trends and predictions for the future

"Strategies That Win Sales: Best Practices from the World's Leading Organizations surveys 150 individuals from 17 top companies who have successfully addressed these issues. Sales performance consultants Mark Marone and Seleste Lunsford from AchieveGlobal have conducted in-depth phone and face-to-face research with individuals at all levels of the organization, from front-line sales to C-level positions." "The result is a forward-thinking summary of best practices and strategies your organization can implement to win more sales, as well as trends and predictions for the future. Packed with real-life examples, cutting-edge solutions, case studies, and quotations from participating companies, Strategies That Win Sales shows you what it takes to compete with the best."--BOOK JACKET

Challenges confronting the modern sales organization cross multiple lines; sometimes they're externally driven, sometimes internally driven, and other times the result of both inside and outside influences.

2021-11-29