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Lean for sales : bringing the science of lean to the art of selling
Gillespie, Seán; Testani, Michael V. <Sr>; … - 2016
Traditional sales versus lean selling -- What is value; lean selling principles -- The lean selling "funnel" process explained -- Combining the art of selling with the science of lean -- Client capability study and identifying the 8 deadly forms of lean waste -- Getting to the root cause of a...
Persistent link: https://www.econbiz.de/10011458687
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Sandler enterprise selling : winning, growing, and retaining major accounts
Mattson, David; Sullivan, Brian W. - 2016
Persistent link: https://www.econbiz.de/10011448057
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Aufstand der Verkäufer. : Abhilfe für die notorische Unentschlossenheit potentieller Kunden
Gebhardt-Seele, Stephan - 2011 - 1. Aufl.
Persistent link: https://www.econbiz.de/10008908450
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Erfolgreich verkaufen im B2B : wie Sie Kunden analysieren, Geschäftspotenziale entdecken und Aufträge sichern
Sieck, Hartmut; Goldmann, Andreas - 2007 - 1. Aufl.
Persistent link: https://www.econbiz.de/10003473941
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Digital Selling : Erfolgreiche Strategien und Werkzeuge für B2B-Marketing und Vertrieb
Kilian, Dietmar (ed.); Mirski, Peter (ed.) - 2016
Persistent link: https://www.econbiz.de/10011629018
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Professional services marketing : how the best firms build premier brands, thriving lead generation engines, and cultures of business development success
Schultz, Mike; Doerr, John E.; Frederiksen, Lee W. - 2013 - Second edition
Persistent link: https://www.econbiz.de/10009769355
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The challenger customer : selling to the hidden influencer who can multiply your results
Adamson, Brent; Dixon, Matthew; Spenner, Pat; Toman, Nick - 2015
Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art of unteaching -- Building commercial insight -- Commercial insight in action -- Teaching mobilizers where they learn -- Two types of tailoring -- Taking control of consensus...
Persistent link: https://www.econbiz.de/10011458682
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A practitioner's guide to account-based marketing : accelerating growth in strategic accounts
Burgess, Bev; Munn, Dave - 2017
The essentials of account-based marketing -- Building the right foundations for account-based marketing -- Investing in …-based marketing step-by-step -- Knowing what is driving the account -- Playing to the client's needs -- Mapping and profiling … stakeholders -- Developing targeted value propositions -- Planning integrated sales and marketing campaigns -- Executing integrated …
Persistent link: https://www.econbiz.de/10011617182
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Industrial advertising copy
Lockwood, R. Bigelow - 2015 - Repr. 1985 by Garland Publ. Inc.
Persistent link: https://www.econbiz.de/10010419379