|
|
Sold Out
Book Categories |
Preface vi
Section I THE RISING IMPACT OF SALES AND DISTRIBUTION: WHY "GOOD ENOUGH" ISN’T ENOUGH ANYMORE 1
1 Why It's Time to Change Selling: Your Sales Model Is Broken 3
Robert Wollan
2 The Solution—Agile Selling: Growth Can Come from Investing in Your "Selling Force," Not Just Your "Sales Force" 20
Robert Wollan
3 The Agile Sales and Distribution Ecosystem 38
Mike Heald and Paul Neumann
4 Time for a Refresh: The Updated Sales Strategy 51
Naveen Jain and Varun Ratta
5 Looking for Channel-Selling Innovation? Four Industries That Stand Out 67
Robert Wollan, Anne O’Riordan, Jean-Laurent Poitou, Fabio Vacirca, and John L. DelSanto
Section II THE NEW AGILE SELLING MODEL AND STRATEGY 91
6 Advanced Strategies for Customer Targeting and Lead Generation 95
Lan Guan and Golnar Pooya
7 A Renewed Focus on the Differentiated Customer Buying Experience 109
Ron Ref and Ami Palan
8 Price Strategies in a MultichannelWorld 128
Tom Jacobson, Cecilia Nguyen, Tiffany Gilbert, and Julian Short
9 Bringing Science to Selling 152
Jan Van der Linden
10 Incentives ThatDrive Performance:Motivating the Right Behaviors with the Right Sales and Marketing Incentives to Optimize ROI 178
Jason Angelos and Gary Singer
Section III BUILDING THE BETTER NETWORK—POSITIONING FOR SUCCESS AND EFFECTIVENESS 201
11 Joint Initiatives: A Step Change for Sales Collaboration 203
Mike Heald, Paul Neumann, and Golnar Pooya
12 A New Look at an Old Problem: Selling to Small- and Medium-Size Businesses 217
Ron Ref and Lan Guan
13 Using Social Media to Engage Buyers, Empower Sellers, and Reinvent the Sales Process 234
Kari Kaario and Jason Breed
14 Around the Block or Around the World: How to Enter New, GlobalMarkets 262
Christian Requena, Golnar Pooya, Grant Hatch, Pieter Becker, and Tomas Kandl
Section IV BEYOND THE "PILOT" PHASE: THE CORE COMPONENTS OF THE AGILE SELLING ENTERPRISE—POSITIONING FOR EFFICIENCY 281
15 The CIO Sales Agenda: How to Build an Advanced Sales and Distribution IT Infrastructure 283
Robert Wollan, Paul Daugherty, and Saj Usman
16 Tablets,Smartphones, and Apps:The Importance of aClear, Standardized Mobility Strategy 296
Yusuf Tayob, Terri Rinella, and Aidan Quilligan
17 New Rules for Tools and IT Infrastructure: The Cloud and Agile Tools, Processes, and Systems 314
Saideep Raj and Beth Boettcher
Section V EMPOWERING EMPLOYEES FOR SELLING SUCCESS 335
18 Profiling and Shaping a High-Performance Sales Force 337
David Smith, Victoria Luby, PhD, and Patrick Mosher
Notes 357
Index 365
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
Login|Complaints|Blog|Games|Digital Media|Souls|Obituary|Contact Us|FAQ
CAN'T FIND WHAT YOU'RE LOOKING FOR? CLICK HERE!!! X
You must be logged in to add to WishlistX
This item is in your Wish List
X
This item is in your Collection
Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More
X
This Item is in Your Inventory
Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More
X
You must be logged in to review the productsX
X
X
Add Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More, Selling Through Someone Else can help any executive charged with driving growth in his or her organization—whether it be the CEO, Chief Sales Officer, Chief Customer Service Officer, CIO, head of human resources, or maybe all of those as a small- o, Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More to the inventory that you are selling on WonderClubX
X
Add Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More, Selling Through Someone Else can help any executive charged with driving growth in his or her organization—whether it be the CEO, Chief Sales Officer, Chief Customer Service Officer, CIO, head of human resources, or maybe all of those as a small- o, Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More to your collection on WonderClub |