Selling through someone else: how to use agile sales networks and partners to sell more
Saved in:
| Format: | Book |
|---|---|
| Language: | English |
| Published: |
Hoboken, NJ
Wiley
2013
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | VIII, 376 S. graph. Darst. |
| ISBN: | 9781118496381 |
Staff View
MARC
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|---|---|---|---|
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| 020 | |a 9781118496381 |c (hbk.) £26.99 |9 978-1-118-49638-1 | ||
| 024 | 3 | |a 9781118496381 | |
| 035 | |a (OCoLC)820488730 | ||
| 035 | |a (DE-599)BSZ375003495 | ||
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Record in the Search Index
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|---|---|
| adam_text | Contents
Preface
vi
Section I
The Rising Impact of Sales and Distribution:
Why Good Enough Isn t Enough Anymore
1
Ï
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
Naveenjain and Varun
Ratta
5
Looking for Channel-Selling Innovation? Four Industries
That Stand Out
67
Robert Wollan, Anne O Riordan,
Jean-Laurent Poitou,
Fabio
Vacina,
and John
L. DelSanto
III
iv
CONTENTS
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
Refand
Ami
Palan
8
Price Strategies in a Multichannel World
128
Tom
Jacobson,
Cecilia Nguyen, Tiffany Gilbert, and Julian Short
9
Bringing Science to Selling
152
Jan Van
der
Linden
1
0
Incentives That Drive Performance: Motivating the Right
Behaviors with the Right Sales and Marketing Incentives
to Optimize
ROI
178
Jason Angelas 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, Paid Neumann, and Golnar Pooya
12
A New Look at an Old Problem: Selling to
Small- and Medium-Size Businesses
217
Ron
Refand
Lan Guan
13
Using Social Media to Engage Buyers, Empower Sellers,
and Reinvent the Sales Process
234
Kari Kaario
and Jason Breed
Contents v
14
Around the Block or Around the World: How to Enter
New, Global Markets
262
Christian
Requena, Golnar
Pooya, Grant Hatch,
Pieter
Becker,
and
Tomas Kanal
Section IV
Beyond the Pilot Phase: The Core Components
of the Agile Selling Enterprise
—
Positioning
for Efficiency
281
1 5
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 a Clear,
Standardized Mobility Strategy
296
YnsufTayob,
Terri
Rimila,
and
Aidán Quilligan
1 7
New Rules for Tools and IT Infrastructure: The Cloud
and Agile Tools, Processes, and Systems
314
Saideep Raj and Beth Boettcber
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
351
Index
365
|
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| id | DE-604.BV040777963 |
| illustrated | Illustrated |
| indexdate | 2024-07-10T00:33:43Z |
| institution | BVB |
| isbn | 9781118496381 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-025756265 |
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| owner_facet | DE-703 |
| physical | VIII, 376 S. graph. Darst. |
| publishDate | 2013 |
| publishDateSearch | 2013 |
| publishDateSort | 2013 |
| publisher | Wiley |
| record_format | marc |
| spelling | Selling through someone else how to use agile sales networks and partners to sell more Robert Wollan ; Naveen Jain ; Michael Heald Hoboken, NJ Wiley 2013 VIII, 376 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Netzwerk (DE-588)4171529-9 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf Selling Business networks Social networks Verkauf (DE-588)4117346-6 s Netzwerk (DE-588)4171529-9 s SWB Wollan, Robert Sonstige oth Jain, Naveen Sonstige oth Heald, Michael Sonstige oth Erscheint auch als Online-Ausgabe 978-1-118-52622-4 Erscheint auch als Online-Ausgabe 978-1-118-52630-9 Erscheint auch als Online-Ausgabe 978-1-118-52652-1 Digitalisierung UB Bayreuth application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=025756265&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Selling through someone else how to use agile sales networks and partners to sell more Netzwerk (DE-588)4171529-9 gnd Verkauf (DE-588)4117346-6 gnd |
| subject_GND | (DE-588)4171529-9 (DE-588)4117346-6 |
| title | Selling through someone else how to use agile sales networks and partners to sell more |
| title_auth | Selling through someone else how to use agile sales networks and partners to sell more |
| title_exact_search | Selling through someone else how to use agile sales networks and partners to sell more |
| title_full | Selling through someone else how to use agile sales networks and partners to sell more Robert Wollan ; Naveen Jain ; Michael Heald |
| title_fullStr | Selling through someone else how to use agile sales networks and partners to sell more Robert Wollan ; Naveen Jain ; Michael Heald |
| title_full_unstemmed | Selling through someone else how to use agile sales networks and partners to sell more Robert Wollan ; Naveen Jain ; Michael Heald |
| title_short | Selling through someone else |
| title_sort | selling through someone else how to use agile sales networks and partners to sell more |
| title_sub | how to use agile sales networks and partners to sell more |
| topic | Netzwerk (DE-588)4171529-9 gnd Verkauf (DE-588)4117346-6 gnd |
| topic_facet | Netzwerk Verkauf |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=025756265&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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