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Global B2B Challenge als eBook Download von
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Global B2B Challenge:

Anbieter: Hugendubel.de
Stand: 14.05.2018
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B2B sales of German Small and Medium-sized Ente...
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B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships: Yves Scheffler

Anbieter: Hugendubel.de
Stand: 14.05.2018
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B2B sales of German Small and Medium-sized Ente...
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B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships: Yves Scheffler

Anbieter: Hugendubel.de
Stand: 23.03.2018
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B2B sales of German Small and Medium-sized Ente...
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B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships

Anbieter: Allyouneed.com
Stand: 12.04.2018
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B2B sales of German Small and Medium-sized Ente...
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For decades Germany and France have been forming the core of the European Union. They generate about 40 per cent of total economic output in the Euro Zone. Nowhere else, there does exist such an intense relationship between neighbouring economies like between these two countries. Those links go far beyond external trade relations and are targeted towards mutual business cooperation. In the light of globalisation, a rising number of competitors, increasing customer demands and short product life cycles, cross-national commerce are of great importance for German Small and Medium-sized Enterprises (SMEs) - particularly in the B2B sector. Sales is often tagged as an enterprises figurehead. It is responsible for determining whether a manufacturer effectively conveys its capabilities to the B2B customer. To date, there exists no single reference book covering all four topics of this papers headline: B2B, SMEs, sales and Franco-German business relationships. The ongoing literature is mainly focussed on large firms. The subject of international sales has hardly been investigated, yet. Apart from the sales excellence approach, there are few selling models for corporate practice. The lack of sales expertise both in theory and practise is thus not the ideal prerequisite for succeeding on a cross-border scale. This study addresses sales challenges of German SMEs with its trading partner France in the B2B sector. It should be stressed that the focus is on SMEs from Germany only. The company size of French business partners does not play a role in this context. The acquisition-related part of sales (selling) is highlighted while the physical component (distribution) is secondary within the framework of this assignment. In consequence, the central question is to figure out what kind of challenges German SMEs must face when exerting B2B sales activities in France. A related sub-issue is defined as follows: Which type of challenge has the greatest impact on cross-border sales operations in France? The declared purpose of this study is to answer the above-mentioned queries. Following the acquired basic knowledge this is done through an empirical survey. Furthermore, it is targeted to provide recommendations in order to enhance sales efficiency and effectiveness of German SMEs.

Anbieter: ciando eBooks
Stand: 12.12.2017
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Predictable Prospecting: How to Radically Incre...
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?Most of what has been written for salespeople about prospecting and pipeline management does nothing to improve their sales results. Either it?s too theoretical, which makes it complex and impractical or, even worse, it?s too simple to help in the real world. This is the Goldilocks of prospecting books. It walks a just-right balance, with useful cases and examples.??Neil Rackham, bestselling author of SPIN Selling ?Prospecting is the most important work in sales. It?s also the one activity that virtually all salespeople and sales organizations struggle to do consistently. In Predictable Prospecting you?ll learn how to streamline your prospecting activities into an effective selling system that works! If you?re ready to make more money and accelerate your sales productivity, then this book is essential reading. ?Jeb Blount, CEO of Sales Gravy, Inc., and author of Fanatical Prospecting and People Buy You?Marylou is one of the finest and brightest minds I know when it comes to ?upping the game.? She makes outbound prospecting far more productive, predictable, and profitable. Her latest thinking is not only worthwhile reading, it?s a MUST if your business goal is increased revenue performance.? ?Jay Abraham, founder and CEO of Abraham Group, Inc., and author of Getting Everything You Can Out of All You?ve Got?Predictable Prospecting does for the ?modern seller? what Predictable Revenue did back in its day. In this book you get an updated process that integrates with what is currently working in your playbook. Not a rip-and-replace strategy . . . just better.??Trish Bertuzzi, CEO of The Bridge Group and author of The Sales Development Playbook?Predictable Prospecting offers a great mix of tactical recommendations within a strategic methodology for predictable pipeline generation. This is a great book for staying current on the technologies and processes that are proving to be the most effective.??Brent Holloway, VP of Corporate Sales at Talend, Inc., and coauthor of Sales 2.0?Most sales organizations suffer from an unoptimized sales process. The result? Inconsistent sales and revenue as well as missed forecasts. In Predictable Prospecting, Tyler and Donovan show you how to reengineer your sales prospecting into an opportunity machine.??Max Altschuler, founder and CEO of Sales Hacker, Inc., and author of Hacking Sales?This book is my team?s go-to playbook for generating predictable revenue.??Paul Fifield, Chief Revenue Officer of UNiDAYS?Marylou Tyler combines great wisdom and knowledge to help solve the pipeline development challenge we face daily. This book will unlock the door to consistent and predictable pipeline growth like never before.??Nick Scaglione, VP of Sales and Business Development at VoxGen?This book leads you to a true understanding of sales productivity.??Mark Kosoglow, VP of Sales at Outreach SaaS?Predictable Prospecting provides a pragmatic approach to improving sales results with examples and stories that will motivate the reader to reach higher levels of personal success, striking the right balance of theory and practicality in a space where ?getting to the point? is critical.??Daniel J. Houston, chairman, president, and CEO of Principal Financial

Anbieter: buecher.de
Stand: 20.05.2018
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Predictable Prospecting: How to Radically Incre...
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The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout best seller hailed as a ´´sales bible´´ (Inc.com). If your organization´s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline - whether you´re a sales or marketing executive, team leader, or sales representative. Based on the acclaimed business model that made Predictable Revenue a runaway best seller, this powerful approach to B2B prospecting will help you to: Identify the prospects with the greatest potential Clearly articulate your company´s competitive position Implement account-based sales development using ideal account profiles Refine your lead targeting strategy with an ideal prospect profile Start a conversation with people you don´t know Land meetings through targeted campaigns Craft personalized email and phone messaging to address each potential buyer´s awareness, needs, and challenges Define, manage, and optimize sales development performance metrics Generate predictable revenue You´ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals - quickly, efficiently, and predictably. The book includes easy-to-use charts and email templates and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit. Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive mark... 1. Language: English. Narrator: Todd Belcher. Audio sample: http://samples.audible.de/bk/graw/000210/bk_graw_000210_sample.mp3. Digital audiobook in aax.

Anbieter: Audible - Hörbücher
Stand: 25.04.2018
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The Marketing Challenge for Industrial Companie...
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This book discusses the differences between consumer marketing and industrial marketing, as well as the challenges faced when putting each into practice. It identifies important distinctions in terms of product functionality, market research concepts and techniques, market segmentation, pricing, sales force and product launch. Furthermore, it reviews significant variations concerning other issues such as branding, distribution, product development and the organizational structure of the commercial department. Each chapter features both authoritative, novel concepts suited for global application and hands-on protocols. By presenting these concepts and their implementation, this book is the first of its kind in the field to help practitioners avoid using consumer-marketing techniques that could in fact be inappropriate for and detrimental to an industrial company strategy. Dr. Claudio Saavedra is a Professor of Advanced Industrial Marketing at NORDAKADEMIE Graduate School, Hamburg. Professor Saavedra has also conducted teaching and workshops for US-American Louisville University in Panama and for Pontificia Universidad Católica de Chile. In addition, he has been invited as a speaker in international seminars in conjunction with other global Industrial Marketing Centres, such as triple-accredited Grande École EMLYON Business School in France and The Corporate Development Institute in North Carolina, USA. He has also been actively involved in business through international consultancy and direct experience as a senior manager in industrial companies for over 15 years. His prior experience in line management and his on-going consulting practise has proved to be highly useful for the real-world applicability of his academic thinking. As a researcher, he has developed novel concepts and B2B marketing techniques for practitioners. Among these are: Industrial Market Research (© The Discovery Team), Industrial Market Segmentation, Technical Product Development, Technical Product Market Launching, Industrial Distribution, Technical Product Branding, Pricing in Industrial Markets, and Business to Business relationship. He has authorship in topics such as intercompany relationship metric bonding and the metrical evaluation of industrial salesforce performance. After his Bachelor education in Chile and New York and his Masters Degree in a co-joint programme with Wharton Business School, Pennsylvania, USA, Claudio Saavedra obtained his Ph.D. from Dartmouth College, USA. He later pursued post-doctoral work at Université de Genève in Switzerland.

Anbieter: ciando eBooks
Stand: 02.04.2018
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Dealstorming: The Secret Weapon That Can Solve ...
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Sales genius is a team sport. As a B2B sales leader, you know that by Murphy´s law, despite your team´s best efforts, some deals will inevitably get stuck, or key relationships will go sour. And too often it´s the most important ones - the last thing you need when millions of dollars are on the line. "Dealstorming" is Tim Sanders´ term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it "a Swiss army knife for today´s toughest sales challenges". It fixes the broken parts of the brainstorming process and reinvigorates account management for today´s increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don´t be so sure. There´s a good chance you´re operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You´ll learn how to get the right team onboard for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from nonsales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real-world examples from major companies like Oracle and Skillsoft along with problem-finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It´s based on Sanders´ many years as a sales executive and consultant, personally leading doz... 1. Language: English. Narrator: Tim Sanders. Audio sample: http://samples.audible.de/bk/peng/002775/bk_peng_002775_sample.mp3. Digital audiobook in aax.

Anbieter: Audible - Hörbücher
Stand: 25.04.2018
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Sales Growth - Five Proven Strategies from the ...
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The challenges facing todays sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth , experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it-as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of todays most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how theyve overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, youll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. Youll also discover what it takes to find big growth in big data, develop the right sales DNA in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in todays competitive market. THOMAS BAUMGARTNER is a senior partner in McKinsey & Companys Vienna office. He co-leads McKinseys work on sales and channels globally. Thomas advises clients in industries including high-tech, electronics, transportation, basic materials, telecommunications, and consumer goods-where he helps them outline and drive large-scale, top-line growth programs. HOMAYOUN HATAMI is a senior partner in the Paris office of McKinsey & Company. He leads the firms Marketing & Sales Practice in Europe, the Middle East, and Africa. Homayoun has a broad range of experience working with clients around the world to help them drive above-market growth. MARIA VALDIVIESO is a director of knowledge in McKinsey & Companys Marketing & Sales Practice, based in Miami. She advises B2B and consumer companies on driving sales growth and commercial transformations, and leads McKinseys research on sales and channel excellence.

Anbieter: ciando eBooks
Stand: 12.12.2017
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