Deep Knowledge of B2B Relationships Within and Across Borders:
?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
This book is written for B2B marketers who are interested in learning how to create a competitive marketing strategy for their organizations. The practical content within the book is meant to serve as a users manual or guide on how to achieve that. The structure is laid out in the chronological sequence one would need to follow in order to create an effective marketing strategy, and is broken into three sections: Learn - Build - Execute. Upon completing the book, and the optional exercises in each chapter, marketers will walk away with their very own custom marketing strategy and will be armed with the knowledge they need to be effective B2B marketers!
The first audiobook devoted entirely to B2B social marketing... B2B markets are fundamentally different from consumer markets. Decisions are made on value, not impulse. Buying cycles are complex, often with many stakeholders involved. Relationships and support are critical. Bet-the-business decisions demand discipline, knowledge, and lots of information. This hands-on guide covers topics unique to this segment, including cost justification, prospecting and lead generation, matching tools to the sales funnel, building, B2B search engine optimization, social media monitoring, social media policy development, long-term client relationships, gaining stakeholder support, building a more transparent organization, and what´s coming next.Features plentiful examples, case studies, and best practicesFocuses on the channels that are most effective for B2B marketersBuilds on the authors´ more than 30 years of combined experience in the new media/social media space, as well as two previous successful books Leverage the vast business-to-business potential of Facebook, LinkedIn, Twitter, and many other social media platforms today with Social Marketing to the Business Customer! 1. Language: English. Narrator: John Allen Nelson. Audio sample: http://samples.audible.de/bk/acx0/001973/bk_acx0_001973_sample.mp3. Digital audiobook in aax.
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.
In the early 1980s I heard that a customer always buys the benefit of a product. That made me interested, and I wanted to learn what a customer benefit is. With this knowledge I could probably improve my skills as a salesman and achieve better results. But there was also another interesting question that this matter raised. How many benefits are there? Thousands, hundreds, tens, or less? I started to look for the answers in the literature. After looking through numerous marketing books and articles, I recognized that customer benefit is one of the main concepts. Nevertheless, I could not find a satisfactory description of customer benefits, or an answer to the number of customer benefits. This was the starting point for my study. And Im happy to share the results of my work with you now. I have considered both the B2C and B2B environment in the results. Consumers and companies experience the same benefits, but there can be a difference in the sources of the benefits, and there can also be different emphasis of the benefits. In B2B selling you need to take a note of all the various needs of the actors in the supply chain besides the needs of the end customer. The writer lives in Helsinki and has over 35 years experience in marketing and selling.
This book is a comprehensive practical guide for account managers, sales teams and account leaders operating in the B2B space. It provides knowledge to excel in developing, growing and retaining top accounts in local and global environments. With a nuanced version of ´account management´ that will potentially be a game changer, the book offers a personnel-and-process based agenda that can create a ´competitive advantage´ on its own.
This book combines scientific research and professional insights on brand and marketing strategy development in major emerging growth markets. It presents a detailed outline of the Brazil, Russia, India and China (BRIC) markets to understand their cultural and socio-economic complexity. With emerging markets at the center, major paradigm shifts are explained such as one world strategies. The author reveals the importance of market-driven positioning that uses local differences and consumer preferences as opportunities without contradicting a corporations global positioning. Professionals in international marketing and business strategists will find the hands-on guidance to 25 new success strategies particularly useful. This book is also a must-read for people dealing with branding and marketing in a glocalized world. Dr. Niklas Schaffmeister is an expert in brand management and growth market strategy based on the specific needs of local markets and their consumers. He specializes in the development of market-driven positioning concepts for leading global brands. He is also experienced in digital brand development, lower-tier marketing approaches and the introduction of emerging-market brands to the world stage. Dr. Schaffmeister looks back on 15 years of project experience in the automotive, retail, chemical, technology, white goods, consumer electronics and financial services industry. Numerous global blue chip clients, both B2B as well as B2C, have benefited from his industry knowledge. He is often-cited in leading global business publications. He is the founder and Managing Director of globeone - a strategy consultancy focused on the worlds key growth markets. From its offices in Germany, South America and across Asia, globeone combines global strategy and local opportunity to help brands with brand adjustment and market-driven positioning where it matters most. Before founding globeone, Schaffmeister led the Asia-Pacific operations for BBDO Consulting as Vice President based in Shanghai and worked for the Strategy and Innovation Center of KPMG in Berlin. He holds a Ph.D. degree in Marketing and a Master of Business Administration from the Free University of Berlin. During his Master and Ph.D. studies, Schaffmeister was a visiting scholar at University of Michigan in Ann Arbor and Chinese University of Hong Kong, and served as guest professor in the global MBA program of Shanghai University. He has published numerous articles and surveys, among them the comprehensive globeone BRIC Branding Survey as well as the globeone Emerging Brands Survey. He is fluent in English, German and Mandarin Chinese and spent eight years of his career living in Shanghai, Beijing and Hong Kong.
Learn what you need to know about the FinTech! Investment in financial technology is booming at unprecedented rates. Despite traditional banking protests, the world of banking is going through a transformation and will continue to go through a change. With all the new technology that we have today, it is almost mind-blowing to think about the kind of technology that we will have in another ten years or so. The change is going to keep coming, the only thing we can do is get on board with it. This book will introduce you to the basics of FinTech and equip you with the knowledge to get on the cutting edge of age we live in today. You will learn: FinTech´s impact on the global economy The payment ecosystem FinTech and the B2B sector FinTech and investing A peek into the future of FinTech And much more... 1. Language: English. Narrator: Jim Donaldson. Audio sample: http://samples.audible.de/bk/acx0/084583/bk_acx0_084583_sample.mp3. Digital audiobook in aax.
This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America. It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because its not relevant to the audience or the prospect doesnt even know the content exists. Furthermore 58% of deals end up in no decision because Sales has not presented value effectively. Companies are creating lots of noise but failing to resonate with the customers. So what? The danger, aside from marketing wasting tens of millions of dollars on ineffective content and tools, is that customers will disengage. 94% of prospects say they have completely disengaged with vendors because of irrelevant content. In order to grow fast, the authors argue, Sales and Marketing teams need to slow down. They need to work together to truly understand their customers needs, wants, motivations and pain points so that they can offer customized value. The book sets out how to establish a formal program to continuously capture customer intelligence and insights - the shiny gems of understanding that help prospects to connect the dots - so that value can be consistently articulated in marketing and sales conversations. By integrating the best ideas and practice from commercial experience and academic research the authors show how to create value across the entire marketing and sales value chain - not only get a new customer, but to continue to create value for future purchases by creating post-sales value. Simon Kelly has 35 years experience in the ICT industry in customer service, sales and marketing. He was Marketing Director for BT Major Business where he pioneered the move from product push to value-based selling and marketing. He led a canon of knowledge for the CIM on best practice B2b marketing. Now a pracademic. he has developed innovative marketing and sales skills modules for Sheffield Business School where is is a Senior Lecturer. He is President of SHAKE Marketing Group, based in London. Dr Paul Johnston joined Sheffield Business School (part of Sheffield Hallam University) over ten years ago. Prior to this, he spent 20 years in the gambling and electronic games industry. He served on the boards of several companies in competitive strategy, research and product innovation roles. Paul has recently been involved with a customer-centric services module of the Sheffield City Leadership Programme and a range of large corporate projects, as well as undergraduate and postgraduate student tutoring. Stacey Danheiser is Founder of SHAKE Marketing Group, based in Denver, Colorado. Prior to founding her own consultancy, she had 15 years experience as a marketing/sales enablement leader (including at board level) at large firms across cable, telecom, financial services and banking sectors.