Erscheinungsdatum: 17.08.2017, Einband: Gebunden, Titelzusatz: Up-Selling, Cross-Selling, Empfehlungsmarketing - Mehr Umsatz mit der Wasserlochstrategie, Inklusive Arbeitshilfen online, Haufe Fachbuch, Auflage: 1/2017, Autor: Schüller, Anne M/Schuster, Norbert, Verlag: Haufe Lexware GmbH & Co. KG, Co-Verlag: Vertrieb, Sprache: Deutsch, Schlagworte: Abschluss // Anbieter // Angebot // Automatisierte Prozesse // Bestandskunden-Lead // Branche // Buyer-Persona // Buyer-Persona-Profil // B2B-Vertrieb // Content // Content-Angebot // Content-Baustein // Cross-Selling // Customer // Customer Journey // Digitalisierung // Einwilligung // Entwickeln // Inhalte // Interessent // Kommunikation // Kontakt // Kundenbeziehung // Kundenbindung // Landingpage // Lead // Leadership // Leadgenerierung // Leadmanagement // Leadmanagement-Prozesse // Lead-Nurturing // Lead-Teil // Management // Manager // Marketing // Mitarbeiter // Moderne Lead // N Content // Neukundengewinnung // Nurturing // Person // Persona // Personal // Personas // Produkt // Produkte // Produktion // Prozess // Prozesse // Qualified Lead, Produktform: Mehrteiliges Produkt, Umfang: 276 S., Seiten: 276, Format: 1.9 x 24.7 x 17.8 cm, Gewicht: 798 gr, Verkäufer: averdo
Marketing Study:Factors affecting the LED lighting B2B buyer behaviour ab 61.9 € als Taschenbuch: Marketing guide for companies operating in the B2B LED lighting industry. Aus dem Bereich: Bücher, Wissenschaft, Technik,
B2B Electronic Marketplace Usage from the Buyer Perspective ab 78.99 € als Taschenbuch: An empirical study that explores major factors that affect B2B electronic marketplace usage: benefits risks purchasing situation and readiness. Aus dem Bereich: Bücher, Wissenschaft, Wirtschaftswissenschaft,
Selling value to B2B buyers today can feel like trying to stop a freight train that's hurtling towards the sales graveyard of commoditization and discounting. Today's empowered buyer has done research, has a clear idea of his or her firm's needs, and knows how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customer's thinking without challenging the customer? That's the question that this audiobook will answer. In part one of this book, we will examine why Insight Selling will help you sell value and differentiate your product to empowered buyers. In part two, we will provide six reasons why Insight Scenarios™ trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes. Finally, in part three, we will show you how to create insight scenarios so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: They will be able to deliver insights without upsetting the buyer, and; They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product. 1. Language: English. Narrator: Dean Wendt. Audio sample: http://samples.audible.de/bk/acx0/033173/bk_acx0_033173_sample.mp3. Digital audiobook in aax.
Today’s B2B buyer is challenged by a more complex buying journey, with more stakeholders, lengthening decision cycles, and no decisions. In order to help buyers navigate this journey, sellers and marketers are evolving from pitch to purpose, providing the right content, tools and intelligence to better communicate and quantify business value outcomes and drive faster purchase decisions. However, the evolution is not without challenges. What if you had a roadmap to guide you on this difficult journey? This book on Evolved Selling is designed to help you navigate from pitch to purpose, highlighting the best path, and illuminating the dangers so you can survive the process, stronger and better. Evolved Selling simply and effectively guides you through a sales transformation journey through the 4 I’s of Evolved Selling: Inspire: leveraging a time honored value storytelling technique originally developed by Aristotle, and confirmed by modern neuroscience, to motivate buyers from “do nothing” to “yes”. Influence: learning how sellers can better access the right value-focused content at the right time in the right format to motivate buyers forward at pivotal moments during every conversation. Interact: Understanding how you can deliver data-driven interactive sales and marketing tools like diagnostic assessments, ROI and TCO calculators to foster collaborative discovery and financial justification. Intelligent: Providing integration, tracking and insights with machine learning and artificial intelligence to understand best outcomes and optimize each next best sales effort. You’ll have the opportunity to learn directly from leading analysts and the success and pitfalls of those who have made the Evolved Selling journey including: ADP, MillerCoors, PepsiCo, Splunk, and Workday. This Evolved Selling book provides an in-depth analysis into each of the 4 I’s to help fuel conversati 1. Language: English. Narrator: Tom Pisello, Betty Monroe. Audio sample: http://samples.audible.de/bk/ntgl/000989/bk_ntgl_000989_sample.mp3. Digital audiobook in aax.
Marketing Study:Factors affecting the LED lighting B2B buyer behaviour ab 61.9 EURO Marketing guide for companies operating in the B2B LED lighting industry
The book titled "A Marketing study of factors affecting the B2B buyer behaviour in LED Lighting" has significant importance as the LED lighting industry is one of the strongest growth industries in the energy sector acting as an enabler in reduction of carbon footprint by being a catalyst of change in fight against climate change. The major results seen in this research while interviewing OEMs was that price, quality, supplier knowledge were some of the key elements that influence a B2B customer decision-making. Through the primary and secondary research and the evidence gathered by the researcher it was seen that digital media is growing to play a key role in disseminating LED product knowledge, creating market awareness and enabling end-user pull. The research also highlighted the status of social media use in B2B organizations for decision-making purposes. It was seen that many organizations lack the skills and resources of applying social media technologies to their business needs and are working on different strategies to reduce this skill gap. The findings of the research will enable marketers to customize offerings by using social media and traditional marketing tools.