B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships: Yves Scheffler
B2B sales of German Small and Medium-sized Enterprises. Challenges in cross-border sales within the context of German-French business relationships:1. Auflage Yves Scheffler
10 Steps to Implementing B2B Product Management: The CEO Playbook offers an unprecedented, no-holds-barred look at how CEOs should be instituting the product management function - and reveals the reasons why they get it wrong. Whereas the bulk of the other product management resources are directed to product managers of B2C products, this brief book uniquely addresses the needs of the CEO when introducing product management in their B2B company. Jim Berardone examines how B2B business models have a profound impact on the product management function. In working over two decades with CEOs of different sized early-stage and established technology businesses, Berardone notes that smart, savvy CEOs can often struggle when it comes to making product management work. They get suggestions from trusted friends, teams, board members, investors, and others offering lots of ideas and advice on approaching product management. Yet, part of the challenge is there are many variations in the ways product management is implemented; there is no single way nor should there be. Off-the-shelf solutions don’t work. Berardone argues, ´´Every company’s situation is unique with its own business goals, strategies, business model and customer value propositions,” and every CEO needs to make-to-order their own, distinct product management solution. 10 Steps to Implementing B2B Product Management guides CEOs and other executives in the organization through the complex process of creating a customized, formal product management function. It has been created to help CEOs avoid common mistakes most organizations make when initiating a product management function. He challenges some widespread beliefs in this field. And, it’s intended to reduce the typical pain and pitfalls associated with product management. 1. Language: English. Narrator: Anthony G. Chiappetta. Audio sample: http://samples.audible.de/bk/acx0/135403/bk_acx0_135403_sample.mp3. Digital audiobook in aax.
Thousands of entrepreneurs and innovators use Lean B2B to quickly find traction in the market.Packed with more than 20 case studies, Lean B2B consolidates the best thinking around Business-to-Business (B2B) customer development to help entrepreneurs focus on the right actions each step of the way, leaving as little as possible to luck.The audioook helps:Assess the market potential of opportunities to find the right opportunity for your teamFind early adopters, quickly establish credibility, and convince business stakeholders to work with youFind and prioritize business problems in corporations and identify the stakeholders with the power to influence a purchase decisionCreate a minimum viable product and a compelling offer, validate a solution, and evaluate whether your team has found product-market fitIdentify and avoid common challenges faced by entrepreneurs and learn ninja techniques to speed up product-market validation 1. Language: English. Narrator: Etienne Garbugli. Audio sample: http://samples.audible.de/bk/acx0/160225/bk_acx0_160225_sample.mp3. Digital audiobook in aax.
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 markets - and generat 1. Language: English. Narrator: Todd Belcher. Audio sample: http://samples.audible.de/bk/graw/000210/bk_graw_000210_sample.mp3. Digital audiobook in aax.
The Seller´s Challenge:How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales Thomas Williams/ Thomas Saine
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 dozens of sales collaboration project 1. Language: English. Narrator: Tim Sanders. Audio sample: http://samples.audible.de/bk/peng/002775/bk_peng_002775_sample.mp3. Digital audiobook in aax.
Like many other incipient technologies, Web services are still surrounded by a tremendous level of noise. This noise results from the always dangerous combination of wishful thinking on the part of research and industry and of a lack of clear understanding of how Web services came to be. On the one hand, multiple contradictory interpretations are created by the many attempts to realign existing technology and strategies with Web services. On the other hand, the emphasis on what could be done with Web services in the future often makes us lose track of what can be really done with Web services today and in the short term. These factors make it extremely difficult to get a coherent picture of what Web services are, what they contribute, and where they will be applied.Alonso and his co-authors deliberately take a step back. Based on their academic and industrial experience with middleware and enterprise application integration systems, they describe the fundamental concepts behind the notion of Web services and present them as the natural evolution of conventional middleware, necessary to meet the challenges of the Web and of B2B application integration.Rather than providing a reference guide or a ´´how to write your first Web service´´ kind of book, they discuss the main objectives of Web services, the challenges that must be faced to achieve them, and the opportunities that this novel technology provides. Established, as well as recently proposed,standards and techniques (e.g., WSDL, UDDI, SOAP, WS-Coordination, WS-Transactions, and BPEL), are then examined in the context of this discussion in order to emphasize their scope, benefits, and shortcomings. Thus, the book is ideally suited both for professionals considering the development of application integration solutions and for research and students interesting in understanding and contributing to the evolution of enterprise application technologies.
Your import/export business is suffering probably because you don´t have international buyers of your products and you don´t even know how to go about getting them. Every import/export business person´s number-one challenge is getting leads. Now you have the tool for getting those leads in your hands. Whether you are just starting out in import/export business or you have been involved for a long time, this audiobook is meant for you. The solution to your greatest challenge in import/export business is finally here. This audiobook is a database of international import/export companies. It is a comprehensive guide to getting import/export and B2B trade leads. It contains more than 50 import/export business websites from which you can easily and conveniently get leads for your import/export business in the comfort of your bedroom. The stress of ´´hunting´´ for leads is finally rolled away for you. In this audiobook, you will discover how to: Get both free and paid leads from more than 165 countries. Locate secret websites for buying leads for exporters. Get export leads online easily. Get thousands of free buyers leads. Gain access to secret import/export website lists. Access trade leads databases online. And lots more! With this resource, you are empowered to get foreign contacts available on import/export websites and succeed in your exportation business, guaranteed! What are you waiting for? This is the opportunity for which you have been longing. Get this audiobook now. 1. Language: English. Narrator: Joey Eugene. Audio sample: http://samples.audible.de/bk/acx0/131430/bk_acx0_131430_sample.mp3. Digital audiobook in aax.