Social Media in a B2B Context: Vassilia Adamantidou
Innovation in a High Technology B2B Context:Exploring Supply Networks, Processes and Management Monika Maria Möhring
Innovation in a High Technology B2B Context:Exploring Supply Networks, Processes and Management. Auflage 2014 Monika Maria Möhring
Sustainability and B2B marketing in Postmoderrn Context:Understanding value Srikrishna Katari
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
Engaging Stakeholders in the Designing of a Service:A Case Study in the B2B Service Context Adeyanju Alade
There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession.Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don´t care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs.Following in the footsteps of his blockbuster best sellers Fanatical Prospecting and Sales EQ, Jeb Blount´s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what´s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. 1. Language: English. Narrator: Jeb Blount. Audio sample: http://samples.audible.de/bk/gdan/003228/bk_gdan_003228_sample.mp3. Digital audiobook in aax.
Your business success is now forever linked to the success of your customers Customer Success is the groundbreaking guide to the exciting new model of customer management. Business relationships are fundamentally changing. In the world B.C. (Before Cloud), companies could focus totally on sales and marketing because customers were often ´stuck´ after purchasing. Therefore, all of the ´post-sale´ experience was a cost center in most companies. In the world A.B. (After Benioff), with granular per-year, per-month or per-use pricing models, cloud deployments and many competitive options, customers now have the power. As such, B2B vendors must deliver success for their clients to achieve success for their own businesses. Customer success teams are being created in companies to quarterback the customer lifecycle and drive adoption, renewals, up-sell and advocacy. The Customer Success philosophy is invading the boardroom and impacting the way CEOs think about their business. Today, Customer Success is the hottest B2B movement since the advent of the subscription business model, and this book is the one-of-a-kind guide that shows you how to make it work in your company. From the initial planning stages through execution, you´ll have expert guidance to help you: Understand the context that led to the start of the Customer Success movement Build a Customer Success strategy proven by the most competitive companies in the world Implement an action plan for structuring the Customer Success organization, tiering your customers, and developing the right cross-functional playbooks Customers want products that help them achieve their own business outcomes. By enabling your customers to realize value in your products, you´re protecting recurring revenue and creating a customer for life. Customer Success shows you how to kick start your customer-centric revolution, and make it stick for the long term.