Strategies That Win Sales: Best Practices of the World's Leading Organizations (Hardbound - 2005)

About the Book
Today's complex selling environment has altered the definition of what it takes to be truly successful. Companies need to do more, more, more: grow more revenue, add more customers, and utilize more marketing channels. at AchieveGlobal, identified 17 business-to-business (B2B) and business-to-consumer (B2C) organizations from various industries that have successfully and aggressively pursued and implemented cutting-edge global solutions to these issues. They then conducted in-depth phone and face-to-face research with 150 individuals from the high-performing sales organizations, including Marriott International, HP, Office Depot, Sprint PCS, Yellow Book USA, Ingersol Rand, Fuji-Xerox, and TD Waterhouse. books by identifying higher-level challenges, including how to: Segment customers. Align a sales force with today's more sophisticated and knowledgeable customers. Extend multichannel strategies, including distributors, e-commerce, teleselling, and face-to-face selling. Implement e-commerce, customer relationship management, and sales force automation. Train salespeople to be competitive and grow revenue in this new business environment. The book's narrative format contains examples, cutting-edge solutions, case studies, and quotations from participating companies, as well as trends and predictions for the future.