Improving Sales And Marketing Collaboration

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Improving Sales and Marketing Collaboration

Avinash Malshe,Wim Biemans
Improving Sales and Marketing Collaboration Book PDF

Author : Avinash Malshe,Wim Biemans
Publisher : Business Expert Press
Page : 120 pages
File Size : 53,7 Mb
Release : 2014-12-13
Category : Business & Economics
ISBN : 9781606498033

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Improving Sales and Marketing Collaboration by Avinash Malshe,Wim Biemans Pdf

Sales and marketing are two primary business functions that focus on creating satisfied customers. Due to their complementary orientations and objectives, these two functions are ideally positioned for a fruitful, synergetic collaboration. UnfortuÂnately, the practical reality in many companies is far removed from this utopia. Sales and marketing personnel fail to communicate effectively, resulting in misunderstandings, frustration, and sometimes sabotage. Instead of supporting each other in creating superior value for customers, they often fight tiresome internal battles that are a drain on profits, efficiency and customer satisfaction. Improving Sales and Marketing Collaboration offers the first comprehensive perspective on the functioning of sales-marketing interfaces in business to business (B2B) companies. We explore their complementary roles in creating superior value for customers, problems that occur, the underlying causes of these problems, and potential solutions. These solutions are accompanied by a series of tools that managers can use to diagnose their sales-marketing interface and develop appropriate approaches to improve this relationship. Additionally, the book discusses a number of challenges that companies encounter and the impacts on their sales-marketing interfaces. The discussions and tools presented in this book provide managers with a deep underÂstanding of this critical interface, allowing them to apply these insights to improve their sales-marketing interface, which helps them create superior value for customers.

Aligned to Achieve

Tracy Eiler,Andrea Austin
Aligned to Achieve Book PDF

Author : Tracy Eiler,Andrea Austin
Publisher : John Wiley & Sons
Page : 208 pages
File Size : 48,5 Mb
Release : 2016-09-01
Category : Business & Economics
ISBN : 9781119291794

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Aligned to Achieve by Tracy Eiler,Andrea Austin Pdf

A smart, practical guide to rocket-powered business growth Aligned to Achieve puts sales and marketing on the same page, creating a revenue 'dream team' that will drive your organization to new heights. Smart, practical explanations, case studies, and tips guide you toward action over theory, and dozens of examples illustrate the tangible effects of these changes in action at business-to-business companies. Written by sales and marketing executives who have made alignment work, this book is directed toward practitioners and leaders seeking to crack the code of sales and marketing alignment. Contributions by industry thought leaders and B2B executives provide fresh perspective and nuanced direction, while thoughtful, strategic, and well-supported guidance throughout helps you remove the obstacles standing in the way of your organization's financial and strategic goals. Misalignment between sales and marketing is an age-old problem—frequently lamented, but seldom addressed. As this schism grows amidst the evolving marketplace, its effects on top and bottom line performance are being felt more than ever before. This book shows you how to bring sales and marketing together effectively once and for all, leveraging their strengths to build an unstoppable force for growth. Understand the cost of misalignment and the driving forces behind it Learn strategies for improving your culture, process, leadership, and technology to initiate and support alignment Identify the best places to modify your sales and marketing programs to kickstart collaboration and cooperation between your teams Discover how other companies are uniting their sales and marketing teams into a single force for growth Walk away with practical advice on how to apply recommendation in the real world Misalignment is frustrating for everyone in sales, marketing, and leadership. It's also detrimental to your organization's performance—but the problem is not insurmountable. In fact, most of the obstacles it creates are self-inflicted, and entirely within control of leadership. Aligned to Achieve helps you identify and remove those obstacles, and build a culture of sustainable growth.

Creating Effective Sales and Marketing Relationships

Kenneth Le Meunier-Fitzhugh,Leslie Caroline Le Meunier-Fitzhugh
Creating Effective Sales and Marketing Relationships Book PDF

Author : Kenneth Le Meunier-Fitzhugh,Leslie Caroline Le Meunier-Fitzhugh
Publisher : Business Expert Press
Page : 150 pages
File Size : 50,7 Mb
Release : 2015-01-19
Category : Business & Economics
ISBN : 9781606498590

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Creating Effective Sales and Marketing Relationships by Kenneth Le Meunier-Fitzhugh,Leslie Caroline Le Meunier-Fitzhugh Pdf

How should corporate sales and marketing teams operate collaboratively in a 21st Century to enhance performance in the marketplace? This publication provides insights into how and why con ict and/or separation has grown up between the sales and marketing functions in many organizations, and what senior managers can do to counter this. Sales and marketing functions have the capabilities required to assist the organization to adapt to rapidly changing environments by focusing on customer needs and the activities of competitors. To gain the maximum bene ts for the organization, sales and marketing need to interact effectively and communicate both formally and informally. Creating Effective Sales and Marketing Relationships will consider the resourcing of sales and marketing, and how innovative processes can reduce conflict and promote mutual understanding.

The OneTEAM Method

Peter Strohkorb
The OneTEAM Method Book PDF

Author : Peter Strohkorb
Publisher : CreateSpace
Page : 298 pages
File Size : 52,7 Mb
Release : 2015-02-16
Category : Electronic
ISBN : 1507834705

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The OneTEAM Method by Peter Strohkorb Pdf

There has never been a time when sales and marketing teams have needed to work together as closely, and as effectively, as today. The risks associated with Sales/Marketing mis-communication have never been greater, but neither have the potential rewards for effective collaboration. But what is the most effective way to achieve the desired business results? This book describes the current Sales and Marketing landscape and proposes an expert method to move sales and marketing teams beyond mere alignment into true collaboration. This book aims to: 1)Show that solvable collaborative issues are impeding business growth 2)Prove that organizations thus impeded are falling significantly behind in the race to keep up with the ever-accelerating Buyer's Journey 3)Provide the reader with the adaptive collaborative tool kit that they need to prevent their organizations from falling behind their more agile competitors in the race to keep up with rapidly accelerating twenty-first-century customer expectations Who Should Read This Book? This book is for senior executives in medium to large B2B organizations, particularly those with a centralized marketing team and a distributed sales force: CEOs who wish to increase financial results and reduce waste Sales and Marketing Executives who would like to improve sales productivity and marketing effectiveness Sales Managers who want more effective marketing support and wish to retain their top performers Marketing Executives who want to demonstrate better ROI and enjoy a better two-way relationship with the sales force HR Directors who prefer a more collaborative work environment, one that attracts and retains the best talent CFOs who want to see better margins, more profit and lower costs CIOs who are evaluating CRM and sales and/or marketing automation systems Anyone who is interested in the latest business productivity methodologies

Strategic Sales and Strategic Marketing

Nikala Lane
Strategic Sales and Strategic Marketing Book PDF

Author : Nikala Lane
Publisher : Routledge
Page : 147 pages
File Size : 55,9 Mb
Release : 2013-10-18
Category : Business & Economics
ISBN : 9781317982289

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Strategic Sales and Strategic Marketing by Nikala Lane Pdf

There is growing evidence that the traditional role of the sales organization in business-to-business marketing is quickly evolving from a tactical, operational function to a strategic capability concerned with the management of critical processes that support business strategy and deliver value to profitable customers. This topic is of major relevance to scholars in both the sales and marketing domains, and this relevance is underlined by the intense interest of managers and companies in how this field is changing. This collection is a unique gathering of views on the critical issues to be confronted in the strategizing of the sales function, from distinguished scholars from throughout the world. Their focus is on the linkages between strategic marketing and the corollary of strategic sales. This book was published as a special issue of Journal of Strategic Marketing.

The Collaborative Sale

Keith M. Eades,Timothy T. Sullivan
The Collaborative Sale Book PDF

Author : Keith M. Eades,Timothy T. Sullivan
Publisher : John Wiley & Sons
Page : 246 pages
File Size : 45,7 Mb
Release : 2014-03-31
Category : Business & Economics
ISBN : 9781118872420

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The Collaborative Sale by Keith M. Eades,Timothy T. Sullivan Pdf

Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.

Collaborative Selling

Anthony J. Alessandra,Rick Barrera
Collaborative Selling Book PDF

Author : Anthony J. Alessandra,Rick Barrera
Publisher : Unknown
Page : 260 pages
File Size : 50,9 Mb
Release : 1993-10-04
Category : Business & Economics
ISBN : UOM:49015002452622

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Collaborative Selling by Anthony J. Alessandra,Rick Barrera Pdf

Collaborative selling comprises targeting your market, contacting your prospect, exploring your customer's needs, collaborating with your customer, confirming the sale, and assuring customer satisfaction.

Achieving a Strategic Sales Focus

Kenneth Le Meunier-FitzHugh,Tony Douglas
Achieving a Strategic Sales Focus Book PDF

Author : Kenneth Le Meunier-FitzHugh,Tony Douglas
Publisher : Oxford University Press
Page : 216 pages
File Size : 40,6 Mb
Release : 2016
Category : Business & Economics
ISBN : 9780198706632

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Achieving a Strategic Sales Focus by Kenneth Le Meunier-FitzHugh,Tony Douglas Pdf

This publication considers how sales organisations are responding to increasing competition, more demanding customers and more complex selling environment, and offers discussions of some of the possible solutions to these challenges.

Aligning Strategy and Sales

Frank Cespedes
Aligning Strategy and Sales Book PDF

Author : Frank Cespedes
Publisher : Harvard Business Review Press
Page : 329 pages
File Size : 42,5 Mb
Release : 2014-08-12
Category : Business & Economics
ISBN : 9781422196083

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Aligning Strategy and Sales by Frank Cespedes Pdf

"The best sales book of the year" — strategy+business magazine That gap between your company’s sales efforts and strategy? It’s real—and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link your go-to-market initiatives with strategic goals. Cespedes offers a road map to articulate strategy in ways that people in the field can understand and that will fuel the behaviors required for profitable growth. Without that alignment, leaders will press for better execution when they need a better strategy, or change strategic direction with great cost and turmoil when they should focus on the basics of sales execution. With thoughtful, clear, and engaging examples, Aligning Strategy and Sales provides a framework for diagnosing and managing the core levers available for effective selling in any organization. It will give you the know-how and tools to move from ideas to action and build a sales effort linked to your firm’s unique goals, not a generic selling formula. Cespedes shows how sales efforts affect all elements of value creation in a business, whether you’re a start-up seeking to scale or an established firm looking to jump-start new growth. The book provides key insights to optimize your firm’s customer management activities and so improve selling and strategy.

Marketing Analytics

Rajkumar Venkatesan,Paul W. Farris,Ronald T. Wilcox
Marketing Analytics Book PDF

Author : Rajkumar Venkatesan,Paul W. Farris,Ronald T. Wilcox
Publisher : University of Virginia Press
Page : 278 pages
File Size : 45,5 Mb
Release : 2021-01-13
Category : Business & Economics
ISBN : 9780813945163

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Marketing Analytics by Rajkumar Venkatesan,Paul W. Farris,Ronald T. Wilcox Pdf

The authors of the pioneering Cutting-Edge Marketing Analytics return to the vital conversation of leveraging big data with Marketing Analytics: Essential Tools for Data-Driven Decisions, which updates and expands on the earlier book as we enter the 2020s. As they illustrate, big data analytics is the engine that drives marketing, providing a forward-looking, predictive perspective for marketing decision-making. The book presents actual cases and data, giving readers invaluable real-world instruction. The cases show how to identify relevant data, choose the best analytics technique, and investigate the link between marketing plans and customer behavior. These actual scenarios shed light on the most pressing marketing questions, such as setting the optimal price for one’s product or designing effective digital marketing campaigns. Big data is currently the most powerful resource to the marketing professional, and this book illustrates how to fully harness that power to effectively maximize marketing efforts.

Achieving a Strategic Sales Focus

Kenneth Le Meunier-FitzHugh,Tony Douglas
Achieving a Strategic Sales Focus Book PDF

Author : Kenneth Le Meunier-FitzHugh,Tony Douglas
Publisher : Oxford University Press
Page : 216 pages
File Size : 44,7 Mb
Release : 2016-09-05
Category : Business & Economics
ISBN : 9780191016745

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Achieving a Strategic Sales Focus by Kenneth Le Meunier-FitzHugh,Tony Douglas Pdf

The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.

Effective Sales Enablement

Pam Didner
Effective Sales Enablement Book PDF

Author : Pam Didner
Publisher : Kogan Page Publishers
Page : 257 pages
File Size : 52,7 Mb
Release : 2018-10-03
Category : Business & Economics
ISBN : 9780749483654

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Effective Sales Enablement by Pam Didner Pdf

Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Written from a marketer's perspective, Effective Sales Enablement goes beyond sales training and development. Pam Didner presents fresh thinking and creative approaches to improve sales enablement strategies, processes and programmes. Using case studies and examples from well-known brands such as Cisco, Oracle and Google, she provides a blueprint for any organization wanting to create a sales enablement function which will, in turn, accelerate revenue growth. Effective Sales Enablement shows you how to: - Understand trends that impact sales professionals and how to take advantage of them - Become a better marketer with creative ideas on how to support sales - Integrate sales elements into select marketing programmes - and vice versa - Assemble a first-class sales enablement team - Leverage technology to better integrate sales and marketing

Rain Maker Pro

Clifton Warren
Rain Maker Pro Book PDF

Author : Clifton Warren
Publisher : Business Expert Press
Page : 203 pages
File Size : 55,5 Mb
Release : 2021-08-04
Category : Business & Economics
ISBN : 9781637420478

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Rain Maker Pro by Clifton Warren Pdf

Generating leads and landing new business are critical to the growth and long-term success of any type of service business. Rainmakers who are able to consistently gain new business by using their selling skills to convert prospects into new customers are difficult to find. Recruiting rainmaking professionals from other organizations is expensive and for many businesses has been largely ineffective. Every executive and manager of a service business understands the importance of the ability to generate leads and landing new customers are the critical components to a successful business. This book is written for managers and leaders who want to transform their professionals from doing work to effectively marketing and selling and bringing in new business. Divided into three comprehensive parts: Charting a new course; The fundamental success models; and Building your business, this book will show you how to: Help professionals overcome fear of selling Acquire the right sales capabilities Market and sell within your comfort zone Setting and achieving big goals Leverage existing customers to acquire new ones Build accountability across the business

Virtual Collaboration Tools: Enhancing Remote Work and Communication

Michael Roberts
Virtual Collaboration Tools Enhancing Remote Work and Communication Book PDF

Author : Michael Roberts
Publisher : Richards Education
Page : 131 pages
File Size : 51,7 Mb
Release : 2024-06-30
Category : Juvenile Nonfiction
ISBN : 8210379456XXX

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Virtual Collaboration Tools: Enhancing Remote Work and Communication by Michael Roberts Pdf

"Virtual Collaboration Tools: Enhancing Remote Work and Communication" is your essential guide to navigating the world of remote work and virtual collaboration. As organizations increasingly embrace distributed teams and flexible work arrangements, the need for effective virtual collaboration tools has never been greater. This comprehensive book explores a wide range of tools and technologies designed to facilitate seamless communication, collaboration, and productivity in virtual environments. From video conferencing and project management platforms to virtual whiteboards and team collaboration software, discover how these tools can transform your remote work experience. Whether you're a team leader, manager, entrepreneur, or remote worker, equip yourself with the knowledge to leverage virtual collaboration tools and thrive in the digital workplace.

How to be a Better Deal-Closer

Simon P. Haigh
How to be a Better Deal Closer Book PDF

Author : Simon P. Haigh
Publisher : Business Expert Press
Page : 160 pages
File Size : 52,5 Mb
Release : 2018-12-04
Category : Business & Economics
ISBN : 9781947843660

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How to be a Better Deal-Closer by Simon P. Haigh Pdf

This book provides valuable and accessible insight into the key elements required to ensure successful deal-closing. Deals are pivotal to business growth and are being struck all the time. You won’t succeed in business without striking deals. Deal-closing is not limited to CEOs. To varying degrees and at different times, we all strike deals in business. Every person or organization engages in deal-closing at some point. This book provides valuable and accessible insight into the key elements required to ensure successful deal-closing. It is written in an easy to read, no-nonsense style, and is easily accessible to those who are not proficient with deal closing. The chapters include real-life stories and insights from a wide spectrum of the author’s connections and experiences.