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Key Account Management
Now more than ever, companies are faced with a critical and challenging truth. Today’s customer is demanding more attention, superior service, and the expertise of a dedicated sales team. Suppliers must make dif cult choices to determine how to allocate limited resources, including which customers receive the highest level of service. Increasingly, supply side organizations are working to design and implement key account programs to meet or exceed these expectations. Key account management is a specific business strategy that involves complex sales processes, large-scale negotiations, and the alignment of multiple internal and external stakeholders. This multi-pronged process is anything b...
The Sales Momentum Mindset
Unleash your sales potential with The Sales Momentum Mindset. This transformative guide is the key to unlocking sustainable sales force motivation by doing something radical: ignoring motivation. Crafted for sales professionals and managers alike, it offers a fresh perspective on sales performance, designed to ignite production and guide teams towards unprecedented growth. Discover the power that comes from focusing on momentum instead of motivation, understand its impact on sales culture, and learn how to convert it into significant, lasting results. Gain insights into a new language and framework around momentum, presented in a down-to-earth narrative that will resonate with every level of...
Entrepreneurial Selling
“A must read for every aspiring entrepreneur. A clear guide to effective and realistic selling for those with a “big idea” who wish to achieve success for their products and to avoid costly and ineffective pitfalls in their quest. The framework balances entrepreneurs’ creativity with a foundation of solid business principles.” --Jim McCann, Founder, 1-800-FLOWERS
Rain Maker Pro
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
Seamless
A unique guidebook to B2B marketing and sales for practicing and aspiring managers. In SEAMLESS: Successful B2B Marketing, Selling, and Account Management, the authors and 20 successful businesspeople share their practical experience and the valuable lessons they learned at the sharp end of branding, selling and marketing. This unique guide has expert opinion, academic theory, research, and practical advice, summarized with explanatory graphics and “Dos and Don’ts” lists throughout. Essential for students of business and the managers of any size or type of firm, it will educate and guide you through the marketing, sales and account management process to business success. Concise yet comprehensive, SEAMLESS delivers immediate benefit to aspiring and practicing managers.
Key Account Rock Stars
Key Account Rock Stars: Raising Your Volume by Lowering Your Decibels brings fresh new thoughts to the topic of Key Account Management. This book reveals the secrets of how to successfully engage with customers and how to become organizationally savvy, plus practical tools for succeeding on the job. It is written for the practitioner and takes readers through the soft sides of the job, which is exactly what is needed to succeed and achieve career fulfillment. Account managers must keep the relationship fresh, with creative ways to add value to the customers so customers remain genuinely satisfied with the relationship. Losing a customer will always be a burden on the individual Key Account M...
Crisi e risanamento d’impresa
Con l’entrata in vigore del nuovo Codice della crisi e dell’insolvenza anche l'epoca della cesura netta tra il diritto dell'impresa in bonis e il diritto della crisi appare tramontata. Il sistema attuale prevede infatti una commistione di regole improntate a due assunti fondamentali: il primo è che la crisi può costituire un evento fisiologico nella vita dell'impresa e non coincidere necessariamente con la fase terminale della stessa; il secondo è che la crisi dell'impresa sarà tanto più gestibile e superabile quanto più tempestivamente si intervenga. Il presente volume - alla cui realizzazione sono stati chiamati a collaborare numerosi autori tra i più noti studiosi, magistrati e professionisti - è composto di sette sezioni distinte per principale argomento trattato, in un’opera completa che chiarisce in maniera definitiva le principali innovazioni introdotte e tutte le regole che andranno ad incidere sensibilmente sulla vita delle imprese italiane.
Organi sociali e figure professionali nella gestione della crisi
Dall’impresa in bonis alla impresa in crisi: la Guida del Sole 24 Ore sulla governance approfondisce tutte le figure professionali con funzioni di amministrazione e di controllo e quelle che conducono al successo i processi di turnaround ed è indispensabile per comprendere come l'assetto imprenditoriale si stia modificando e per evitare macroscopiche responsabilità in caso di crisi dell'impresa.
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