Boeken Sales Executive

Sales Blueprints 5 - The SaaS Sales Method for Account Executives: How to Win Customers

Sales account executives today face challenges from all directions. Customers want to do their own research. Sales cycles are shorter. Contract sizes are smaller. And few companies have the time or resources to invest in ongoing sales training. This set of Blueprints provides a detailed and structured approach to succeeding as a sales account executive. …

Managing Channels of Distribution

"Channels of distribution is one of the hottest areas in marketing and sales today. And no one understands the subject better than Ken Rolnicki! Managing Channels of Distribution supplies a much-needed source of knowledge and expertise that professionals can rely on. Based on case studies and real-life experience, the book explains the complexities of managing …

The End of Selling...as We Know it

In a rapidly changing marketplace, consumers are better educated and have more buying options than ever before. Welke explains how to acquire and keep customers in this new environment.

Smarketing - Sell smarter, not harder

One to One Manager

Learn from the pioneers of Customer Relationship Management. In The One to One Manager, visionary authors Don Peppers and Martha Rogers, Ph.D., go behind the scenes to report on the challenges and solutions discovered by managers leading 1 to 1 efforts at organizations such as Xerox, General Electric, Oracle, First Union, Hewlett-Packard, USAA, Levi Strauss, …

Juran on Leadership for Quality

The subject of management for quality has undergone rapid and drastic change as a result of competition in the marketplace and the vulnerability of industrialized societies that depend heavily on the quality of goods and services. In this companion volume to his acclaimed Juran on Planning for Quality, J.M. Juran provides top-level managers with the …

The Key to the CSuite What You Need to Know to Sell Successfully to Top Executives

How do you sell to those at the top? By speaking their language. This insider guide helps readers unlock the door to greater sales using the ten metrics most valued by C-level executives (hint: ROI isn’t one of them).

Executive's Guide to Web Services (SOA, Service-Oriented Architecture)

Executives must continually seek to grow revenue, reduce costs, and improve operating efficiencies. Today, Web services are emerging as a critical technology for achieving these business objectives. Early adopters are deploying Web services as an integration platform to reduce costs. Web services are being used to improve the operating efficiency of relationships with customers, partners, …

Selling to the Top

David Peoples reveals how you can reach the decision makers at the top and clinch the sale. Ita s tougher than ever to win over todaya s customers, but it helps to have David Peoples on your side. This internationally known author, speaker, and sales trainer has already trained over 8,000 IBM salespeople in his …

M&A Integration

Global M & A activity continues at a blistering pace. However, a recent study of Fortune 500 executives found that postmerger integration issuessuch as culture clashes, style, ego, and change managementare the most common pitfalls that can derail otherwise successful mergers or acquisitions. M & A Integration meets that trend head-on, providing a practical framework …