0
Your cart

Your cart is empty

Books > Business & Economics > Business & management > Sales & marketing > Customer services

Buy Now

Using Installed Base Selling to Maximize Revenue - A Step-by-Step Approach to Achieving Long-Term Profitable Growth (Paperback, 1st ed.) Loot Price: R950
Discovery Miles 9 500
You Save: R179 (16%)
Using Installed Base Selling to Maximize Revenue - A Step-by-Step Approach to Achieving Long-Term Profitable Growth (Paperback,...

Using Installed Base Selling to Maximize Revenue - A Step-by-Step Approach to Achieving Long-Term Profitable Growth (Paperback, 1st ed.)

Remi Gicquel, Paul-Andre Lambert

 (sign in to rate)
List price R1,129 Loot Price R950 Discovery Miles 9 500 | Repayment Terms: R89 pm x 12* You Save R179 (16%)

Bookmark and Share

Expected to ship within 10 - 15 working days

There is no such thing as an easy sale. However, selling to an existing customer-whether by refreshing an old product or introducing a new and different product-is often easier, faster, and returns higher margins. Centering your organization's sales strategy on your installed base is a smart and proven way to achieve long-lasting, profitable growth. Using Installed Base Selling to Maximize Revenue reveals a step-by-step, integrated approach you can begin using today. Authors Remi Gicquel and Paul-Andre Lambert show how you can apply this robust and reliable end-to-end solution by illustrating concepts though real-world case studies from Spotify, Hewlett Packard Enterprise, Nestle, and more. Full of wisdom fit for the digital era, this book presents the results of the authors' experience and research into current installed base selling processes, identifying, from an objective point of view, what works and what does not. This book explains fundamental concepts such as the profitable growth paradox, the installed base profit wedge, operational methodologies for managing your installed base selling transformation, and much more. Innovative companies protect and nurture their most valuable asset-their customers and the data that defines them. They put installed base selling at the heart of their sales strategy. Now, it's your turn! What You Will Learn How to maximize the return from installed base customers Fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams Keys to changing patterns to become a company that can enjoy higher profitable revenues for years Who This Book Is For General Managers, Sales and Marketing Leaders who are eager to transform their business to secure long-lasting profits, and for leaders looking for a pragmatic approach to transform their sales force to harvest the potential of their existing customers.

General

Imprint: Apress
Country of origin: United States
Release date: September 2019
First published: 2020
Authors: Remi Gicquel • Paul-Andre Lambert
Dimensions: 235 x 155mm (L x W)
Format: Paperback
Pages: 145
Edition: 1st ed.
ISBN-13: 978-1-4842-5145-4
Categories: Books > Business & Economics > Business & management > Business strategy
Books > Business & Economics > Business & management > Sales & marketing > Market research
Books > Business & Economics > Business & management > Sales & marketing > Customer services
Promotions
LSN: 1-4842-5145-8
Barcode: 9781484251454

Is the information for this product incomplete, wrong or inappropriate? Let us know about it.

Does this product have an incorrect or missing image? Send us a new image.

Is this product missing categories? Add more categories.

Review This Product

No reviews yet - be the first to create one!

You might also like..

Superstar Customer Service - 200…
Basil O'Hagan Paperback R135 Discovery Miles 1 350
Deliver What You Promise - The…
Bali Padda Paperback R461 R417 Discovery Miles 4 170
Customer service
R. Machado Paperback  (2)
R584 Discovery Miles 5 840
Customer Services
M C Cant Paperback R308 Discovery Miles 3 080
Clientelligence - How Superior Client…
Michael B. Rynowecer Hardcover R783 Discovery Miles 7 830
Difficult Customers
Grainne Ridge Paperback R294 Discovery Miles 2 940
Outside-in Service Design - A Practical…
Amir Azizpour Paperback R979 Discovery Miles 9 790
The Telesales Handbook - A Practical…
Stuart Pearce Paperback R309 Discovery Miles 3 090
Enhancing Customer Engagement Through…
Amandeep Singh, Amit Mittal, … Hardcover R7,035 Discovery Miles 70 350
Promoting Consumer Engagement Through…
Monika Gupta, Priya Jindal, … Hardcover R7,123 Discovery Miles 71 230
Apprenticeship Customer Service…
Lambert Stewart, Elizabeth Blaikie, … Paperback R1,145 Discovery Miles 11 450
Brand Management
Frantisek Pollak, Peter Markovic Hardcover R2,480 Discovery Miles 24 800

See more

Partners