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Books > Business & Economics > Business & management > Sales & marketing > Customer services
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Using Installed Base Selling to Maximize Revenue - A Step-by-Step Approach to Achieving Long-Term Profitable Growth (Paperback, 1st ed.)
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Using Installed Base Selling to Maximize Revenue - A Step-by-Step Approach to Achieving Long-Term Profitable Growth (Paperback, 1st ed.)
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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
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