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Using installed base selling to maxi...

Gicquel, Remi.

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Using installed base selling to maximize revenue = a step-by-step approach to achieving long-term profitable growth /

Record Type:	Electronic resources : Monograph/item
Title/Author:	Using installed base selling to maximize revenue/ by Remi Gicquel, Paul-Andre Lambert.
Reminder of title:	a step-by-step approach to achieving long-term profitable growth /
Author:	Gicquel, Remi.
other author:	Lambert, Paul-Andre.
Published:	Berkeley, CA :Apress : : 2020.,
Description:	xviii, 145 p. :ill., digital ;24 cm.
[NT 15003449]:	Part I: The Strategy -- Chapter 1: Installed Base Selling -- Chapter 2: Winning with Installed Base Selling -- Chapter 3: From Sales Strategy to Profitable Growth -- Part II: The Benefits -- Chapter 4: Why Installed Base Selling Matters -- Part III: The Execution -- Chapter 5: The Digital Installed Base Selling Transformation -- Chapter 6: Installed Base Selling and Sales Coverage -- Chapter 7: Installed Base Selling, a Company Culture -- Chapter 8: Practical Implementation -- Chapter 9: Conclusion -- Appendix A: Definitions and Concepts -- Appendix B: Installed Base Assessment.
Contained By:	Springer Nature eBook
Subject:	Selling. -
Online resource:	https://doi.org/10.1007/978-1-4842-5146-1
ISBN:	9781484251461

Using installed base selling to maximize revenue = a step-by-step approach to achieving long-term profitable growth /
Gicquel, Remi.

Using installed base selling to maximize revenuea step-by-step approach to achieving long-term profitable growth /[electronic resource] :by Remi Gicquel, Paul-Andre Lambert. - Berkeley, CA :Apress :2020. - xviii, 145 p. :ill., digital ;24 cm.

Part I: The Strategy -- Chapter 1: Installed Base Selling -- Chapter 2: Winning with Installed Base Selling -- Chapter 3: From Sales Strategy to Profitable Growth -- Part II: The Benefits -- Chapter 4: Why Installed Base Selling Matters -- Part III: The Execution -- Chapter 5: The Digital Installed Base Selling Transformation -- Chapter 6: Installed Base Selling and Sales Coverage -- Chapter 7: Installed Base Selling, a Company Culture -- Chapter 8: Practical Implementation -- Chapter 9: Conclusion -- Appendix A: Definitions and Concepts -- Appendix B: Installed Base Assessment.

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!

ISBN: 9781484251461

Standard No.: 10.1007/978-1-4842-5146-1doiSubjects--Topical Terms:

643554
Selling.

LC Class. No.: HF5438.25 / .G53 2020

Dewey Class. No.: 658.85

Using installed base selling to maximize revenue = a step-by-step approach to achieving long-term profitable growth /
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245 1 0 $a Using installed base selling to maximize revenue $h [electronic resource] : $b a step-by-step approach to achieving long-term profitable growth / $c by Remi Gicquel, Paul-Andre Lambert.
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505 0 $a Part I: The Strategy -- Chapter 1: Installed Base Selling -- Chapter 2: Winning with Installed Base Selling -- Chapter 3: From Sales Strategy to Profitable Growth -- Part II: The Benefits -- Chapter 4: Why Installed Base Selling Matters -- Part III: The Execution -- Chapter 5: The Digital Installed Base Selling Transformation -- Chapter 6: Installed Base Selling and Sales Coverage -- Chapter 7: Installed Base Selling, a Company Culture -- Chapter 8: Practical Implementation -- Chapter 9: Conclusion -- Appendix A: Definitions and Concepts -- Appendix B: Installed Base Assessment.
520 $a 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!
650 0 $a Selling. $3 643554
650 1 4 $a Sales/Distribution. $3 2179369
650 2 4 $a Customer Relationship Management. $3 2186425
650 2 4 $a Market Research/Competitive Intelligence. $3 2162287
650 2 4 $a Consumer Behavior. $3 3220217
650 2 4 $a Business Strategy/Leadership. $3 1565354
700 1 $a Lambert, Paul-Andre. $3 3529321
710 2 $a SpringerLink (Online service) $3 836513
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856 4 0 $u https://doi.org/10.1007/978-1-4842-5146-1
950 $a Business and Management (SpringerNature-41169)