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About Information The
Fundamentals of Business-to-Business Sales & Marketing by John Coe book
from Amazon:
B2B sales and
marketing executives have been hard-hit by increasing sales demands, plummeting
budgets, and highly touted techniques that promise more than they deliver. The
Fundamentals of Business-to-Business Sales & Marketing shows executives how
to integrate traditional B2B selling methods with effective and proven new
technologies.
Covering database
marketing, microclustering, accurate ROI measurement, and more, this
no-nonsense book provides a dynamic, hands-on approach for selling more while
spending less, and meeting today's relentless revenue and margin demands.
The New Fundamentals
of Business-to-Business Sales and Marketing ties together the best of the old
and the new, introducing a new sales coverage model that meets the needs of
today's fast-paced, Web-based environment while retaining the benefits that
only a knowledgeable, hands-on salesperson can bring to the table.
Straight-talking and well-documented, this rulebook for selling success in the
marketplace will show you how your organization can attain:
- Improved,
results-based marketing through the creation of a robust prospect and
customer database
- Precise
targeting of the right market through advanced segmentation and
microsegmentation techniques
- Increased
results from demand generation efforts that will produce real sales
opportunities, not just raw inquiries
- Higher sales and profits for distributors and business partners through improved feedback systems and channel efficiencies
As a marketer, each
day that you cling to outmoded technologies and practices could be costing you
competitive advantages that will be difficult, if not impossible, to regain.
The New Fundamentals of Business-to-Business Sales and Marketing will show you
how to create and deploy a new sales coverage model that will enhance your
go-to-market selling strategy and tactics like never before.
Product Details: The
Fundamentals of Business-to-Business Sales & Marketing [Hardcover]
John Coe (Author)
- Hardcover:
208 pages
- Publisher:
McGraw-Hill; 1 edition (August 29, 2003)
- Language:
English
- ISBN-10:
0071408797
- ISBN-13:
978-0071408790
- Product Dimensions: 6.3 x 0.7 x 9.2 inches
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