Using Installed Base Selling to Maximize Revenue : A Step-by-Step Approach to Achieving Long-Term Profitable Growth / by Remi Gicquel, Paul-André Lambert.

Format:

Book

Author/Creator:

Gicquel, Remi, Author.

Lambert, Paul-André, Author.

Language:

English

Subjects (All):

Sales management.

Customer relations--Management.

Customer relations.

Marketing research.

Motivation research (Marketing).

Leadership.

Sales/Distribution.

Customer Relationship Management.

Market Research/Competitive Intelligence.

Consumer Behavior.

Business Strategy/Leadership.

Local Subjects:

Sales/Distribution.

Customer Relationship Management.

Market Research/Competitive Intelligence.

Consumer Behavior.

Business Strategy/Leadership.

Physical Description:

1 online resource (154 pages) : illustrations, color portraits

Edition:

1st ed. 2020.

Place of Publication:

Berkeley, CA : Apress : Imprint: Apress, 2020.

System Details:

text file

Summary:

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-André 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, Nestlé, 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!

Contents:

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.

Notes:

Includes index.

Includes bibliographical references.

ISBN:

9781484251461

1484251466

OCLC:

1123174415