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ROBERT WOLLAN is the Global Managing Director of Accenture's Management Consulting Customer Relationship Management practice. He leads a global team of professionals skilled in customer-centric marketing, sales, service, and customer operations, and drives major growth areas across the industries Accenture serves globally. Robert holds seven patents for innovations in customer relationship management. He coauthored The Social Media Management Handbook, a practical guide to implementing key social media strategies and achieving business goals.
NAVEEN JAINIS the Managing Director of Accenture's Management Consulting – CRM Sales Transformation practice. His teams help increase sales organization productivity and effectiveness and provide strategic insights, func??tional expertise, and global implementation skills to help clients maximize profitability by transforming customer relationships across all of the industries Accenture serves globally.
MICHAEL HEALD is the Managing Director of Accenture's Communications, Media, and Technology Sector, Management Consulting West practice. His teams focus on the unique and dynamic needs of communications, media, and technology companies, including how to deliver greater results from sales forces and sales channel partners. Formerly holding executive positions in the industry, he brings personal experience in both change and operations.
Preface vi
Section I THE RISING IMPACT OF SALES AND DISTRIBUTION: WHY "GOOD ENOUGH" ISN’T ENOUGH ANYMORE 1
1 Why It's Time to Change Selling: Your Sales Model Is Broken 3
Robert Wollan
2 The Solution—Agile Selling: Growth Can Come from Investing in Your "Selling Force," Not Just Your "Sales Force" 20
Robert Wollan
3 The Agile Sales and Distribution Ecosystem 38
Mike Heald and Paul Neumann
4 Time for a Refresh: The Updated Sales Strategy 51
Naveen Jain and Varun Ratta
5 Looking for Channel-Selling Innovation? Four Industries That Stand Out 67
Robert Wollan, Anne O’Riordan, Jean-Laurent Poitou, Fabio Vacirca, and John L. DelSanto
Section II THE NEW AGILE SELLING MODEL AND STRATEGY 91
6 Advanced Strategies for Customer Targeting and Lead Generation 95
Lan Guan and Golnar Pooya
7 A Renewed Focus on the Differentiated Customer Buying Experience 109
Ron Ref and Ami Palan
8 Price Strategies in a MultichannelWorld 128
Tom Jacobson, Cecilia Nguyen, Tiffany Gilbert, and Julian Short
9 Bringing Science to Selling 152
Jan Van der Linden
10 Incentives ThatDrive Performance:Motivating the Right Behaviors with the Right Sales and Marketing Incentives to Optimize ROI 178
Jason Angelos and Gary Singer
Section III BUILDING THE BETTER NETWORK—POSITIONING FOR SUCCESS AND EFFECTIVENESS 201
11 Joint Initiatives: A Step Change for Sales Collaboration 203
Mike Heald, Paul Neumann, and Golnar Pooya
12 A New Look at an Old Problem: Selling to Small- and Medium-Size Businesses 217
Ron Ref and Lan Guan
13 Using Social Media to Engage Buyers, Empower Sellers, and Reinvent the Sales Process 234
Kari Kaario and Jason Breed
14 Around the Block or Around the World: How to Enter New, GlobalMarkets 262
Christian Requena, Golnar Pooya, Grant Hatch, Pieter Becker, and Tomas Kandl
Section IV BEYOND THE "PILOT" PHASE: THE CORE COMPONENTS OF THE AGILE SELLING ENTERPRISE—POSITIONING FOR EFFICIENCY 281
15 The CIO Sales Agenda: How to Build an Advanced Sales and Distribution IT Infrastructure 283
Robert Wollan, Paul Daugherty, and Saj Usman
16 Tablets,Smartphones, and Apps:The Importance of aClear, Standardized Mobility Strategy 296
Yusuf Tayob, Terri Rinella, and Aidan Quilligan
17 New Rules for Tools and IT Infrastructure: The Cloud and Agile Tools, Processes, and Systems 314
Saideep Raj and Beth Boettcher
Section V EMPOWERING EMPLOYEES FOR SELLING SUCCESS 335
18 Profiling and Shaping a High-Performance Sales Force 337
David Smith, Victoria Luby, PhD, and Patrick Mosher
Notes 357
Index 365
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.