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Strategy 2 Sell the Way Your Customers Want
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Strategy 2 Sell the Way Your Customers Want
by Marc Benioff, Maria Valdivieso de Uster, Homayoun Hatami, Thomas Baumgartner
Sales Growth, 2nd Edition
Foreword
Preface
Strategy 1 Find Growth Before Your Competitors Do
Chapter 1 Look Ten Quarters Ahead
Surf the Trends
Invest Ahead of Demand
Make It a Way of Life
Notes
Chapter 2 Mine Growth beneath the Surface
Find the Pockets of Growth
Look beyond Sales
Keep It Easy for the Sales Team
Notes
Chapter 3 Find Big Growth in Big Data
Harvest Every Source of Big Data
Get Personal in Selling
Put Big Data at the Heart of Sales
Notes
Strategy 2 Sell the Way Your Customers Want
Chapter 4 Master Multichannel Sales
Blend Remote Sales and Field Sales
Integrate Online and Offline
Orchestrate Direct and Indirect Channels
Bring Service Channels into the Fold
Notes
Chapter 5 Power Growth through Digital Sales
Optimize Fanatically and Often
Get Mobile to Drive Growth
Integrate Digital in a Great Omnichannel Experience
Notes
Chapter 6 Innovate Direct Sales
Engage Customers Early
Unlock Growth in Key Accounts
Pursue New Prospects Relentlessly
Chapter 7 Invest in Partners for Mutual Profit
Manage Partners as an Extension of Your Sales Force
Confront Channel Conflict Head-On
Chapter 8 Sell Like a Local in Emerging Markets
Get on the Ground
Overinvest in the Right Partners
Build Talent for the Long Term
Strategy 3 Supercharge Your Sales Engine
Chapter 9 Tune Sales Operations for Growth
Give Sales Teams More Time to Sell
Use Sales Operations to Benefit Customers
Chapter 10 Pay More Attention to Presales
Focus on Quality, Not Quantity, of Leads
Use Expertise Appropriately Before and During the Sale
Notes
Chapter 11 Get the Most out of Marketing
Capitalize on a Company-Wide Understanding of Buyers’ Needs
Smooth the Flow of Insights Between the Field and Marketing
Collaborate to Influence the Journeys that Drive Repurchase and Loyalty
Notes
Chapter 12 Build a Technological Advantage in Sales
Arm Sales Teams with Insights
Enable Channel Partners
Gear Up for Analytics
Notes
Strategy 4 Focus on Your People
Chapter 13 Manage Performance for Growth
Coach Rookies into Rainmakers
Set the Tempo of Performance
It’s Not Just about Pay
Notes
Chapter 14 Build Sales DNA
Create a Culture for the Long Term
Give Middle Managers a Starring Role
Put Together the A-Team
Notes
Strategy 5 Lead Sales Growth
Chapter 15 Drive Growth from the Very Top
Challenge the Status Quo
Galvanize Sales Teams
Role Model Change
Demand Results, Results, Results!
Note
Chapter 16 Make It Happen
Start a Dialogue about Change
Implement the Vision
Notes
Epilogue Reimagine Sales Growth
Go From Street-Smart to AI-Smart
Get Someone Else to do the Selling
Notes
About the Authors
Thomas Baumgartner
Homayoun Hatami
Maria Valdivieso
Acknowledgments
Index
EULA
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Chapter 3 Find Big Growth in Big Data
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Chapter 4 Master Multichannel Sales
Strategy 2
Sell the Way Your Customers Want
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