| 書目名稱 | Using Installed Base Selling to Maximize Revenue | | 副標(biāo)題 | A Step-by-Step Appro | | 編輯 | Remi Gicquel,Paul-André Lambert | | 視頻video | http://file.papertrans.cn/945/944571/944571.mp4 | | 概述 | Learn more about the next business hype: installed base selling.Examine how you can effectively protect and expand your installed base before hunting strategic new logos.Gain rich insights on fundamen | | 圖書封面 |  | | 描述 | .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 va | | 出版日期 | Book 2020 | | 關(guān)鍵詞 | installed base; install base; installed base selling; customer; sales acceleration; profit; cost of sales; | | 版次 | 1 | | doi | https://doi.org/10.1007/978-1-4842-5146-1 | | isbn_softcover | 978-1-4842-5145-4 | | isbn_ebook | 978-1-4842-5146-1 | | copyright | Remi Gicquel, Paul-Andr? Lambert 2020 |
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