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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!
What You Will Learn
How to maximize the return from installed base customers
Fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams
Keys to changing patterns to become a company that can enjoy higher profitable revenues for years
Who This Book Is For
General Managers, Sales and Marketing Leaders who are eager to transform their business to secure long-lasting profits, and for leaders looking for a pragmatic approach to transform their sales force to harvest the potential of their existing customers.
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!
What You Will Learn
How to maximize the return from installed base customers
Fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams
Keys to changing patterns to become a company that can enjoy higher profitable revenues for years
Who This Book Is For
General Managers, Sales and Marketing Leaders who are eager to transform their business to secure long-lasting profits, and for leaders looking for a pragmatic approach to transform their sales force to harvest the potential of their existing customers.
Remi Gicquel is the worldwide director for Hybrid IT Go-To-Market at Hewlett Packard Enterprise (HPE). As a 25-year veteran of the IT industry, he knows that driving transformation starts from the inside out and is passionate about making sure that sales has a seat at the table to help lead change. In this role, Remi oversees the Go-To-Market strategy and global sales programs driving profitable growth and market share for HPE via best in class Installed Base and Competitive Attack sales programs. Remi provides leadership and direction to drive sales excellence and a high performance sales culture.
Prior to that role, Remi held various key director and leadership positions in business units, Sales and Strategy. As practitioner of values based leadership he believes business is a force for good and places personal energy into supporting others.
His website is [...].
Paul-André Lambert is the worldwide operations manager for the Hybrid IT installed base program at Hewlett Packard Enterprise (HPE). Paul-André is the architect of the e2e Installed Base infrastructure and leads the deployment of the installed base program across all geographies worldwide. In his role he oversees the IT developments and integrates the business priorities in the program.
Prior to that role, Paul-André had various leadership positions in sales strategy and planning, business operations and channel management. Paul-André joined HP in 1990 in the channel business operations team in Belgium.
Paul-André holds a university degree in Economics from the KUL.
His website is [...].
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 fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams
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.
| Erscheinungsjahr: | 2019 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: |
xviii
145 S. 39 s/w Illustr. 145 p. 39 illus. |
| ISBN-13: | 9781484251454 |
| ISBN-10: | 1484251458 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: |
Lambert, Paul-André
Gicquel, Remi |
| Auflage: | 1st ed. |
| Hersteller: |
Apress
Apress L.P. |
| Maße: | 235 x 155 x 10 mm |
| Von/Mit: | Paul-André Lambert (u. a.) |
| Erscheinungsdatum: | 31.08.2019 |
| Gewicht: | 0,26 kg |
Remi Gicquel is the worldwide director for Hybrid IT Go-To-Market at Hewlett Packard Enterprise (HPE). As a 25-year veteran of the IT industry, he knows that driving transformation starts from the inside out and is passionate about making sure that sales has a seat at the table to help lead change. In this role, Remi oversees the Go-To-Market strategy and global sales programs driving profitable growth and market share for HPE via best in class Installed Base and Competitive Attack sales programs. Remi provides leadership and direction to drive sales excellence and a high performance sales culture.
Prior to that role, Remi held various key director and leadership positions in business units, Sales and Strategy. As practitioner of values based leadership he believes business is a force for good and places personal energy into supporting others.
His website is [...].
Paul-André Lambert is the worldwide operations manager for the Hybrid IT installed base program at Hewlett Packard Enterprise (HPE). Paul-André is the architect of the e2e Installed Base infrastructure and leads the deployment of the installed base program across all geographies worldwide. In his role he oversees the IT developments and integrates the business priorities in the program.
Prior to that role, Paul-André had various leadership positions in sales strategy and planning, business operations and channel management. Paul-André joined HP in 1990 in the channel business operations team in Belgium.
Paul-André holds a university degree in Economics from the KUL.
His website is [...].
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 fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams
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.
| Erscheinungsjahr: | 2019 |
|---|---|
| Fachbereich: | Management |
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: |
xviii
145 S. 39 s/w Illustr. 145 p. 39 illus. |
| ISBN-13: | 9781484251454 |
| ISBN-10: | 1484251458 |
| Sprache: | Englisch |
| Ausstattung / Beilage: | Paperback |
| Einband: | Kartoniert / Broschiert |
| Autor: |
Lambert, Paul-André
Gicquel, Remi |
| Auflage: | 1st ed. |
| Hersteller: |
Apress
Apress L.P. |
| Maße: | 235 x 155 x 10 mm |
| Von/Mit: | Paul-André Lambert (u. a.) |
| Erscheinungsdatum: | 31.08.2019 |
| Gewicht: | 0,26 kg |
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