Using Installed Base Selling to Maximize Revenue: A Step-By-Step Approach to Achieving Long-Term Profitable Growth
暫譯: 利用已安裝基礎銷售最大化收益：實現長期獲利增長的逐步方法

Gicquel, Remi, Lambert, Paul-Andre

Using Installed Base Selling to Maximize Revenue: A Step-By-Step Approach to Achieving Long-Term Profitable Growth
  • 出版商: Apress
  • 出版日期: 2019-08-31
  • 售價: $1,740
  • 貴賓價: 9.5 折 $1,653
  • 語言: 英文
  • 頁數: 145
  • 裝訂: Quality Paper - also called trade paper
  • ISBN: 1484251458
  • ISBN-13: 9781484251454

    • 海外代購書籍(需單獨結帳)

商品描述

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-Andr 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, Nestl , 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.

商品描述(中文翻譯)

沒有任何簡單的銷售。然而，對現有客戶進行銷售——無論是更新舊產品還是引入新產品——通常更容易、更快速，且能帶來更高的利潤率。將組織的銷售策略集中在已安裝的客戶基礎上是一種聰明且經過驗證的方法，可以實現持久且有利可圖的增長。

利用已安裝基礎銷售來最大化收入揭示了一個逐步的、綜合的方法，您可以立即開始使用。作者 Remi Gicquel 和 Paul-Andr Lambert 展示了如何通過實際案例研究（來自 Spotify、Hewlett Packard Enterprise、Nestlé 等）來應用這一強大且可靠的端到端解決方案。這本書充滿了適合數位時代的智慧，呈現了作者在當前已安裝基礎銷售流程中的經驗和研究結果，從客觀的角度識別出有效的做法和無效的做法。

本書解釋了基本概念，例如有利可圖的增長悖論、已安裝基礎利潤楔、管理已安裝基礎銷售轉型的操作方法論等。創新公司保護並培養其最有價值的資產——客戶及其定義的數據。他們將已安裝基礎銷售置於銷售策略的核心。現在，輪到您了


您將學到什麼


  • 如何最大化來自已安裝基礎客戶的回報


  • 基本概念，例如有利可圖的增長悖論、已安裝基礎利潤楔，以及最佳駕馭銷售團隊的即時操作銷售方法論




  • 改變模式的關鍵，以成為一家能夠多年享有更高利潤收入的公司



本書適合誰

總經理、銷售和市場領導者，渴望轉型以確保持久的利潤，以及尋求務實方法來轉變其銷售團隊以挖掘現有客戶潛力的領導者。

作者簡介

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 ib-max.com.

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 ib-max.com.

作者簡介(中文翻譯)

Remi Gicque是惠普企業（Hewlett Packard Enterprise, HPE）混合IT市場推廣的全球總監。作為IT行業的25年資深人士，他深知推動轉型必須從內部開始，並熱衷於確保銷售團隊能夠參與決策，協助引領變革。在這個角色中，Remi負責制定市場推廣策略和全球銷售計劃，通過最佳的安裝基礎和競爭攻擊銷售計劃，推動HPE的盈利增長和市場佔有率。Remi提供領導和指導，以推動銷售卓越和高效能的銷售文化。

在此之前，Remi在業務單位、銷售和策略方面擔任過多個關鍵的總監和領導職位。作為價值導向領導的實踐者，他相信商業是一股向善的力量，並將個人精力投入到支持他人之中。

他的網站是 ib-max.com。

Paul-André Lambert是惠普企業（Hewlett Packard Enterprise, HPE）混合IT安裝基礎計劃的全球運營經理。Paul-André是端到端安裝基礎基礎設施的架構師，並負責在全球各地推動安裝基礎計劃的部署。在他的角色中，他監督IT發展並將業務優先事項整合進計劃中。

在此之前，Paul-André在銷售策略和規劃、業務運營和渠道管理方面擔任過多個領導職位。Paul-André於1990年加入HP，成為比利時渠道業務運營團隊的一員。

Paul-André擁有KUL的經濟學大學學位。

他的網站是 ib-max.com。

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