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I find this book very refreshing and well written. It has great approaches and proper key point for sales people to use on a day to day sales activities.
M. Lovovsky, Sales Leader and Executive.
Carmit Yadin does a great job of capturing practices that work and practices that dont in the real world.
C.Jones. Founder and CEO
The best salespeople in the corporate and B2B worlds share similar qualities and skills, and if you want to join them, youll need to study their methods.
Thats not always easy in the cutthroat world of sales, where competition between companies and within organizations complicates the process. Fortunately, this guidebookthe first one in the How to Boom serieshelps you cultivate the right relationships with the right people.
Carmit Yadin, a veteran marketer who has worked primarily with multinational companies, delivers practical tools and advice to make B2B sales simple and doable. Learn how to:
focus on the customers financial resultsnot your own;
break your sales process into small bites;
create a pool of B2B sales leads;
qualify and follow up with potential customers;
generate more sales through social media.
Each chapter includes a helpful summary with bullet points reiterating main themes. After reading this guide, youll want to get future books in the series, which will focus on marketing and social media for B2B professionals.
Whether youre just starting your career in sales or are a seasoned professional, youll discover best practices to help close more deals with How to Boom B2B Sales.
When originally published, this was the first book to be published in the UK or USA devoted solely to the important modern management tool of industrial marketing research.
How organizations can deliver significant performance gains through strategic investment in marketing
In the new era of tight marketing budgets, no organization can continue to spend on marketing without knowing what's working and what's wasted. Data-driven marketing improves efficiency and effectiveness of marketing expenditures across the spectrum of marketing activities from branding and awareness, trail and loyalty, to new product launch and Internet marketing. Based on new research from the Kellogg School of Management, this book is a clear and convincing guide to using a more rigorous, data-driven strategic approach to deliver significant performance gains from your marketing.Explains how to use data-driven marketing to deliver return on marketing investment (ROMI) in any organization In-depth discussion of the fifteen key metrics every marketer should know Based on original research from America's leading marketing business school, complemented by experience teaching ROMI to executives at Microsoft, DuPont, Nisan, Philips, Sony and many other firms Uses data from a rigorous survey on strategic marketing performance management of 252 Fortune 1000 firms, capturing $53 billion of annual marketing spending In-depth examples of how to apply the principles in small and large organizations Free downloadable ROMI templates for all examples given in the book
With every department under the microscope looking for results, those who properly use data to optimize their marketing are going to come out on top every time.
This new edition builds on the success of the previous edition, focusing on the role of air freight in the global supply chain, including areas such as: the main players in the industry; regulations and restrictions; and terrorism management. Updates to this edition include:
the role of E-Commerce and its changing influence on the industry;
a new chapter on crime, security and terrorism;
updated case studies, and
new contributors providing professional insight from the industry.
Enriched throughout with international case studies and contributions from industry experts, Air Cargo Management provides a practical approach. It is the perfect companion for undergraduate students studying air logistics, transportation logistics, air cargo and supply chain management. Professionals and managers in the field will also find Sales’ easy style and industry insights useful and applicable to their practice.