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The New Successful Large Account Management

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The New Successful Large Account Management

The New Successful Large Account Management Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Grand Central Publishing
Release : 2005-04-20
ISBN : 9780446694667
Language : En, Es, Fr & De

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Book Description :

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!

The New Successful Large Account Management

The New Successful Large Account Management Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Unknown
Release : 2011
ISBN : 9780749462901
Language : En, Es, Fr & De

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Book Description :

Whatever a company's sales revenue, chances are that a majority comes from a few crucial accounts. The New Successful Large Account Management, ideal for sales directors, managers and executives, shows businesses how to protect and develop those critical accounts they can't afford to lose. Based on the proven Miller Heiman Large Account Management Process, which is used successfully by some of the world's largest companies, it is crammed with examples of real success stories and proven strategies to keep customers coming back. By following the clearly defined and dynamic approach to the account planning process, readers will close more business and introduce winning sales systems into their organization.

The New Successful Large Account Management

The New Successful Large Account Management Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Kogan Page Publishers
Release : 2006
ISBN : 9780749445010
Language : En, Es, Fr & De

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Book Description :

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships." (Damon Jones, COO, Miller Heiman, Inc.). "The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company." (Joseph L Cash, senior vice president of sales, Equifax Corporation). "Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results." (Paul Wichman, vice president and senior division sales manager, Schwab Institution). "The New Successful Large Account Management" now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books "The New Strategic Selling" and "The New Conceptual Selling" provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.

The 5 Paths to Persuasion

The 5 Paths to Persuasion Book
Author : Robert B. Miller,Alden M. Hayashi,Gary A. Williams
Publisher : Kogan Page Publishers
Release : 2007-05
ISBN : 9780749449940
Language : En, Es, Fr & De

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Book Description :

Identifying five types of executive decision makers, this title suggests approaches for catering a sales presentation that will appeal to charismatics, thinkers, sceptics, followers, and controllers. The method centres on the observation that different types of executives prefer to hear and see specific types of information.

Successful Large Account Management

Successful Large Account Management Book
Author : Robert E. Miller
Publisher : Unknown
Release : 2004
ISBN : 9780749441234
Language : En, Es, Fr & De

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Book Description :

Download Successful Large Account Management book written by Robert E. Miller, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Successful Global Account Management

Successful Global Account Management Book
Author : Kevin Wilson,Nick Speare,Samuel J. Reese,Miller Heiman, Inc
Publisher : Kogan Page Publishers
Release : 2002
ISBN : 9780749436049
Language : En, Es, Fr & De

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Book Description :

While the concept of global account management (GAM) is not new, there are numerous differences (both subtle and overt) between it and the conventional management of overseas accounts. So what are they? How should we define GAM? And how can companies ensure that their global accounts are managed successfully?

Key Account Management and Planning

Key Account Management and Planning Book
Author : Noel Capon
Publisher : Simon and Schuster
Release : 2002-06-15
ISBN : 0743215443
Language : En, Es, Fr & De

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Book Description :

The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition. Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.

The New Strategic Selling

The New Strategic Selling Book
Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Hachette UK
Release : 2008-11-16
ISBN : 0446548782
Language : En, Es, Fr & De

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Book Description :

The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.

Clinical Laboratory Management

Clinical Laboratory Management Book
Author : Anonim
Publisher : John Wiley & Sons
Release : 2020-08-06
ISBN : 1555817289
Language : En, Es, Fr & De

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Book Description :

This totally revised second edition is a comprehensive volume presenting authoritative information on the management challenges facing today's clinical laboratories. Provides thorough coverage of management topics such as managerial leadership, personnel, business planning, information management, regulatory management, reimbursement, generation of revenue, and more. Includes valuable administrative resources, including checklists, worksheets, forms, and online resources. Serves as an essential resource for all clinical laboratories, from the physician's office to hospital clinical labs to the largest commercial reference laboratories, providing practical information in the fields of medicine and healthcare, clinical pathology, and clinical laboratory management, for practitioners, managers, and individuals training to enter these fields.

Better Business Relationships

Better Business Relationships Book
Author : Kim Tasso
Publisher : Bloomsbury Publishing
Release : 2018-09-20
ISBN : 1472957008
Language : En, Es, Fr & De

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Book Description :

Business success is reliant on being able to get on with people. No matter what the role in an organization, the ability to influence, persuade, motivate and encourage others to act effectively is vital. Better Business Relationships brings together a wealth of knowledge and practical advice, from psychology and management to communications and sales, in order to provide insight and guidance to both new and more experienced workers alike, who may be dealing with both internal colleagues and external clients and suppliers. As technology advances and automates business processes across industries and roles, communication skills and the ability to form meaningful, constructive professional relationships is at risk of becoming a dying art. With the rise of social media, automation and artificial intelligence, there is worldwide concern that we risk losing the human factors that are needed for individual and organizational success. Kim Tasso provides practical and essential insight on: · Understanding yourself and other people; · Learning how to change; · The fundamentals of good communication, · How relationships are formed and conflict management; · Working with people and teams internally; and · Working with people externally and selling. Better Business Relationships is ideal for anyone who wants to improve their relationships at work and gain a greater understanding of critical social and communications skills required to succeed in any professional environment.

Handbook of Strategic Account Management

Handbook of Strategic Account Management Book
Author : Diana Woodburn,Kevin Wilson
Publisher : John Wiley & Sons
Release : 2014-03-17
ISBN : 1118509072
Language : En, Es, Fr & De

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Book Description :

A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers. Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative. "Today’s strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management. This Handbook is an important milestone to mark SAM’s still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships." Bernard Quancard,President & CEO of SAMA (US-based Strategic Account Management Association with over 3,000 members worldwide) Yana Atanasova Bjorn Ivens Toni Mikkola Ivan Snehota Audrey Bink Ove Jensen Stefanos Mouzas Kaj Storbacka Per-Olof Brehmer Robert Krapfel Peter Naud頠 Olavi Uusitalo Noel Capon Antonella La Rocca Jukka Ojasalo Tom Vanderbiesen Simon Croom Sylvie Lacoste Ca

PLAN to WIN Tweet Book01

 PLAN to WIN Tweet Book01 Book
Author : Ron Snyder,Eric Doner
Publisher : Happy About
Release : 2011-08-01
ISBN : 1616990694
Language : En, Es, Fr & De

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Book Description :

A sound territory/strategic account plan is essential to make the best use of limited time and resources--especially in business-to-business selling. This edition explores a broad range of sales strategy topics focused on developing and executing a winning plan.

Sales What a Concept A Guidebook for Sales Process Performance Improvement

Sales  What a Concept   A Guidebook for Sales Process Performance Improvement Book
Author : Henry C. (Sandy) Waters III
Publisher : Lulu Press, Inc
Release : 2013-03-15
ISBN : 1105467473
Language : En, Es, Fr & De

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Book Description :

Improve sales performance by developing a clear understanding of your sales systems and the sales processes that impact selling and buying of your product, service or solution. Understand how to improve results, assess what works and what does not work in your organization and implement changes resulting from analyzing your processes. Any organization benefits from reviewing the concepts presented, performing the exercises using the templates and activities supplied in the workbook. Understanding your sales system and the selling and buying processes will enhance your ability to win more business. You will learn new ways to assess your competition and to develop strategies and tactics that differentiate your company from the competitors. You will learn the importance of aligning the business, marketing, sales and operational support plans to improve responsiveness, reduce costs, manage to metrics more effectively and with fewer communication problems. Learn a new view on improving customer perspectives.

Hawks Seagulls and Mice

Hawks  Seagulls  and Mice Book
Author : Tim J. Smith
Publisher : iUniverse
Release : 2006-04
ISBN : 0595381111
Language : En, Es, Fr & De

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Book Description :

Hawks, Seagulls, & Mice is an eye-opening resource for executives, entrepreneurs, venture capitalist, and everyone else involved in sales and marketing in business markets. It presents business-tested conceptual and quantitative models for driving performance in creating customers and capturing profits in plain-spoken terms and supported by numerous case studies and examples. Explore business markets from the following perspectives: Strategic growth patterns Sales and marketing organization design Sales and marketing activity management Customer buying process Psychological and business value communication Sales and marketing performance audits Finally! Someone has shifted the old B2B paradigm of sales and marketing and provided some dynamic, new, easy-to-use, quantitative models for integrating the two around business goals. Gordon Hochhalter, Partner, Creativitystrategyconnectivity, Mobium Creative Group fills two major gaps in the marketing book universe marketing in business-to-business markets and the integration of sales and marketing functions. Smith addresses these gaps in a systematic and comprehensive manner. A solid effort. Puneet Manchanda, Associate Professor of Marketing, University of Chicago Graduate Schools of Business Smith s Hawks, Seagulls, & Mice is a just-in-time work, immediately needed by many and useful to all those businesses that wish to grow their revenues in today s dynamic and exceedingly complex competitive marketplace. Green R. Miller, PhD, Professor of Economics, Morehead State University A comprehensive understanding of business markets conveyed through abstract, mostly impenetrable prose. Smith, an adjunct professor of marketing at DePaul University and chief editor of the Wiglaf Journal, demonstrates considerable insight about business systems. He reviews various strategies for business growth, examining marketing theory, organizational structure, models of communication between businesses and the integration of sales and marketing. which help simplify abstract concepts. Equally welcome are the few included case studies. Smith's analyses will not appeal to casual readers, but the text has a place in the marketing classroom. Knowledgeable and authoritative. -Kirkus Discoveries"

People Love You

People Love You Book
Author : Jeb Blount
Publisher : John Wiley & Sons
Release : 2013-02-04
ISBN : 1118433246
Language : En, Es, Fr & De

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Book Description :

What you experience is what you remember. The more emotional the experience, the deeper it is branded into your memory. Experience has a massive impact on buying decisions. Every touch point, every time you or someone in your company engages a customer, it creates an experience - something they remember. When they have a negative experience, they tend to vote with their feet (and their wallets) and head straight to your competitors. When customers have positive emotional experiences, it anchors them to your brand, your product or service, and ultimately to you. In the twenty-first century, competitive advantages derived from unique products are services are short-lived because competitors are able to quickly and easily duplicate or match your offering. Likewise a focus on customer satisfaction and loyalty will no longer give you the competitive edge. Delivering a legendary customer experience has emerged as the single most important competitive advantage for companies across all industries. In People Love You you’ll learn the real secrets of customer experience including: 7 Essential Principles of Customer Engagement 5 Levers for Creating a Legendary Customer Experience The Secret to Bridging the Experience Gap How to Leverage the Pull Strategy to become a Trusted Advisor 2 Most Important Rules for Dealing with Pissed-off Customers In a hypercompetitive, global marketplace protecting your company’s customer base, the lifeblood of your business, must become your number one priority. The rubber hits the road with account managers, project managers, sales professionals, and customer service professionals—the people most connected to customers—who are on the frontlines of customer experience. They build unique and enduring emotional connections with customers that creating long-term revenue and profit streams. In People Love You, human relationship guru, Jeb Blount, gives you a powerful playbook for interacting with customers in a way that creates deep, enduring, visceral connections that withstand relentless economic and competitive assaults.

Business and Management Consulting

Business and Management Consulting Book
Author : Louise Wickham and Jeremy Wilcock
Publisher : Pearson UK
Release : 2022-01-20
ISBN : 1292259531
Language : En, Es, Fr & De

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Book Description :

Download Business and Management Consulting book written by Louise Wickham and Jeremy Wilcock, available in PDF, EPUB, and Kindle, or read full book online anywhere and anytime. Compatible with any devices.

Sales Is a Science

Sales Is a Science Book
Author : Allan Lobeck
Publisher : iUniverse
Release : 2011-02-10
ISBN : 1450283942
Language : En, Es, Fr & De

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Book Description :

What does it take to become a top performer in todays competitive sales field? In Sales as a Science, author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective. Based on twenty-five years of experience in worldwide sales, Lobeck communicates that selling commercially is a science, not an art; it is a long-term activity that requires both a plan and a pre-defined process. He presents a logical, documented, process-based approach for activities and sub-activities in a sales cycle. He also provides flow diagrams for each phase of the sales cycle giving professional sales staff the best potential roadmap for success. Sales as a Science defines the many steps and roles in the sales process, from planning, to account research, customer contacts, presentation and follow-up, negotiation, and customer evaluation. It outlines the commitment necessary to begin transforming your sales techniques in order to transition to financial independence and become a consistent top performer.

Red Yellow Green

Red Yellow Green Book
Author : Michael Perullo
Publisher : UQ Publishing
Release : 2011-10-31
ISBN : 0984787771
Language : En, Es, Fr & De

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Book Description :

There must be a new way, a simple way, a comprehensible and comprehensive way to have a purposeful discussion with regard to federal priorities and spending. This book is about setting federal spending priorities with a rational basis in the rule of law. We need a reasonable way to develop an agreed upon codified consensus of our increasingly expensive and continuously expansive unsustainable federal spending. With regard to the federal budget (and our national debt), the detailed conversation that we must have as a nation is not taking place. Neither Democrats nor Republicans seem to be capable of showing the requisite leadership on federalist (constitutionally derived) budget priorities. There needs to be a comprehensible unifying idea in order to jump start, focus, and keep the discussion moving forward to eventually bring a constitutional focus back to federal spending. The purpose of this book is to suggest a metaphor which could easily be employed to catalyze the most serious discussion of our time: our ruinous national finances, both in terms of budget outlays and our national debt. A comprehensible unifying idea in order to start, focus, and keep the discussion going to bring a constitutional focus back to federal spending is required. The idea is represented by the common traffic signal: Red means stop, Yellow means caution, and Green means go. The goal is to get Americans thinking about federal spending in terms of Red, Yellow and Green.

101 Marketing Strategies for Accounting Law Consulting and Professional Services Firms

101 Marketing Strategies for Accounting  Law  Consulting  and Professional Services Firms Book
Author : Troy Waugh
Publisher : John Wiley & Sons
Release : 2004-04-26
ISBN : 0471654752
Language : En, Es, Fr & De

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Book Description :

"Troy Waugh—'the rainmakers' rainmaker'—has provided a well-designed blueprint for selling professional services that skillfully draws upon his more than thirty years in the field. This practical, highly focused guide to the selling process can help our firms achieve sales successes measured not only by effort but also by bottom-line results." —Howard B. Allenberg, vice chairman and CIO, BDO Seidman, LLP Finally, peerless focus on how to break into all aspects of the selling process and the currents of relationship and buyer development. Learn how to build your personal and firm business more successfully. Covers the process of relationship and buyer development. Provides proven strategies from hundreds of the world's successful firms. Order your copy today!

The Game

The Game Book
Author : Kim Beamon
Publisher : Xlibris Corporation
Release : 2001-10
ISBN : 0738856096
Language : En, Es, Fr & De

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Book Description :

Working in corporate America is like surviving in the world of sports: there are things to win, there's competition, there are teams and teammates, people play certain positions, managers are coaches, employees have game plans, and the business year is often divided into quarters. At work, the corporate professional is also a business athlete. At work, the corporate professional is actually in a game. At work, the corporate professional is personally responsible to play his position. At work, there is a specific set of rules for the corporate professional to follow. And though the rules may seem unfair, at work, the corporate professional will need to follow the rules to win. The reader is treated as if he's a professional basketball player going into his rookie season. Chapters mirror the player's life as an athlete. Before the real work-season starts, the business athlete spends time in pre-season. First and second quarter, halftime, third and fourth quarter reflect the actual activity at work. The off-season represents a time at work when the corporate professional begins to leave his new-hire or rookie status to become a seasoned player. A final chapter offers business advice to keep the corporate professional motivated. The chapter format is simple: business rules followed by explanations, and random mixtures of anecdotes and sports analogies called, "Sports Talk." Sports Talk helps to draw comparisons to similar rules or principles in the game of basketball. For concepts that require more details and examples, Appendices are used for reference. The Appendix also includes a recommended book list and a listing of helpful Internet sites. The Game assists the corporate professional in turning unconscious mistakes and blunders into purposeful and directed strategies for success, saving both time and money. For the employee valuable time making mistakes. For the company large amounts of time and money spent paying for those mistakes. In a fast-paced read, what The Game teaches typically takes the corporate professional years to learn and could cost a corporation multiple thousands of dollars to address. Success in corporate America depends on one's ability to get in the game, master the fundamentals, execute offensively, understand your position, and play to win! The Game is a complete resource for what it takes to win at work. The time spent reading this book will develop, and refine: Mental toughness Wardrobe selection Organizational skills Social habits Performance measurements Relational skills Personal growth Financial endeavors Professional opportunities The Game is for the reader who is: Graduating college and entering a professional job Currently a new hire within his first 12-24 months at work An intern or temp seeking permanent employment On the job, but suspects something is holding him back Already working, but needs an edge Preparing to enter the workplace for the first time or again! The Game is a perfect tool to give to the male you know in one of the above categories, especially if you are a(n): Parent Relative Friend Career or Guidance Counselor Job Placement Specialist Recruiter New-hire Trainer Mentor Advisor Manager Human Resources Representative "I'm a retired professional athlete and now a businessman. To win at work the way I did on the field, I find I use many of the mental preparations, team-player principles, and rules referenced in this book." Fred Barnett, former Philadelphia Eagle and Miami Dolphin