Go to main content

Using installed base selling to maximize revenue : a step-by-step approach to achieving long-term profitable growth / Remi Gicquel, Paul-André Lambert.

Gicquel, Remi.; Lambert, Paul-André.
2020
HF5438.25
Available Online
Formats
Format
BibTeX
MARCXML
TextMARC
MARC
DublinCore
EndNote
NLM
RefWorks
RIS
Add to Basket
Cite
Citation

Linked e-resources

Linked Resource
Online Access
Concurrent users
Unlimited
Authorized users
Authorized users
Document Delivery Supplied
Can lend chapters, not whole ebooks

Details

Title
Using installed base selling to maximize revenue : a step-by-step approach to achieving long-term profitable growth / Remi Gicquel, Paul-André Lambert.
Author
Gicquel, Remi.
ISBN
9781484251461 (electronic book)
1484251466 (electronic book)
1484251458
9781484251454
DOI
https://doi.org/10.1007/978-1-4842-5146-1
Publication Details
[Berkeley, CA] : Apress, 2020.
Language
English
Description
1 online resource (154 pages)
Item Number
10.1007/978-1-4842-5146-1 doi
Call Number
HF5438.25
Dewey Decimal Classification
658.85
Summary
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 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!
Note
Includes index.
Access Note
Access limited to authorized users.
Digital File Characteristics
text file PDF
Source of Description
Description based on print version record.
Added Author
Lambert, Paul-André.
Available in Other Form
Using Installed Base Selling to Maximize Revenue : A Step-By-Step Approach to Achieving Long-Term Profitable Growth.
Linked Resources
Online Access
Record Appears in
Online Resources > Ebooks
All Resources
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.

Browse Subjects

Show more subjects...

Statistics

from
to
Export