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! 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.

An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.

The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

Services Marketing: People, Technology, Strategy is the eighth edition of the globally leading textbook for Services Marketing by Jochen Wirtz and Christopher Lovelock, extensively updated to feature the latest academic research, industry trends, and technology, social media and case examples.This textbook takes on a strong managerial approach presented through a coherent and progressive pedagogical framework rooted in solid academic research. Featuring cases and examples from all over the world, Services Marketing: People, Technology, Strategy is suitable for students who want to gain a wider managerial view of Services Marketing.

Advanced Topics in Global Information Management is a series of books that examine global information management (GIM), and its research and implications. GIM research continues to progress, with some scholars pushing the boundaries of thinking and others challenging the status quo. Advanced Topics in Global Information Management, Volume 5 is a part of this series. Advanced Topics in Global Information Management, Volume 5 discusses how many businesses exist in a global environment. Whether they are large or small companies, they may have suppliers or customers that reside in different geographical locations. The ability to function in this global environment has been facilitated by the use of information technology. Through research projects, this book addresses the ability of both large and small business, and government, from the national level to local level, to function in altered environments by using information technology. In all of these situations, both businesses and governments must be able to function and respond to various stakeholders by adopting the appropriate, and necessary, cultural perspective.

In the ever-evolving landscape of the modern world, the synergy between technology and management has become a cornerstone of innovation and progress. This book, AI-Driven Recommender Systems in E-commerce, is conceived with the purpose of bridging the gap between emerging technological advancements in artificial intelligence and their strategic application in e-commerce management. Our objective is to equip readers with the tools and insights necessary to excel in this dynamic intersection of fields. This book is structured to provide a comprehensive exploration of the methodologies and strategies that define the innovation of AI technologies, particularly recommender systems, and their integration into e-commerce practices. From foundational theories to advanced applications, we delve into the critical aspects that drive successful innovation in online retail environments. We have made a concerted effort to present complex concepts in a clear and accessible manner, making this work suitable for a diverse audience, including students, managers, and industry professionals. In authoring this book, we have drawn upon the latest research and best practices to ensure that readers not only gain a robust theoretical understanding but also acquire practical skills that can be applied in real-world e-commerce scenarios. The chapters are designed to strike a balance between depth and breadth, covering topics ranging from technological development and AI adoption to the strategic management of innovation in online retail. Additionally, we emphasize the importance of effective communication, dedicating sections to the art of presenting innovative ideas and solutions in a precise and academically rigorous manner. The inspiration for this book arises from a recognition of the crucial role that AI-driven recommender systems and e-commerce management play in shaping the future of digital businesses. We are profoundly grateful to Chancellor Shri Shiv Kumar Gupta of Maharaja Agrasen Himalayan Garhwal University for his unwavering support and vision. His dedication to fostering academic excellence and promoting a culture of innovation has been instrumental in bringing this project to fruition. We hope this book will serve as a valuable resource and inspiration for those eager to deepen their understanding of how AI technologies and e-commerce management can be harnessed together to drive innovation. We believe that the knowledge and insights contained within these pages will empower readers to lead the way in creating innovative solutions that will define the future of e-commerce. Thank you for joining us on this journey. Authors

Services Marketing: People, Technology, Strategy is the ninth edition of the globally leading textbook for Services Marketing by Jochen Wirtz and Christopher Lovelock, extensively updated to feature the latest academic research, industry trends, and technology, social media, and case examples.This book takes on a strong managerial approach presented through a coherent and progressive pedagogical framework rooted in solid academic research. It features cases and examples from all over the world and is suitable for students who want to gain a wider managerial view.Supplementary Material Resources:Resources are available to instructors who adopt this textbook for their courses. These include: (1) Instructor's Manual, (2) Case Teaching Notes, (3) PowerPoint deck, and (4) Test Bank. Please contact [email protected] Features: