November 2022
Beginner
400 pages
10h 40m
English
Content preview from Marketing For Dummies, 6th Edition
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Chapter 16
Prospecting and Selling for ROI
IN THIS CHAPTER
Prospecting tactics and tools for B2B businesses
Tips for achieving lifetime value for your customer
Closing sales with ESP selling methods
Managing your sales pipeline
Using account-based marketing to secure loyalty, get referrals, and increase account value
Compensating and managing your sales force
Sales is no longer about offering a product, taking an order, and delivering it on time and on budget. In fact, it never really was. Sales efforts that work are about nurturing relationships, having dialogues rather than sales monologues, and caring for customers’ material, functional, and emotional needs.
To that end, successful organizations in all industries, and both the business-to-business (B2B) and business-to-consumer (B2C) sectors, create a sales culture around customer needs, not just a sales plan with supporting marketing ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.