Download Ebook BookThe Art of Consultative Selling in IT Taking Blue Ocean Strategy a Step Ahead

Download PDF The Art of Consultative Selling in IT Taking Blue Ocean Strategy a Step Ahead

Download PDF The Art of Consultative Selling in IT Taking Blue Ocean Strategy a Step Ahead

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Book Details :
Published on: 2015-01-27
Released on:
Original language: English

If IT companies seek to differentiate themselves from the competition, they must turn to consultative selling. Consultative selling is analyzing the needs and challenges of your customers and selling unique services that enable your customers to reduce costs, increase profits, and improve overall business performance. The Art of Consultative Selling in IT provides a practical framework for becoming a successful consultative seller and shows how to use the blue ocean strategy to identify opportunities in areas where there is no competition. The first section discusses the advantages of consultative selling and explores the concepts of blue oceans. In blue oceans, demand is created rather than fought over. Competition is irrelevant because the rules of the game are waiting to be established. The author explains how you can use consultative selling techniques to create your own blue oceans of unknown market space, where opportunities for growth are both rapid and profitable. In the second section, the author defines the consultative selling framework (CSF). This framework is based on proven processes, best practices, and real-time case studies to make consultative selling a reality. It provides clear guidelines for understanding your customer’s current landscape and challenges, owning its priorities, and helping it to achieve its short-term and long-term goals. The author explains how to use CSF to generate innovative ideas and present them to your customer through profit improvement or efficiency improvement proposals. The book concludes with examples of several innovative business improvement ideas that you can present to your customers, including Agile project management, master data management (MDM), application portfolio rationalization, and business process management (BPM). The author discusses the benefits of each methodology and lists the trigger points to think about when deciding whether the methodology can add value to a particular customer. About Us Ariel Group Steve Anderson is The Ariel Groups Chief Financial Officer. In this capacity he is responsible for financial planning and reporting strategy protecting ... NEWS Releases - TSTT Home "African Kaleidoscope: The colours of Love" was the theme of the annual Afro Queen Show and Calypso Monarch held at the Cyd Gray Sporting Complex Roxborough on ... Open Positions DDJ MyersDDJ Myers APPLY HERE Thank you for visiting DDJ Myers Open Positions. Each position has useful information about a unique and exciting opportunity. If you are in an open ... Napoleon - Wikipedia Napoleon was born on 15 August 1769 to Carlo Maria di Buonaparte and Maria Letizia Ramolino in his family's ancestral home Casa Buonaparte in Ajaccio the capital ... Marlin Hawk leadership advisors and executive search Marlin Hawk is a leadership advisory and executive search firm that delivers the next generation of business leaders. Kapiti Coast News Archive Dig deep Kapiti its Daffodil Day August 2016Hundreds of ANZ staff throughout the country will be rattling buckets today as they collect money for Daffodil Day ... Indonesia facts information pictures Encyclopedia.com ... The bridge between Asia and Australia formed by the archipelago is reflected in the varieties of animal life. The fauna of Sumatra Kalimantan and Java is similar to ... Make a Refundable deposite :: Express HelpLine Your personal information and card details are 100% secure. About Us Recent Question User Login Security & Privacy Policy Question list Terms of Service ... worldcat.org/search We would like to show you a description here but the site wont allow us. jobs2careers.com/click.php We would like to show you a description here but the site wont allow us.
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