'Ian Cooper points out the blindingly obvious to managers who seem to run their businesses with their eyes shut and ears covered. His book is packed with. By mapping business development to customer life cycle, this book helps owners and managers ensure a focus on growth through effective customer nurturing. held on science & technology related topics. • Direct marketing of popular science. Business. Development. 11 magazines/books in schools by contacting.
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Click Here! Chapter 3: Planning for Business Development Chapter 5: You do that?
The importance of data Evaluating your offer Chapter 6: Creating the blueprint Monitoring progress Chapter 7: What can possibly go wrong? Dealing with large challenges Part III: Making the Most of Marketing Chapter 8: Marketing and Sales Enjoying the perfect relationship not!
Marketing for Services Firms Selecting the best marketing techniques for you Energizing your team Using your network Forming partnerships and alliances Understanding technology and the online dimension Finding some quick wins in marketing Deciding whether Your Firm Needs Branding Understanding the importance of brands Identifying yourself with a brand Marketing your brand Chapter 9: Driving Sales Success with Effective Marketing Revving up the Marketing Engine Appreciating the differences between sales and marketing Ensuring that marketing drives results Tuning up the marketing engine Carrying out the hard work of marketing Setting Accountabilities between Sales and Marketing What am I striving for?
Who does the marketing?
Making marketing accountable Chapter Forming a Winning Team: Taking the Lead: Qualifying Leads into Prospects Getting your interactions right with customers Handling leads, whatever the source Determining who to sell to Gathering the tools to help qualifying Taking the meeting Gating prospects through your sales pipeline Pitching Your Services to Customers What prospects want: Pitching on the day The inquest: Assessing how the pitch went Chapter Finishing Up the Sale Tidying up: Capture everything Learning from experience: Seeing How Business Development Benefits All Creating an organization in which everyone sells Being a motivating business Talking about team communication Making the Most of Account Planning Analyzing where your revenue will come from Turning goals into reality Deciding what to include in your account plan Growing, Growing, Gone!
Is going vertical right for you? Making Influential Friends: Partnerships Chapter Finding Good Partners Creating partnership goals Getting your criteria together: