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Building a Winning Sales Force: Powerful Strategies for Driving High Performance by Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
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 Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations. The book shows readers how to:
assess how good their sales force really is * identify sales force improvement opportunities * implement tools and processes that have immediate impact on sales effectiveness * attract and retain the best salespeople * design incentive compensation plans * set goals * manage sales performance * motivate the sales force
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Mar-22-2009
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Online Communities Handbook: Building your business and brand on the Web by Anna Buss, Nancy Strauss
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 Successful online communities don’t just happen by themselves. They’re the result of a carefully executed strategy, solid design, and patient nurturing. Though they may seem like a lot of work, the benefits an online community can bring to your brand make the efforts worthwhile. This book will provide you with the essential tools to build online communities.
In addition, you’ll discover the risks and costs of an online community project, how it can end up saving your company money, and even how it can become an important new revenue source of its own.
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Mar-07-2009
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The Executive Guide to Six Sigma Call Centers by James C. Abbott
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 Examples of sigma use abound in the product manufacturing world. Screws and nuts really work together because product and process designers worked hard to make sure that the part variation, sigma, was held to a minimum. The concept of sigma's use in the service sector is harder to visualize. If we don't understand why we should use sigma, our use of the tool is slim. Not only do we have to use and understand sigma, additionally we must understand the science associated with its use. James Abbott explains how in this guide for executives who want the benefits of Six Sigma in their call centers. |
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Feb-21-2009
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Tools of Engagement: Converting Customers from Targets to Partners by Tom Raycove
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 We are on the brink of great change, and the marketing landscape as we once knew it is over. Customers expect more from us than ever before and the rewards can be staggering. Old school marketing, through tools of interruption, is becoming less and less effective. We find ourselves in a world where we must move away from interruption marketing and into a new system called engagement marketing. Engagement is about providing customers with experiences. |
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Feb-08-2009
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Multichannel Marketing: Metrics and Methods for On and Offline Success by Akin Arikan
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 No longer can the offline remain separate from the online. Integrated, customer-centric, cross-channel marketing campaigns persuade customers to act, provide greater ROI, and ultimately improve your organization's bottom line. This guide synthesizes the successful methods and metrics that online, direct, and brand marketers have employed for years so that you can develop, implement, and measure successful cross-channel campaigns. The book takes you from customer acquisition to customer relationship management with strategic advice, effective case studies, and proven metrics. |
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Jan-25-2009
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