CSO Insights has graciously allowed me to offer their new E-Book, Sales Management 2.0, to all of you.
Sales Management 2.0 is an eBook that grew out of the answers sales executives gave when asked about their top 3 objectives for the next 12 months. What's interesting is that you'll see a lot of dependencies in their answers.
For example:
#1 is increase revenues - but that can also mean increasing market share, improving margins, shortening sales cycles, improving channel sales and decreasing discounts.
#2 is increase sales effectiveness - which can also mean optimize lead generation, improve customer loyalty/retention, improve team selling and decrease the cost of sales.
To me, #2 is a clear indication of where marketers need to step up to help sales achieve their objectives. Just think what might happen if marketers aligned their objectives with these...
Instead of leaving us with statistics and a chart, CSO Insights wondered,
So they asked 6 seasoned sales executives' and visionaries to share their insights.
Here's an overview of what you'll find in this meaty 71 page eBook:
- How to use what you have in new ways to create "net new" value and tangible results for their clients.
- How to manage and leverage the sales intelligence that lives inside your companies—usually as unwritten tribal knowledge.
- The differences made by optimizing incentive management with a sales analytics system—instead of manual spreadsheets.
- Ideas about how to shift your sales process to the way customers buy.
- Getting the most out of supporting sales with web collaboration and virtual sales meetings.
- Some ideas straight from Harvard about how we're managing our major accounts and the future of pricing. [goes to internal status quo]
I have to tell you that this E-Book really made me stop and think. If you're a marketer wondering how you can proactively take action to better align marketing with sales, there's great information in here.
If you want to know how seasoned sales executives think and learn more about how they approach the challenges they're facing, you'll find that here, as well.
And, maybe some of you are actually grappling with the issues discussed in the eBook.
Well, now's your chance to learn more from some excellent, real world, insights.
Download the Sales Management 2.0 E-Book (right here - no registration)
Please come back and leave a comment for CSO Insights about what you found valuable and even what topics would really resonate for you in future eBooks they produce.
I've taken the "please share" part of this literally Ardath...
http://www.modernselling.com/forum/messages.aspx?TopicID=354
...which I hope is OK? But please let me know if not (neil@modernselling.com).
As a "thank you" of sorts, I also thought that those with an interest in e-Book creation, publishing, distribution and networking might enjoy the new, free, site - MyeBook.com.
I've certainly had a "blast" of over 15,000 viewings since I spent about 15 minutes, March 2009, setting up a Facebook style account and uploading my ex-pdf humble brochure with my UK Sales Direction Database hat on...
http://www.myebook.com/NeilWarren/
...but do some other searches and you'll see all kinds of stuff, plus private, partial and public options exist, with communities, subscriber list/followers and such like built in to get these "random" numbers abit more focussed, and things like e-commerce and print-on-demand on the stocks.
Not bad for free, I thought? But thanks again for this e-book, either way.
Kind regards
Neil
Posted by: Neil Warren | June 13, 2009 at 11:02 AM
Hi Neil,
Thanks for the information on myebook.com. It looks like an interesting resource for driving readership and discussion about eBooks. In fact, I may just have to give it a spin myself :-)
Thanks,
Ardath
Posted by: Ardath Albee | June 13, 2009 at 01:40 PM
This is great information. CSO Insights is the gold standard.
Scott
Posted by: Scott | June 17, 2009 at 07:14 AM