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The Fundamentals of Business-to-Business Sales & Marketing
List Price: $24.95Our Price: $16.47 You Save: $8.48 (34%)Prices subject to change.
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Binding: Hardcover
Dewey Decimal Number: 658.804
EAN: 9780071408790
Edition: 1
ISBN: 0071408797
Label: McGraw-Hill
Manufacturer: McGraw-Hill
Number Of Items: 1
Number Of Pages: 208
Publication Date: August 29, 2003
Publisher: McGraw-Hill
Studio: McGraw-Hill
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Editorial Review:B2B sales and marketing executives have been hard-hit by increasing sales demands, plummeting budgets, and highly touted techniques that promise more than they deliver. The Fundamentals of Business-to-Business Sales & Marketing shows executives how to integrate traditional B2B selling methods with effective and proven new technologies.
Covering database marketing, microclustering, accurate ROI measurement, and more, this no-nonsense book provides a dynamic, hands-on approach for selling more while spending less, and meeting today's relentless revenue and margin demands.
Customer Reviews
Average Rating: 
Rating:  - Very good, and insightfull book - must read
I need to say that after Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROIManaging Sales Leads: Turning Cold Prospects into Hot Customers - those 2 books I was not expecting anything new, even because this one is older than those 2.
But!
I was wrong. This book offers a lot more another type of information, than mentioned above books does,and for your library you must have all of them.
In this book, you will find:
- Special ... Read More
Rating: - Excellent book on the subject
This is an excellent book on b2b direct marketing. The book strives to give a broad but balanced overview of the subject and also try to convince the reader why direct marketing is the way forward. You will not regret reading it, especially if you are new to the subject or need convincing.
However, if you are already an experienced practitioner looking to fine tune your implmentation, you may find the book lacking some tips on the execution side. The book tends to focus more on general methodology. ... Read More
Rating: - Very practical book for marketing / sales leaders,
John Coe's New Sales Coverage Model explains a holistic approach to marketing, which aligns marketing and sales together.
If you're like most readers you will be tempted to skip over the fundamentals that John Coe lays out such as database design, planning, and micro-segmentation.
The thing about marketing is that many marketers enjoy the creative process but few have the discipline for execution. Coe's book lays out an effective strategy, which requires teamwork and a shared vision involving ... Read More
Rating: - It's About Time!
This book is a wake-up call for marketing and sales organizations. The old ways of going-to-market are no longer effective in today's business environment.
John Coe clearly understands the new sales paradigm and what it takes to be successful. He shows readers what it takes to:
- Break through the marketing clutter and get noticed.
- Obtain high quality leads and convert them to sales.
- Create and execute an effective campaign.
From the very first page of this book, I was ... Read More
Rating: - Fundamentals of Business2Business Sales & Marketing
Coe has a fresh look at how we must do business today. This book is written in a conversational tone with great examples. It's the perfect refresher for a seasoned sales consultant and it outlines the basic principals for entry-level sellers.
This book is a must as a resource and reference!
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