A01=Lawrence Friedman
Asp Model
Author_Lawrence Friedman
Business Case
Category=KJS
Channel Conflict
Channel Model
channels
Competitive Density
cost
Coverage Model
Customer Alignment
customer alignment techniques
Customer Buying Behavior
customers
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
Fairfield Inn
field
Field Reps
Field Sales
Field Sales Force
Field Sales Organization
Field Sales Reps
force
Herman Miller
low
Lower Cost Channels
Market Coverage
market segmentation
multi-channel integration
Multi-channel Model
partner ecosystems
profitable growth frameworks
rep
reps
sales
Sales Channels
Sales Cycle
sales effectiveness strategies
Sales Rep
Superb
target
Target Customers
Total Customer Experience
value proposition design
Vice Versa
Product details
- ISBN 9780750674607
- Weight: 640g
- Dimensions: 156 x 234mm
- Publication Date: 18 Jun 2002
- Publisher: Taylor & Francis Ltd
- Publication City/Country: GB
- Product Form: Hardback
Secure
checkout
Fast Shipping
Easy returns
In this path-breaking new book, best-selling author and leading go-to-market strategist Larry Friedman provides a practical and battle-tested approach for taking products, services, divisions, or even an entire company to market!
Drawing on dozens of examples and best-practices across a variety of industries, 'Go To Market Strategy' lays out a clear and actionable blueprint for building a winning go-to-market plan - one that will enable you to do more business, with more customers, more often, and more profitably.
In this book you'll find all of the techniques and tools you need to answer today's crucial go-to-market questions:
· Which markets offer the best opportunities for profitable growth?
· What do my target customers need? How can I do a lot more business with them?
· What mix of channels and partners will help me reach and sell to the most customers at the lowest possible cost?
· Do I have the right product or solution? How can I create broader customer interest in my offerings?
· Do I have a winning value proposition? What would make the 'message' more compelling - and drive more purchasing activity?
'Go To Market Strategy' is not about incremental change. As Friedman points out, it is for executives seeking nothing less than double-digit revenue growth and the slashing of at least 10-15 percent of selling costs - absolutely realistic results that go-to-market innovators have consistently achieved. This book lays out all of the techniques used by the world's top go-to-market leaders, so you too can achieve those kinds of results, and gain a real go-to-market competitive advantage in your markets.
Larry Friedman is CEO of The Sales Strategy Institute, an international go-to-market strategy and planning firm based outside Washington, DC.He is lead author of the best-seller The Channel Advantage (Butterworth-Heinemann, 1999) and co-author of the influential book, Getting Partnering Right (McGraw-Hill, 1996). Widely credited with establishing go-to-market strategy as a core focus of the corporate boardroom, Larry is recognized as a pioneer in the field of multi-channel integration and one of the world's leading experts on business partner channels. Over the past fifteen years, he has consulted to executives at a third of the Fortune 100, and has assisted in the negotiation of over 200 strategic alliances and partnerships on site in 21 countries. He is a sought-after guest speaker and lecturer throughout the US, Europe and Asia. Larry and his wife Kim reside in Reston, Virginia.Please visit www.ssiadvantage.com.
