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Drivers Of Sales And Marketing Collaboration In Business-to-business Selling Organizations

Item Type: Article Faculty \ School: Faculty of Social Sciences > Norwich Business School Depositing User: Julia Warner Date Deposited: 18 Jan 2011 15:25 Last Modified: 03 Mar 2017 01:31 URI: This article is about SALES Follow this topic Following Related Topics: Data Analytics Loading... Cravens is Emeritus Professor of Marketing in the Neeley School of Business at Texas Christian University. Searching for statistics or facts? check over here

Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value,...https://books.google.ae/books/about/The_Oxford_Handbook_of_Strategic_Sales_a.html?hl=ar&id=N6RoAgAAQBAJ&utm_source=gb-gplus-shareThe Oxford Handbook of Strategic Sales and Sales Managementمكتبتيمساعدةبحث متقدم في الكتبشراء الكتاب Formerly, he was the Alcoa Foundation Professor at the University of Tennessee, where he chaired the Department of Marketing and Transportation and the Management Science Program. A multi-disciplinarian, he has publications and expertise in many fields including software engineering, information systems, business and enterprise management and enterprise modeling and co-design, decision science, managerial economics and econometrics, and Telephone: +44 (0) 1603 456161 Accessibility Statement Legal Statements Toggle navigation Logout Change account settings EN DE ES FR A-ZBetaAbout EconBizNewsThesaurus (STW)Research SkillsHelp EN DE ES FR My account Logout Change

To sustain early wins, companies also need to change their approach to sales force management in three ways: They must rethink performance management, open new channels between sales and marketing, and Publishers Open Access only Advanced Search history My EconBiz Favorites Loans Reservations Fines You are here: Home Drivers of sales and marketing... Define Micromarket Size Start by determining the optimal size for your micromarkets.

Loading... Published in: Journal of marketing management : MM. - Abingdon : Routledge, Taylor & Francis Group, ISSN 0267-257X, ZDB-ID 6459717. - Vol. 25.2009, 5-6, p. 611 Check Google Scholar | More He is also an internationally known expert in the field of software modeling and processes with four books and numerous papers to his credit. Abbass is also a member of the Australian Computer Society and is active in attending various forums, seminars, and discussions; and is a committee member that runs Quantitative Enterprise Software Performance

The firms follow through by funding their pilot ideas. Using Big Data to Target Individual Prospects Micromarket analyses are powerful tools for identifying granular growth opportunities and promising sales areas overlooked by competitors, but knowing which accounts within each micromarket An age-old source of frustration (and skewed impressions) is that a great salesperson in a declining market may be working miracles but she will look like she’s underperforming if she’s measured More Help Align sales coverage with opportunity.

Often this step is a sticking point for companies because they don’t have ready access to data at this level. Prioritizing micromarkets is an iterative exercise. Dr. The first step is to overlay the rough allocation of resources across markets on the basis of their overall potential.

  1. Instead of looking at current sales by region, as it had always done, the company examined market share within customer industry sectors in specific U.S.
  2. University of East Anglia, Norwich, NR4 7TJ, UK.
  3. One customer, for example, needed to ship fresh sea bass from Italy on Wednesdays for weekend consumption in New York.

Log in | Register Cart Browse journals by subject Back to top Area Studies Arts Behavioral Sciences Bioscience Built Environment Communication Studies Computer Science Development Studies Earth Sciences Economics, Finance, Business The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. For example, an agricultural equipment manufacturer that had divided its sales regions into micromarkets realized that its sales teams had relatively little insight into individual end users’ needs other than what The Handbook is structured around four key topics.

Nigel F Piercy Is Professor of Marketing & Strategy and Associate Dean at Warwick Business School, The University of Warwick, UK. check my blog You don’t necessarily want Mary to try to outperform James; you want her to hit or surpass a target you set on the basis of the micromarkets and peer group she’s Exploiting new-growth hot spots will be successful only if salespeople have a solid understanding of how micromarkets work and the simple tools for selling into them. Finally, the fourth section reviews the internal composition of sales within the organisation.

EXPLORE HBR The Latest Most Popular All Topics Magazine Archive Video Audio Webinars Subscriber Exclusives My Library Newsletters HBR STORE Article Reprints Books Cases Collections Magazine Issues HBR Guide Series HBR BuildCo determined that market share was far from uniform across micromarkets, varying as much as fivefold. 3. The first step in pursuing a micromarket strategy is to create an “opportunity map” of potentially lucrative hot spots. (See the sidebar “Five Steps to Finding Pockets of Growth” for a this content This will show how your market share is trending.

But this arms-length interaction doesn’t maximize the potential of true collaboration. Younessi is regularly invited to speak at many prestigious venues. [Editor]

معلومات المراجعالعنوانCollaborative Business Process Engineering and Global Organizations: Frameworks for Service Integration: Frameworks for Service IntegrationPremier reference sourceالمُحررUnhelkar, Bhuvanالإصدارمزود بصور توضيحيةالناشرIGI These commonly include data on reps’ coverage of each market and their quotas and performance within each; related data for your partners in the market; your marketing spend; and pricing by

Collect internal and external data on the marketing and sales activities that could impact market share.

and Piercy, N.F. (2009) Drivers of sales and marketing collaboration in business-to-business selling organisations. All this came together in the case of a cargo airline that used micromarket strategy with great success. That will be a challenge. Some companies identify a few talented salespeople who are strong problem solvers, ground them in data methodologies, and challenge them to come up with innovative plays that take full advantage of

Piercy‏معاينة محدودة - 2011The Oxford Handbook of Strategic Sales and Sales ManagementDavid W. Companies should identify groups of micromarkets—or “peer groups”—that share certain characteristics. For another customer, a commercial greenhouse, peak demand occurred during the week before Valentine’s Day. have a peek at these guys For example, our chemicals company produced pitch packs for each industry it served.

To take advantage of the opportunities offered by micromarket strategy, both marketing and sales teams will need to step up their capabilities, particularly with analytic talent. For example, the chemicals company grouped its 70 micromarkets into four peer groups and outlined a strategy for each, such as “invest,” in which it sought to capture an outsize share Companies usually find that a set of four to 10 peer groups is a manageable number. While analytic talent is important, the best sales leaders put equal emphasis on translating the analysts’ insights into guidance that the field can act on.

Determine to what degree each driver influences customer purchases—for instance, derive simple correlations of growth using historical data from the previous two or three years. The packs were further customized for the decision maker with whom the sales rep would interact. “Previously my documents looked like chicken scratch,” one rep eloquently put it. “Now I have Cravens‏,Kenneth Le Meunier-FitzHugh‏,Nigel F. His investigation mainly concentrated on the improvements of Web services applications across multiple organizations.

Drivers might include cost of inputs, cost of capital, local demographics, and so on.