Using Installed Base Selling to Maximize Revenue: A Step-by-Step Approach to Achieving Long-Term Profitable Growth

Description

There is no such thing as an easy sale. However, selling to an existing customer—whether by refreshing an old product or introducing a new and different product—is often easier, faster, and returns higher margins. Centering your organization’s sales strategy on your installed base is a smart and proven way to achieve long-lasting, profitable growth. Using Installed Base Selling to Maximize Revenue reveals a step-by-step, integrated approach you can begin using today. Authors Remi Gicquel and Paul-André Lambert show how you can apply this robust and reliable end-to-end solution by illustrating concepts though real-world case studies from Spotify, Hewlett Packard Enterprise, Nestlé, and more. Full of wisdom fit for the digital era, this book presents the results of the authors’ experience and research into current installed base selling processes, identifying, from an objective point of view, what works and what does not. This book explains fundamental concepts such as the profitable growth paradox, the installed base profit wedge, operational methodologies for managing your installed base selling transformation, and much more. Innovative companies protect and nurture their most valuable asset—their customers and the data that defines them. They put installed base selling at the heart of their sales strategy. Now, it’s your turn! What You Will Learn How to maximize the return from installed base customers Fundamental concepts such as the profitable growth paradox, the installed base profit wedge, and turnkey operational sales methodologies to best maneuver your sales teams Keys to changing patterns to become a company that can enjoy higher profitable revenues for years Who This Book Is For General Managers, Sales and Marketing Leaders who are eager to transform their business to secure long-lasting profits, and for leaders looking for a pragmatic approach to transform their sales force to harvest the potential of their existing customers. Front Matter ....Pages i-xviii Front Matter ....Pages 1-1 Installed Base Selling (Remi Gicquel, Paul-André Lambert)....Pages 3-10 Winning with Installed Base Selling (Remi Gicquel, Paul-André Lambert)....Pages 11-28 From Sales Strategy to Profitable Growth (Remi Gicquel, Paul-André Lambert)....Pages 29-43 Front Matter ....Pages 45-45 Why Installed Base Selling Matters (Remi Gicquel, Paul-André Lambert)....Pages 47-61 Front Matter ....Pages 63-63 The Digital Installed Base Selling Transformation (Remi Gicquel, Paul-André Lambert)....Pages 65-77 Installed Base Selling and Sales Coverage (Remi Gicquel, Paul-André Lambert)....Pages 79-98 Installed Base Selling, a Company Culture (Remi Gicquel, Paul-André Lambert)....Pages 99-110 Practical Implementation (Remi Gicquel, Paul-André Lambert)....Pages 111-122 Conclusion (Remi Gicquel, Paul-André Lambert)....Pages 123-124 Back Matter ....Pages 125-145