The Channel Advantage

Authored by channel strategy experts Lawrence G. Friedman and Timothy R. Furey, this groundbreaking sales and marketing guide delivers a comprehensive blueprint for designing and managing multi-channel go-to-market strategies. The text demonstrates how organizations can integrate direct sales forces, field reps, distributors, e-commerce, and telesales channels to optimize market coverage, lower…

Why customers don't do what you want them to do : 24 solutions to overcoming …

Edition

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ISBN/ISSN

9780071417501

Collation

64p.;8.8in.

Series Title

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Call Number

658.81

Selling Microsoft: Sales secrets from inside the worlds most successful company

This sales strategy book uncovers the internal sales methodologies, negotiation tactics, and account management strategies that propelled Microsoft into a global technology powerhouse. Written by a former Microsoft sales executive, Doug Dayton details the company\'s approach to partner ecosystem management, high-stakes enterprise sales cycles, and building results-driven sales teams.