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Strateginen Kumppani: Näin solmit isoja diilejä ylimmän johdon kanssa
Paperback
ISBN13: 9789526907987
Publisher: Axend Oy
Published: Nov 10 2022
Pages: 194
Weight: 1.05
Height: 0.53 Width: 8.50 Depth: 8.50
Language: Finnish
Isot päätökset tehdään johtoryhmätasolla, mutta liian harva myyjä kuitenkaan pääsee keskustelemaan johdon kanssa. Tämän asian Jan Ropponen haluaa muuttaa.
Jan on haastattelut tätä kirjaa varten 100 toimitusjohtajaa. Haastattelujen pohjalta hän on kiteyttänyt myyjille kattavan tietopaketin siitä, miten investointipäätöksiä tehdään eri kokoisissa yrityksissä, ja miten myyjän on mahdollista päästä asiakkaan strategisen kumppanin asemaan.
Tavoitteena on, että kirjan lukeneilla myyjillä on paremmat valmiudet päästä tapaamaan ylintä johtoa, ja saada tarjouksiin vastauksena useammin ankean EI: n sijasta innostunut KYLLÄ.
Löydät tästä kirjasta vastauksia mm. seuraaviin kysymyksiin:
- Miten tavoittaa ylimmän johdon edustajia, jotka saavat keskimäärin yli 25 yhteydenottoa päivässä?
- Miten tunnistat uusia isoja yhteistyömahdollisuuksia? Mihin asioihin johtajat kiinnittävät huomiota tarjouksissa?
- Kirja on itsenäinen jatko-osa Miljoonamyyjä-kirjalle, joka ilmestyi vuonna 2020.
Päätöksenteko on tänä päivänä keskittynyt yhä korkeammalle organisaatioissa. Menestyäkseen myyjän on ymmärrettävä, mikä ajaa ylimmän johdon päätöksentekoa. Jan avaa Strateginen kumppani -kirjassaan yksityiskohtaisesti, mitä menestyminen korkeimmalla tasolla myynnissä vaatii, minkälaisia toimintatapoja voittamiseen tottuneissa myyntiorganisaatioissa on käytössä, ja etenkin miten asiakkaan johto pidetään keskiössä läpi koko myyntiprosessin.
-Filip Tinga, Maajohtaja, Gartner
Strategisessa kumppanuudessa keskustelun pääpaino siirtyy pois ratkaisun hinnasta yrityksen tuloksiin, koska saavutetut hyödyt tekevät hinnasta merkityksettömän. Tässä onnistuakseen myyjän on saatava ylin johto sitoutumaan kumppanuuteen. Ropposen kirja on uraauurtava antaessaan käytännön eväitä siihen, kuinka tämä käytännössä tapahtuu.
-Juha Yli-Petäys, Vice President, Metso Outotec
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