Book (Practical) Society Enterprise Sales Keep the Sales Organization for Large Companies Bible / Akira Sato / Izumi Matsumura

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Society
Learn from the Sales Force! Understand the mechanisms of large companies and realize a method that is reproducible as an organization The author who led the sales team of Sales Force Japan to achieve the budget for 3 years in a row explained thoroughly the structure of the sales organization to continue winning in large business negotiations that combine multiple products. The author Mr. Satoh was active as an enterprise sales team at the Japanese website and promoted the sales reform at Sales Force Japan and is currently serving as the head of the Corporate Sales Division of a major company at Sales Force Japan. The fact is that organizations that have been successful in sales to small and medium-sized companies do not succeed even if they apply the method as it is to sales to large companies due to the following differences. [Difference between sales to small and medium-sized companies and sales to large companies] - Business negotiations to large companies often take more than a year and tend to become personal. - Compared to small and medium-sized companies, the number of prospective customers is small, so it is necessary to change from the initial approach to sales to large companies. - Considering the unique circumstances of the company, feasible solutions are required. etc If you factor the work of Enterprise Sales, you can divide it into three categories : "understanding customers", "support for project planning", and "realization of value". Because it is impossible for one person to carry out all of these at once. Therefore, Sales Force Japan has established an account team. If you understand the roles required for the account team and create a mechanism, you can make realistic proposals for the complex needs of large companies based on the following differences. It is a must-read for executives and managers who are worried about how to create a sales organization for large companies! [Contents] Part 1 Enterprise Sales Overview Chapter 1 Why Traditional "focused" sales do not work for enterprise companies Chapter 2 Enterprise Sales Overview Chapter 3 Enterprise Sales Management Part 2 Enterprise Sales Practices Chapter 4 Account Plan for Understanding Customers Chapter 3 Enterprise Sales Management Part 2 Enterprise Sales Practices Chapter 4 Account Plan for Understanding Customers Chapter 5 Sales Method Aimed at Achieving Project Results Chapter 6 customer success for Further Development of Utilization Chapter 7