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|  | |  | | | The Fundamentals of Business-to-Business Sales & Marketing | | | | | SKU:
ACOM-INT_book_new_0071408797 | | In Stock | | Availability:
Usually ships in 1 business days | | | | | | B2B sales and marketing executives have been hard-hit by increasing sales demands, plummeting budgets, and highly touted techniques that promise more than they deliver. The Fundamentals of Business-to-Business Sales & Marketing shows executives how to integrate traditional B2B selling methods with effective and proven new technologies. Covering database marketing, microclustering, accurate ROI measurement, and more, this no-nonsense book provides a dynamic, hands-on approach for selling more while spending less, and meeting today's relentless revenue and margin demands. | | | |
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| | Product Details | | Author: | John Coe | | Hardcover: | 208 pages | | Publisher: | McGraw-Hill | | Publication Date: | August 29, 2003 | | Language: | English | | ISBN: | 0071408797 | | Product Length: | 9.3 inches | | Product Width: | 6.1 inches | | Product Height: | 0.98 inches | | Product Weight: | 1.09 pounds | | Package Length: | 9.1 inches | | Package Width: | 6.3 inches | | Package Height: | 0.8 inches | | Package Weight: | 1.15 pounds | | Average Customer Rating: |  based on 13 reviews |
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| | Customer Reviews | Average Customer Review: ( 13 customer reviews )
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Most Helpful Customer Reviews
13 of 13 found the following review helpful:
 It's About Time! Aug 14, 2004
By Jill Konrath
"Fresh sales strategies"
This book is a wake-up call for marketing and sales organizations. The old ways of going-to-market are no longer effective in today's business environment.
John Coe clearly understands the new sales paradigm and what it takes to be successful. He shows readers what it takes to:
- Break through the marketing clutter and get noticed.
- Obtain high quality leads and convert them to sales.
- Create and execute an effective campaign.
From the very first page of this book, I was hooked - and I'm a pretty discriminating reader. As someone who specializes in new product launches, I'm pretty cynical about most books since they just keep regurgitating old, time-worn strategies and tactics.
This book is different. Well worth the investment.
Jill Konrath
CEO, Leapfrog-Strategies
http://www.Leapfrog-Strategies.com
Founder of top sales portal:
http://www.sellingtobigcompanies.com
9 of 9 found the following review helpful:
Very practical book for marketing / sales leaders, Oct 13, 2004
By Brian J. Carroll
John Coe's New Sales Coverage Model explains a holistic approach to marketing, which aligns marketing and sales together.
If you're like most readers you will be tempted to skip over the fundamentals that John Coe lays out such as database design, planning, and micro-segmentation.
The thing about marketing is that many marketers enjoy the creative process but few have the discipline for execution. Coe's book lays out an effective strategy, which requires teamwork and a shared vision involving all players.
This practical book lays out step-by-step what you need to do to sell more and spend less. Great book!
Brian Carroll
Author of Lead Generation for the Complex Sale : Boost the Quality and Quantity of Leads to Increase Your ROI
15 of 19 found the following review helpful:
No Clue Train BS Here Dec 29, 2003
By Robert W. Bly
My colleague John Coe has written a new book, "The Fundamentals of Business-to-Business Sales and Marketing," published by McGraw-Hill.It is not a "high concept" or "big idea" book; therefore, fans of The ClueTrain Manifesto and other such highfalutin nonsense may find John's book way too practical - filled with stuff you can actually do today to increase your sales tomorrow. But if you like, as I do, business books that are heavy on the nuts-and-bolts, telling you what to do to increase sales results - and how to do it cost-effectively - than buy John's book today.
7 of 8 found the following review helpful:
Fundamentals of Business2Business Sales & Marketing Mar 04, 2004
By MediActiveResults.com
Coe has a fresh look at how we must do business today. This book is written in a conversational tone with great examples. It's the perfect refresher for a seasoned sales consultant and it outlines the basic principals for entry-level sellers. This book is a must as a resource and reference!
2 of 2 found the following review helpful:
 Blocking and tackling Mar 09, 2010
By Key Limes
This book has made me look like a genious to our EVP of Sales and Marketing. After reading it, I can talk about the core elements of our B2B lead gen program from a framework perspective. It also has some very tactical information including some great document templates that helped me put together our campaigning program.
It is a little dated and lacks some of the more recent information about new lead gen tools for the web. However, it will give you a solid basis (i.e. "fundamentals") for establishing your program that you can build on.
I feel a little guilty for not sharing the book with our entire marketing team, but for now it's helping me be the star - my little secret weapon!
See all 13 customer reviews on Amazon.com
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