Amazon.co.uk Price: $13.99 (as of 08/02/2021 17:23 PST- Details)
La crescita di un’azienda passa attraverso l’ampliamento del portafoglio clienti. E questo è un concetto scontato, ma è molto più arduo metterlo in pratica, soprattutto in un mondo commerciale che è notevolmente cambiato con l’avvento delle nuove tecnologie.
Per cui la lead generation, la generazione di nuovi potenziali contatti, è l’obiettivo numero uno per gli uomini commerciali e di marketing che operano soprattutto nel B2B.
Il testo ha un ritmo serrato ed è decisamente pratico, queste caratteristiche lo rendono altamente fruibile e di grande aiuto per ottenere risultati da subito.
L’autorevole autrice aiuta a portare sistematizzazione e organizzazione in tutte le sfaccettature della lead generation: la costruzione dei processi, le best practice, le verifiche, i miglioramenti.
Il lettore imparerà a ‘massimizzare’il valore degli strumenti e delle strategie B2B, in special modo con applicazioni legate alle nuove tecnologie e ai nuovi canali commerciali. Una parte di rilievo viene data all’analisi dell’intero ciclo di vita del contatto: la qualificazione, la cura, le misurazioni e il tracciamento.
Il testo è improntato sulla chiarezza, sull’effettiva l’usabilità e sulla velocità di attuazione, ciò permette alla forza vendita di essere altamente produttiva… e quindi all’azienda di fare profitti.
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