Share these talks and lectures with your colleagues
Invite colleaguesWe noted you are experiencing viewing problems
-
Check with your IT department that JWPlatform, JWPlayer and Amazon AWS & CloudFront are not being blocked by your network. The relevant domains are *.jwplatform.com, *.jwpsrv.com, *.jwpcdn.com, jwpltx.com, jwpsrv.a.ssl.fastly.net, *.amazonaws.com and *.cloudfront.net. The relevant ports are 80 and 443.
-
Check the following talk links to see which ones work correctly:
Auto Mode
HTTP Progressive Download Send us your results from the above test links at access@hstalks.com and we will contact you with further advice on troubleshooting your viewing problems. -
No luck yet? More tips for troubleshooting viewing issues
-
Contact HST Support access@hstalks.com
-
Please review our troubleshooting guide for tips and advice on resolving your viewing problems.
-
For additional help, please don't hesitate to contact HST support access@hstalks.com
We hope you have enjoyed this limited-length demo
This is a limited length demo talk; you may
login or
review methods of
obtaining more access.
- Sales is a strategic issue
-
1. The changing role of salespeople
- Prof. Bill Donaldson
-
2. Strategic customer management: sales is a strategic issue
- Prof. Nigel Piercy
-
3. Understanding the sales process: selling in the 21st century
- Mr. Harry Macdivitt
- Sales and marketing drive customer value
-
4. Ending the war between sales and marketing
- Mr. Andrew Turnbull
-
5. Clarifying the roles of marketing and sales
- Dr. Kenneth Le Meunier-FitzHugh
-
6. World class key account management
- Prof. Lynette Ryals
- Sales performance improvement is the priority
-
7. Understanding the link with Customer Relationship Management (CRM)
- Dr. Pravin Balaraman
-
8. Sales force performance management
- Dr. Régis Lemmens
-
9. How sales and sales management are changing
- Ms. Beth Rogers
Printable Handouts
Navigable Slide Index
- Introduction
- Strategic customer management - the book
- Agenda
- Why is sales back on the boardroom agenda? (1)
- Sales may be the only place you can add value
- Why is sales back on the boardroom agenda? (2)
- The changing salesforce role
- Forces driving the sales organization
- New customer demands
- Evolution in business functions
- Organizational evolution
- Analyzing changing salesforce roles
- Imperatives for the strategic sales organization
- Model for strategic sales organization
- Identifying strategic issues
- Market-led strategic change - the book
- Leadership in strategy
- The customer portfolio
- Relationships with large customers
- How buyers see suppliers
- Screening the customer portfolio (1)
- Screening the customer portfolio (2)
- Intelligence: you are what you know
- Market sensing capabilities
- Changing market definitions
- Understanding market structure and trends
- Building market pictures
- Customer oriented SWOT analysis
- Changing focus in strategic sales
- Integration
- Integration and values processes
- Strategic internal relationships
- Internal marketing
- Internal and external marketing processes (1)
- Internal and external marketing processes (2)
- Screening customer strategies for problems
- Infrastructure
- Sales manager control strategy
- The dangerous trade off of compensation
- Inspiration: filling the leadership gap (1)
- Inspiration: filling the leadership gap (2)
- Influence: the power to change things (1)
- Influence: the power to change things (2)
- Integrity: corporate responsibility and ethics (1)
- Integrity: corporate responsibility and ethics (2)
- International: looking beyond boundaries (1)
- International: looking beyond boundaries (2)
- Managing the transformation
- Structuring the transformation
- Is sales the new marketing? (1)
- Is sales the new marketing? (2)
- Quotes relating to the strategy of sales (1)
- Quotes relating to the strategy of sales (2)
- Summary
- Thank you
Topics Covered
- Putting sales back on the boardroom agenda
- Sales may be the only place you can add value
- The changing sales force role
- Forces driving the sales organization
- Evolution in business functions
- Imperatives for the strategic sales organization
- Leadership in strategy
- Screening the customer portfolio
- Intelligence and market sensing capabilities
- Integration and value processes
- Internal marketing
- Sales organization infrastructure
- Inspiration and the leadership gap
- Influence to lead change
- Integrity and customer value
- International sales management issues
- Managing the transformation
- Is sales the new marketing?
Talk Citation
Piercy, N. (2010, March 31). Strategic customer management: sales is a strategic issue [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved September 1, 2024, from https://doi.org/10.69645/CMFD6039.Export Citation (RIS)