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| GO TO MARKET STRATEGY
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 Advanced Techniques and Tools for Selling More Products to More Customers More Profitably
To order this title, and for more information, click here
By
Lawrence Friedman, Chief Executive Officer, The Sales Strategy Institute, Virginia, USA
Description
In this path-breaking new book, best-selling author and leading go-to-market strategist Larry Friedman provides a practical and battle-tested
approach for taking products, services, divisions, or even an entire company to market!
Drawing on dozens of examples and best-practices
across a variety of industries, 'Go To Market Strategy' lays out a clear and actionable blueprint for building a winning go-to-market
plan - one that will enable you to do more business, with more customers, more often, and more profitably.
In this book you'll find
all of the techniques and tools you need to answer today's crucial go-to-market questions:
– Which markets offer the best opportunities
for profitable growth?
– What do my target customers need? How can I do a lot more business with them?
– What mix of channels and
partners will help me reach and sell to the most customers at the lowest possible cost?
– Do I have the right product or solution?
How can I create broader customer interest in my offerings?
– Do I have a winning value proposition? What would make the 'message'
more compelling - and drive more purchasing activity?
'Go To Market Strategy' is not about incremental change. As Friedman points out,
it is for executives seeking nothing less than double-digit revenue growth and the slashing of at least 10-15 percent of selling costs
- absolutely realistic results that go-to-market innovators have consistently achieved. This book lays out all of the techniques used
by the world's top go-to-market leaders, so you too can achieve those kinds of results, and gain a real go-to-market competitive advantage
in your markets.
Audience
Mid-level and senior executives in marketing, sales and strategy; students on MBA / marketing courses
Contents
Foreword by Neil Rackham; Go-to-market strategy: a brief tour of the issues and opportunities; The Ten Commandments of going to market;
Targeting the right markets; Aligning with your customers; Choosing the right channels and partners; Rethinking your products and value
proposition; Putting it all together: the integrated multi-channel model; Getting started: the ninety-day go-to-market action plan.
Bibliographic & ordering Information
Hardbound, 294 pages, publication date: JUN-2002
ISBN-13: 978-0-7506-7460-7
ISBN-10: 0-7506-7460-1
Imprint: BUTTERWORTH HEINEMANN
Price: Order form
EUR 40.95
USD 42.95
GBP 27.99
Books and book related electronic products are priced in US dollars (USD), euro (EUR), and Great Britain Pounds (GBP). USD prices apply to the Americas and Asia Pacific. EUR prices apply in Europe and the Middle East. GBP prices apply to the UK and all other countries.
See also information about conditions of sale & ordering procedures, and links to our regional sales offices.
076/734
Last update: 29 Aug 2008
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