Titlebook: Using Installed Base Selling to Maximize Revenue; A Step-by-Step Appro Remi Gicquel,Paul-André Lambert Book 2020 Remi Gicquel, Paul-Andr� L

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k also outlines key issues, concerns, and prospects confronting education and training, and the challenges faced by countries, regardless of their level of economic or social development. An area of special emphasis is the disruptive impact of COVID-19 on powering learning societies.

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Installed Base Selling, a Company Cultureve successful management of change and indicate how this is a great opportunity for leadership to adopt. Finally we detail the pitfalls to avoid, specifying reasons why installed base selling projects fail.

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Conclusionmaximizing company resources. A well-managed installed base program will power incremental untapped revenue, reduce the costs to serve existing customers, and as a result free-up experienced sales resources and capacity to hunt and acquire new business.

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Installed Base Sellingosition installed base selling at the heart of the sales strategy. We will use our own experience at Hewlett Packard Enterprise to depict the challenges many a company faces and to present the opportunity of centering sales strategy on installed base selling.

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Winning with Installed Base Sellings strategy and tactics. In this chapter we will explain how successful companies like Nestlé weave together sales strategy to sales tactics and what are the questions to ask to structure the sales tactics to the three fundamental installed base selling sales motions: protect, expand, and hunt.