Insead Sales Strategy Case Study

Sales Strategy – Introduction Case Study Subject: Sales Strategy Date: Summer 2007 Authors: J. Frank Brown / Herminia Ibarra INSEAD: The Business School for the World As one of the world’s leading and largest graduate business schools, INSEAD brings together people, cultures and ideas from around the world to change lives and transform organisations. The unique global perspective and multicultural diversity of INSEAD are reflected in all aspects of its research and teaching.

Sales Strategy – Product ,[object Object],[object Object]

Sales Strategy – Strategy 1 - 4 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Strategy – Strategy 2 - 4 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Strategy – Strategy 3 - 4 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Strategy – Strategy 4 - 4 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Strategy – Culture/Chemistry ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Strategy – Operations ,[object Object],[object Object],[object Object],[object Object],Sale ,[object Object],[object Object],[object Object],Total Market: use sector websites and list services Qualify & Identify: ensure they are valued customer and identify initiator Capture Interest: using direct marketing Contact: phone call using a consultative approach Meeting: build relationship by understand their needs D emo of Product Sale Renewal

Sales Strategy – Performance ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Strategy – Enterprising ,[object Object]

Sales Strategy – Key Success Factors ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Strategy – Key Success Factors ,[object Object]

Insead Sales Strategy Case Study

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