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Item #:
87954858
THE MODEL（MarkeZine BOOKS） マーケティング・インサイドセールス・営業・カスタマーサクセスの共業プロセス
Item #:
87954858
XCD 57
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- ●これまでの営業スタイルは通用しない「営業が顧客に初めて接触するとき、 すでに商談プロセスの半分以上は終わっている」この事実の前に、企業のマーケティング、営業活動は変革を迫られています。スマートフォンの普及によって、情報発信やビジネスの主導権は、企業から消費者へシフト。法人営業、BtoBのビジネスにおいても、デジタル化の推進、新たなプロセス構築が急務となっています。●「科学的な営業」と新たな「レベニューモデル」本書は、日米のオラクル、セールスフォース・ドットコムでSaaSビジネスの急成長に立ち合い、マルケト日本法人代表として自ら変革を実践してきた著者が「科学的アプロ―チ」「再現性」「ビジネスの成長」を重視して新たなレベニューモデルを提案します。SaaSの世界で注目を集める「The Model」を踏まえて、さらに現状に適した「マーケティング・インサイドセールス・営業・カスタマーサクセス」によるプロセスを紹介。これら4つの部門の「分業」から「共業」への道、さらにその先にあるビジネスのかたち「レベニューモデル」を明らかにします。詳細な数字をもとにした分析はもちろん、営業の心理を読み解く手法、組織のパワーを引き出すマネジメント・経営の考え方まで、自身の経験にもとづく明解な語り口は読む人を惹きつけてやみません。●SFA、MAの使い方が変わる！営業支援ツールであるSFA、マーケティングオートメーション（MA）を実現するツールの運用の基本から、マネジメント層が注目すべき指標、営業担当者のメンタルや行動の理解、部門間の調整、高精度なフォーキャストなど、オペレーションの全体像をわかりやすく解説。特に営業の商談ステージにおける「移行判定基準」などを具体的に紹介します。●成長し続けるためにインサイドセールス、カスタマーサクセスといった新たな組織を導入する会社は増えていますが、それらがなぜ生まれたのかを知らずに導入することは危険です。本書は、各論ではなく全体像を俯瞰し、市場をどう攻略するか、顧客との関係をどのように深めて成長を生み出すのかという視点から、理論やフレームワークの解説だけでなく、極めて実践的な「プレイブック」となっています。
| Publisher | 翔泳社 |
| Publication date | January 30, 2019 |
| Edition | First Edition |
| Language | Japanese |
| Print length | 328 pages |
| ISBN-10 | 479815816X |
| ISBN-13 | 978-4798158167 |
| Item Weight | 1 g |
| Dimensions | 5.04 x 0.91 x 7.4 inches (12.8 x 2.3 x 18.8 cm) |
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XCD 57
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