Inhalt: There is plenty of opportunity to innovate even in traditional, top-down companies-even in traditionally "noninnovative" roles. Learn how to become an intrapreneur and lead innovation and change from inside a company. In this course, strategy consultant Robbie Baxter explains what intrapreneurship is and how innovation works inside a large organization. Discover how to gauge whether your company is ready for disruption, how to find and test ideas, how to get resources and buy-in from leadership, and how to scale your ideas so they are feasible for the entire enterprise. Robbie also discusses when to throw in the towel and when to pass off projects. Finally, she shares a few examples of successful intrapreneurship, from organizations as diverse as Adobe and the University of Pennsylvania. Umfang: 00:56:44.00
Inhalt: Business development can be the innovation hub of your organization, and an exciting career for visionary and strategic professionals. It can be a source of disruptive strategies and partnerships that help companies to leapfrog their competitors. And yet, the term "business development" is thrown around by many executives who don''t fully understand its power to transform. Business development teams identify areas of opportunity: new products, new markets, new partnerships, and new distribution channels. It''s critical to start with clear objectives. Are you using business development (BD) as a marketing tool, a sales channel, a source of innovation, or a corporate development hub? Management consultant Robbie Kellman Baxter shows you how the best BD professionals identify and build momentum for new initiatives. She also gives you the insight you need to launch a BD function in your organization, explains how to manage a BD team, and shares how to scale the BD function as your opportunities grow. Umfang: 00:55:08.00
Inhalt: Business to business (B2B) sales are often more complex than business to consumer (B2C) sales. There is more competition at the B2B level, and more stakeholders. Salespeople are trying to sell to experienced buyers, who want the best product at the best price. However, with the right techniques, B2B can be the place where salespeople shine. Learn exactly what it takes to be successful at business to business sales-whether you''re moving from a B2C role or just starting your career in sales. Join Robbie Baxter, as she reviews over a typical day in B2B sales, from meeting with prospects to closing the deal. She provides insights into the skillset and personality of a successful salesperson, and tips for finding a B2B sales position. For sales managers and leaders, Robbie also provides some tips for building out B2B sales goals, structuring a sales team, and collaborating with the rest of the organization for ongoing success. Umfang: 01:05:45.00
Inhalt: Learn to thrive at the C-level and move beyond the marketing department. In this course, executive consultant Robbie Baxter explains how CMOs can work most effectively with the leaders of an organization, including the CEO and board of directors. Robbie breaks down how to build trust with other executives-establishing rapport so you will be heard. Learn how to make an impact by understanding what the CEO really wants from marketing, how to bounce back from setbacks, and how to ask for and get the resources you need to succeed. You can also gain insider tips on presenting to and meeting with the board of directors. Robbie closes with some lessons for CMOs that aspire to move up even further in an organization, including tips from real CMOs who have spent years in the trenches. Umfang: 00:48:07.00
Inhalt: Independent consultants need to establish and build a brand to attract prospects. A strong brand is the springboard for future growth. It allows you to do the work you love, and spend less time chasing business. Join author, CEO, and coach Robbie Baxter for this installment of Consulting Foundations, which shows how to build your consulting brand from the bottom up. Learn how to define what makes your brand unique, build awareness across different channels, and create content that resonates with your target audience. Robbie includes tips to increase your lead generation through blogging, social media, and public speaking, and evolve your brand, without spending all your time on marketing. Umfang: 00:39:44.00
Inhalt: Value is the new buzzword in consulting-and for good reason. People buy value, not just products and services. Consultants who maximize the value created for their clients can command a pricing premium and deliver better results. This course teaches consultants what value is, and how to identify and communicate the value they provide to the people they serve. Author, CEO, and coach Robbie Baxter shows how to connect value to your pricing-whether it's for accounting or design services-and handle challenges, from avoiding being seen as a commodity to moving beyond an hourly role. She also provides questions and frameworks to pinpoint your unique value and move to a pricing strategy that better reflects your worth. Umfang: 00:37:02.00
Inhalt: The success of companies like LinkedIn, Netflix, Amazon, and Airbnb have changed perceptions of service. Instead of transactional relationships, these companies satisfy their customers'' craving for belonging by treating them like members. In return, customers invest in these businesses. This new membership economy affects all types of organizations-corporate and non-profit, digital and traditional, and big and small. In this course, Robbie Kellman Baxter-author of The Membership Economy: Find Your Super Users, Master the Forever Transaction, and Build Recurring Revenue-goes into the types of skills required in a membership economy company, why onboarding matters so much in long-term customer relationships, and how to optimize the experience for loyalty. She also outlines pricing for value in the membership economy, when free makes sense, how technology can extend the infrastructure of trust, and best practices for customer success and retention. Umfang: 00:51:28.00
Inhalt: Le commerce B2B (business to business) est souvent plus complexe que le B2C (business to consumer). Il y a plus de concurrence au niveau B2B et plus de parties prenantes. Les commerciaux cherchent à vendre à des acheteurs expérimentés qui veulent les meilleurs produits au meilleur prix. Cependant, avec les bonnes techniques, les commerciaux peuvent très bien réussir dans le B2B. Découvrez les clés de la réussite pour le commerce B2B, que vous veniez d'un poste B2C ou que vous commenciez tout juste votre carrière dans la vente. Robbie Baxter vous présentera le déroulement d'une journée type au service commercial B2B, des réunions avec les prospects à la signature des contrats. Elle vous parlera aussi des compétences et de la personnalité caractéristiques des commerciaux talentueux et vous fournira des astuces pour vous aider à décrocher un emploi dans le secteur. Et pour les responsables et leaders des équipes commerciales, Robbie présentera également ses conseils pour définir les objectifs commerciaux, former des équipes commerciales et collaborer avec le reste de l'entreprise afin de pérenniser sa réussite. Umfang: 01:02:03.00
Inhalt: Referrals and relationships are at the core of sales. They can be the difference between winning and losing a deal. That's why growing your network is so critical to your career as a sales professional. Networking can feel overwhelming, or even sleazy, but this course will teach you how to make the most of your time, energy, and effort. Join Robbie Kellman Baxter as she explains how to build and nurture your network. Find out about the seven types of people you need to know, the body language and mindset to attract connections, and specific tactics that really work. Plus, get tips on which events to attend, learn how to ask for referrals, and find out how to bridge the gap between professional networks and personal friends. Umfang: 00:55:40.00
Inhalt: Customer success is a new field that goes beyond the more traditional sales, marketing, and customer support. Teams are being created to manage the customer life cycle and drive adoption, renewals, upselling, and advocacy. Customer success is one of the hottest B2B trends since the advent of the subscription business model. This course goes over the key components of customer success, or CS, including how CS fits into SaaS, membership, and service-oriented models-businesses that depend on long-term relationships to maximize customer lifetime value. Learn how it''s different from customer support, what makes a successful CS sales professional and CS leader, and how to align CS with the larger organization. Umfang: 00:58:33.00
Inhalt: A service orientation is a mindset in an organization-a culture more than a process. Not every organization benefits from a service orientation, but when sales and marketing are more important than the product specs, service becomes the differentiator. Great service can increase loyalty, revenue, and profitability. This course shows how to recognize if service is important for your organization and how to shift to a service-oriented sales culture. Strategy and marketing consultant Robbie Baxter also outlines the types of service-oriented selling and explains how to overcome some of the unique challenges involved. Umfang: 01:10:47.00
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