There is no such thing as an easy sale. However selling to an existing customer-whether by
refreshing an old product or introducing a new and different product-is often easier faster
and returns higher margins. Centering your organization's sales strategy on your installed base
is a smart and proven way to achieve long-lasting profitable growth. Using Installed Base
Selling to Maximize Revenue reveals a step-by-step integrated approach you can begin using
today. Authors Remi Gicquel and Paul-André Lambert show how you can apply this robust and
reliable end-to-end solution by illustrating concepts though real-world case studies from
Spotify Hewlett Packard Enterprise Nestlé and more. Full of wisdom fit for the digital era
this book presents the results of the authors' experience and research into current installed
base selling processes identifying from an objective point of view what works and what does
not. This book explains fundamental concepts such as the profitable growth paradox the
installed base profit wedge operational methodologies for managing your installed base selling
transformation and much more. Innovative companies protect and nurture their most valuable
asset-their customers and the data that defines them. They put installed base selling at the
heart of their sales strategy. Now it's your turn! What You Will Learn How to maximize the
return from installed base customers Fundamental concepts such as the profitable growth paradox
the installed base profit wedge and turnkey operational sales methodologies to best maneuver
your sales teams Keys to changing patterns to become a company that can enjoy higher profitable
revenues for years Who This Book Is For General Managers Sales and Marketing Leaders who are
eager to transform their business to secure long-lasting profits and for leaders looking for a
pragmatic approach to transform their sales force to harvest the potential of their existing
customers.
