The Fundamentals of Business-to-Business Sales & Marketing

by John H. Coe

Book Overview

B2B sales and marketing executives have been hard-hit by increasing sales demands, plummeting budgets, and highly touted techniques that promise more than they deliver. The Fundamentals of... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 0071408797
• Release Date: August 2003
• Publisher: McGraw Hill
• Length: 208 Pages
• Weight: 0.20 lbs.
• Dimensions: 9.1" x 0.4" x 6.2"

Customer Reviews

Very practical book for marketing / sales leaders,

John Coe's New Sales Coverage Model explains a holistic approach to marketing, which aligns marketing and sales together. If you're like most readers you will be tempted to skip over the fundamentals that John Coe lays out such as database design, planning, and micro-segmentation. The thing about marketing is that many marketers enjoy the creative process but few have the discipline for execution. Coe's book lays out an effective strategy, which requires teamwork and a shared vision involving all players. This practical book lays out step-by-step what you need to do to sell more and spend less. Great book! Brian Carroll Author of Lead Generation for the Complex Sale : Boost the Quality and Quantity of Leads to Increase Your ROI

It's About Time!

This book is a wake-up call for marketing and sales organizations. The old ways of going-to-market are no longer effective in today's business environment. John Coe clearly understands the new sales paradigm and what it takes to be successful. He shows readers what it takes to: - Break through the marketing clutter and get noticed. - Obtain high quality leads and convert them to sales. - Create and execute an effective campaign. From the very first page of this book, I was hooked - and I'm a pretty discriminating reader. As someone who specializes in new product launches, I'm pretty cynical about most books since they just keep regurgitating old, time-worn strategies and tactics. This book is different. Well worth the investment. Jill Konrath CEO, Leapfrog-Strategies http://www.Leapfrog-Strategies.com Founder of top sales portal: http://www.sellingtobigcompanies.com

Fundamentals of Business2Business Sales & Marketing

Coe has a fresh look at how we must do business today. This book is written in a conversational tone with great examples. It's the perfect refresher for a seasoned sales consultant and it outlines the basic principals for entry-level sellers.This book is a must as a resource and reference!

Getting Sales & Marketing to work together!

Coe bridges the gap between marketing and sales productivity by connecting the dots with new and irrefutable proof that the basics work if you follow the formula. This is a must read for marketing, marketing communications and sales management in the same company so everyone is on the same page. If you're not making your numbers, read this and you'll find out what you're doing wrong.

No Clue Train BS Here

My colleague John Coe has written a new book, "The Fundamentals of Business-to-Business Sales and Marketing," published by McGraw-Hill.It is not a "high concept" or "big idea" book; therefore, fans of The ClueTrain Manifesto and other such highfalutin nonsense may find John's book way too practical - filled with stuff you can actually do today to increase your sales tomorrow.But if you like, as I do, business books that are heavy on the nuts-and-bolts, telling you what to do to increase sales results - and how to do it cost-effectively - than buy John's book today.