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The OneTEAM Method: How Sales+Marketing Collaboration boosts big business., by Mr Peter Strohkorb
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There has never been a time when sales and marketing teams have needed to work together as closely, and as effectively, as today. The risks associated with Sales/Marketing mis-communication have never been greater, but neither have the potential rewards for effective collaboration. But what is the most effective way to achieve the desired business results? This book describes the current Sales and Marketing landscape and proposes an expert method to move sales and marketing teams beyond mere alignment into true collaboration. This book aims to: 1) Show that solvable collaborative issues are impeding business growth 2) Prove that organizations thus impeded are falling significantly behind in the race to keep up with the ever-accelerating Buyer’s Journey 3) Provide the reader with the adaptive collaborative tool kit that they need to prevent their organizations from falling behind their more agile competitors in the race to keep up with rapidly accelerating twenty-first-century customer expectations Who Should Read This Book? This book is for senior executives in medium to large B2B organizations, particularly those with a centralized marketing team and a distributed sales force: • CEOs who wish to increase financial results and reduce waste • Sales and Marketing Executives who would like to improve sales productivity and marketing effectiveness • Sales Managers who want more effective marketing support and wish to retain their top performers • Marketing Executives who want to demonstrate better ROI and enjoy a better two-way relationship with the sales force • HR Directors who prefer a more collaborative work environment, one that attracts and retains the best talent • CFOs who want to see better margins, more profit and lower costs • CIOs who are evaluating CRM and sales and/or marketing automation systems • Anyone who is interested in the latest business productivity methodologies
- Sales Rank: #486089 in Books
- Published on: 2015-02-16
- Original language: English
- Number of items: 1
- Dimensions: 9.21" h x .68" w x 6.14" l, .93 pounds
- Binding: Paperback
- 298 pages
Most helpful customer reviews
3 of 3 people found the following review helpful.
Practical advice, well researched, and nicely delivered.
By J Garland McLellan
This book starts with depressing case studies of a problem most directors are painfully aware of: silos between departments that should collaborate. It provides a useful summary of symptoms which will assist in formulating questions at board level and developing KPIs for monitoring improvement strategies. Ultimately the book proposes management and technology interventions to fix the problem.
The most valuable knowledge contribution is the section on trends that are reshaping the sales world. I have read technical papers on e-commerce driven evolution of the ‘buyer’s journey’ but never one as clear as this. Refreshingly clear and jargon free – I wish more books were like this.
The book is comprehensively researched and backed by numerous references in the text. These could be less intrusively handled as footnotes but provide ample additional sources of insight. The book is written in first person and contains a wealth of the author’s personal experiences. It is also an unashamed pitch for his consulting services although it contains sufficient value that a moderately intelligent person will be able to glean from the pages and put into practice.
This book aims to:
1) Show that solvable collaborative issues are impeding business growth
2) Prove that organizations thus impeded are falling significantly behind in the race to keep up with the ever-accelerating Buyer’s Journey
3) Provide the reader with the adaptive collaborative tool kit that they need to prevent their organizations from falling behind their more agile competitors.
It meets and exceeds those goals.
Helpful chapter ‘takeaways’ are provided. The final chapter cautions against analysis paralysis, deferment, procrastination and deliberation – the prescription for which is leadership!
Tables, charts and a few cartoons enliven the text which is fast paced and well written. The book can be read quickly if one is not distracted by the constant references to other interesting information. Accompanied by ‘Dr Google’ it is a formidable information stockpile.
For a manager there is much to recommend in the pragmatic documentation of the costs of poor collaboration. For the director there is clear information on how traditional structures are disrupted by digital processes in tangible business processes; this book will help those of us who are not digital natives to sense the trends and position our organisations to benefit. For both, with the application of a little effort, this book will provide some implementable ideas for building sustainable revenue.
1 of 1 people found the following review helpful.
Practical, insightful guidance which our team found very helpful
By Paul Collins
The Business & Client Services Team at Informed Solutions has found Peter Strohkorb’s 'OneTEAM method' very useful in our efforts to continually improve our market and business development strategies.
Strohkorb clearly outlines the common symptoms of Sales and Marketing misalignment and how collaboration and team configuration can provide long-term prevention as well as a short term cure. ‘The OneTEAM Method’ offers a refined, practical and achievable set of steps – via a “multi-purpose toolkit’ - that you can implement, no matter where your organisation is on its collaboration journey. Our company, like many, do not have ‘siloed’ teams’; instead we rely on collaboration across all of our service groups. This book has provided us with both ideas and possible solutions for how we can improve team working to drive business improvements and achieve better results.
The specific and comprehensive guidance within ‘The OneTEAM Method’ sets it apart from traditionally dry and jargon filled sales and marketing advice texts. We would recommend it to any organisation seeking to improve team working, increase collaboration and boost the success of its market and business development efforts.
1 of 1 people found the following review helpful.
Grow or Die
By Tom Graves
Face it - Einstein was right.We cannot solve our problems with the same thinking we used when we created them. After calling on sales and marketing for 20 years to help them grow, few succeeded. And, sadly, those that did eke out a short-term victory could not sustain it. They virtually all failed. The only exceptions were those who had such an exceptional product that no matter what they did - they succeeded. See Apple. For the rest of us - we blamed the market, the competitors, lack of budgets, our distributors, our sales force, our marketing, manufacturing, our ad agency, interest rates, dollar value conversion, add your favorite reason ...ad nausea. Mr. Stohkorb rightly states 'the enemy is us." He boldly suggests that if we change our thinking - our results will change for the better. So, if profits and real growth are really - your true objective - read this book and a do what he says. This is the best solution to real growth that I've ever seen. Period.
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