The art of consultative selling : taking blue ocean strategy a step further /: taking blue ocean strategy a step further. (2015)

• Record Type: Book
• Further Information: Note: Venkatesh Upadrista.
• Authors: Upadrista, Venkatesh
• Contents: Foreword 1; Foreword 2; Acknowledgments; Introduction; About the Author; ; The Art of Consultative Selling; Key Points; ; Linking the Art of IT Consultative Selling to Blue Ocean Strategy; Key Points; ; Consultative Selling Framework (CSF) Building Blocks; Inside-Out Theme; Outside-In Theme; Ideas Are Generated from a Combination of the Inside-Out Theme and the Outside-In Theme; The Innovation Factory; Key Points; ; Getting Into the Details of the Inside-Out Theme; Governance of the Inside-Out Theme; Tangible Decisions from the Inside-Out Theme; Scaling Up the Inside-Out Theme; Key Points; ; Getting Into the Details of the Outside-In Theme; Governance of the Outside-In Theme; Tangible Decisions from the Outside-In Theme; The Final Step; The Empirical Process Model for the Outside-In Theme; Key Points; ; The Innovation Factory; Innovation Validation; Innovation Selection; Innovation Implementation Phase; Key Points; ; Bringing All the Pieces Together—Uniting CSF; What Comes First—The Inside-Out Theme or Outside-In Theme?; Engaging Your Customer in Outside-In and Inside-Out Themes; Talent Group Lead Being the SME during Project Implementation; Measuring Success of CSF; Theme Density; Innovation Density; Benefit Realization; Customer Satisfaction; Key Points; ; Getting into the Details—E-CSF; The Enterprise CSF Methodology; Key Points; ; The E-CSF Implementation—Getting to the Roots; The Localized Phase; The Sub-Globalized Phase; The Globalized Phase; Identifying Domains for Localized Phase, Sub-Globalized Phase, and Globalized Phase; Business Done by Your Organization vs. Your Competitors; Customer Trust and Intimacy in Each Domain; Customer Satisfaction in Delivery in Each Domain; Your Organization’s Knowledge in a Domain; Bringing the Parameters Together for Analysis; Key Points; ; Agile Methodology; Definition of Collocated Agile; Definition of Distributed Agile; Applying Agile in CSF; Applying Collocated Agile in CSF; Applying Distributed Agile in CSF; Conclusion; Key Points; ; The Art of Six Sigma; Applying Six Sigma in CSF; Key Points; ; Master Data Management; Applying MDM Concept in CSF; The Link between MDM and Big Data—A Short Summary; Key Points; ; Application Portfolio Rationalization; Applying Application Portfolio Rationalization via CSF; Key Points; ; Cloud Computing; Cloud Delivery Models; Infrastructure as a Service (IaaS); Platform as a Service (PaaS); Software as a Service (SaaS); Cloud Deployment Models; Private Cloud; Public Cloud; Community Cloud; Hybrid Cloud; Applying Cloud Concept in CSF; Key Points; ; Business Process Management; Applying BPM in CSF; Key Points; ; References; Resources; Index;
• Edition: 1st
• Publisher Details: New York : Productivity Press
• Publication Date: 2015
• Extent: 1 online resource, illustrations (black and white)
• Subjects: 658.8101; Sales management; Information technology; Computer service industry -- Customer services
• Languages: English
• ISBNs: 9781498707725
• Related ISBNs: 9781498707718
• Notes: Note: Includes bibliographical references and index.; Note: Description based on CIP data; item not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.