Title: THE MODEL (MarkeZine BOOKS) Collaborative Processes for Marketing, Inside Sales, Sales, and Customer Success Author: Yasutaka Fukuda Condition Rank: A (Clean. Shows some signs of use, but the product is in good condition.) [Remarks] ・No pets ・No smoking ・No markings or underlining. This is a used item, but it's still clean. ● The old sales style is no longer effective "When sales first contact a customer, more than half of the negotiation process is already over." Faced with this fact, companies' marketing and sales activities are being forced to change. With the spread of smartphones, the initiative in information dissemination and business has shifted from companies to consumers. In corporate sales and BtoB businesses, the promotion of digitalization and the construction of new processes are urgent tasks. ● "Scientific Sales" and a New "Revenue Model" This book proposes a new revenue model, emphasizing "scientific approach," "reproducibility," and "business growth," by the author who has witnessed the rapid growth of SaaS businesses at Oracle and Salesforce.com in Japan and the US, and has implemented changes as the representative of Marketo Japan. Based on "The Model," which is attracting attention in the SaaS world, the book introduces a process involving "marketing, inside sales, sales, and customer success" that is even more suitable for the current situation. It clarifies the path from "division of labor" to "collaboration" among these four departments, and the business model "revenue model" that lies beyond. The author's clear narrative, based on his own experience, is captivating, including detailed numerical analysis, methods for understanding sales psychology, and management and business philosophies for drawing out the power of the organization. ● How to use SFA and MA will change! The book clearly explains the overall picture of operations, from the basics of using SFA, a sales support tool, and tools that implement marketing automation (MA), to the metrics that management should pay attention to, understanding the mentality and behavior of sales representatives, coordination between departments, and high-precision forecasting. In particular, it specifically introduces "transition criteria" in the sales negotiation stage.