|
|
Customer Message Management: Increasing Marketing's Impact on Selling by Tim Riesterer, Diane Emo
|
 In today's complex market, product advantage is fleeting. It is no longer what you sell, but how you sell it - meaning it is now vital to bridge the gap between sales and marketing. Customer Message Management does just that, eradicating the disconnect that for years has plagued the two departments and, in the process, increasing the effectiveness of both. With its thorough, practical coverage of CMM, this comprehensive guidebook gives readers invaluable insight into how to create effective brand, marketing, and sales messaging based on customer business roles and goals.
|
[ More About This Book ]
Jan-29-2012
|
The Future of Value: How Sustainability Creates Value Through Competitive Differentiation by Eric Lowitt
|
 The Future of Value reveals what it takes for companies to grow and outperform the competition in today's growth-constrained, sustainability conscious world. The author shows leaders and students alike how to use sustainability as a powerful, pragmatic lens to enhance business performance. The Future of Value explores how to craft and oversee a portfolio of effective tools, develop competitive strategies, and adjust value chain activities, talent management practices, and corporate policies to help organizations execute powerful sustainability strategies.
|
[ More About This Book ]
Jan-08-2012
|
The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon, Brent Adamson
|
 Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions.
Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.
|
[ More About This Book ]
Nov-27-2011
|
Managing Customer Relationships: A Strategic Framework by Don Peppers, Martha Rogers
|
 Now fully revised and updated with new examples, case studies, and references with contributing works from industry leaders and academic experts, Managing Customer Relationships is one of the first books designed to develop an understanding of the pedagogy of managing customer relationships. With an emphasis on customer strategies and building customer value, the Second Edition focuses on marketing accountability and metrics and advanced customer valuation approaches, including Return on Customer. The new edition offers a full discussion of the influence of social networking on customer empowerment and customer relationship management (CRM).
|
[ More About This Book ]
Nov-06-2011
|
Higher Ambition: How Great Leaders Create Economic and Social Value by Michael Beer
|
 Higher Ambition is required reading for every leader who refuses to compromise between people and performance. Choosing one or the other may have worked in the past, but it won't work now. Brimming with powerful stories and thoughtful advice from CEOs themselves, Higher Ambition equips leaders with the practical insights they need to meet this new and higher standard. The authors, an international team of experts from leading business schools and consultancies, offer a unique view into the minds of some of the most successful and insightful leaders of our time: CEOs from vanguard companies around the world that have demonstrated the distinctive ability to do good while also doing well.
|
[ More About This Book ]
Oct-23-2011
|
|
|
