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Author : Jeff Krawitz
Publisher :
ISBN 13 : 9780988290259
Total Pages : 290 pages
Book Rating : 4.2/5 (92 download)
Download or read book Customer-Centric Selling--2nd Ed written by Jeff Krawitz and published by . This book was released on 2020-04 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : BusinessNews Publishing,
Publisher : Primento
ISBN 13 : 2806239443
Total Pages : 29 pages
Book Rating : 4.8/5 (62 download)
Download or read book Summary: Customer Centric Selling written by BusinessNews Publishing, and published by Primento. This book was released on 2013-02-15 with total page 29 pages. Available in PDF, EPUB and Kindle. Book excerpt: The must-read summary of Michael Bosworth and John Holland's book: "Customer Centric Selling: The Message Driven Sales Process". This complete summary of the ideas from Michael Bosworth and John Holland's book "Customer Centric Selling" shows how marketers and salespeople should work together to achieve more. Customer centric selling is a system where salespeople and marketers come together and use sales-ready messages to help customers visualise a product and how it can satisfy their needs. The authors share the 8 critical aspects that you will need to master in order to communicate these messages to your customers. Added-value of this summary: • Save time • Understand key concepts • Increase your business knowledge To learn more, read "Customer Centric Selling" and find out how you can create sales-ready messages that will dramatically increase your sales figures.
Author : Michael T. Bosworth
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (958 download)
Download or read book CustomerCentric Selling (2nd Edition). written by Michael T. Bosworth and published by . This book was released on 2000 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Jeff Krawitz
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.9/5 (854 download)
Download or read book Customer-Centric Selling written by Jeff Krawitz and published by . This book was released on 2022-09 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Bosworth
Publisher :
ISBN 13 : 9780070598119
Total Pages : pages
Book Rating : 4.5/5 (981 download)
Download or read book Customercentric Selling written by Bosworth and published by . This book was released on 2004-10-01 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Jeff Krawitz
Publisher :
ISBN 13 : 9780988290273
Total Pages : pages
Book Rating : 4.2/5 (92 download)
Download or read book Customer-Centric Selling written by Jeff Krawitz and published by . This book was released on 2020-04 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Peter Fader
Publisher : University of Pennsylvania Press
ISBN 13 : 1613631022
Total Pages : 150 pages
Book Rating : 4.6/5 (136 download)
Download or read book Customer Centricity written by Peter Fader and published by University of Pennsylvania Press. This book was released on 2020-05-26 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt: A powerful call to action, Wharton professor Peter Fader's book, Customer Centricity, upends some of our most fundamental beliefs about customer service, customer relationship management, and customer lifetime value. Fader advocates that in the world of customer centricity, there are good customers … and then there is pretty much everybody else.
Author : Ronald J. Baker
Publisher : John Wiley & Sons
ISBN 13 : 047092957X
Total Pages : 78 pages
Book Rating : 4.4/5 (79 download)
Download or read book Implementing Value Pricing written by Ronald J. Baker and published by John Wiley & Sons. This book was released on 2010-11-29 with total page 78 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for IMPLEMENTING VALUE PRICING A Radical Business Model for Professional Firms "Ron Baker is the most prolific and best writer when it comes to pricing services. This is a must-read for executives and partners in small to large firms. Ron provides the basics, the advanced ideas, the workbooks, the case studies everything. This is a must-have and a terrific book." Reed K. Holden founder and CEO, Holden Advisors, Corp., Associate Professor, Columbia University www.holdenadvisors.com "We've known through Ron Baker's earlier books that he's not just an extraordinary thinker and truly brilliant writer he's a mover and a shaker on a mission. This is the End of Time! Brilliant." Paul Dunn Chairman, B1G1® www.b1g1.com "Implementing Value Pricing is a powerful blend of theory, strategy, and tactics. Ron Baker's most recent offering is ambitious in scope, exploring topics that include economic theory, customer orientation, value identification, service positioning, and pricing strategy. He weaves all of them together seamlessly, and includes numerous examples to illustrate his primary points. I have applied the knowledge I've gained from his body of work, and the benefits to me and to my customers have been immediate, significant, and ongoing." Brent Uren Principal, Valuation & Business Modeling Ernst & Young® www.ey.com "Ron Baker is a revolutionary. He is on a radical crusade to align the interests of service providers with those of their customers by having lawyers, accountants, and consultants charge based on the value they provide, rather than the effort it takes. Implementing Value Pricing is a manifesto that establishes a clear case for the revolution. It provides detailed guidance that includes not only strategies and tactics, but key predictive indicators for success. It is richly illustrated by the successes of firms that have embraced value-based pricing to make their services not only more cost-effective for their customers, but more profitable as well. The hallmark of a manifesto is an unyielding sense of purpose and a call to action. Let the revolution begin." Robert G. Cross, Chairman and CEO, Revenue Analytics, Inc. Author, Revenue Management: Hard-Core Tactics for Market Domination
Author : R. Ravi
Publisher : MIT Press
ISBN 13 : 026252905X
Total Pages : 147 pages
Book Rating : 4.2/5 (625 download)
Download or read book Customer-Centric Marketing written by R. Ravi and published by MIT Press. This book was released on 2016-03-18 with total page 147 pages. Available in PDF, EPUB and Kindle. Book excerpt: State-of-the-art analytic and quantitative methods for using big data to craft effective real-time, dynamic customer-centric marketing plans. The revolution in big data has enabled a game-changing approach to marketing. The asynchronous and continuous collection of customer data carries rich signals about consumer preferences and consumption patterns. Use of this data can make marketing adaptive, dynamic, and responsive to changes in individual customer behavior. This book introduces state-of-the-art analytic and quantitative methods for customer-centric marketing (CCM). Rather than using a snapshot from the data to plot a single campaign-centric marketing plan, these methods draw on cutting-edge research in optimization and interactive marketing with the goal of maximizing long-term profit from data collected over time. The aim is to teach readers to apply optimization tools to derive analytical solutions leading to customized, dynamic, proactive, and real-time marketing decisions. The book develops the CCM framework and illustrates it with four cases that span the life cycle of marketing: pricing, win-back, cross-sales, and customer service allocation. The text walks the reader through real-world examples of applying the framework (supported by spreadsheet models available online), then explains the key concepts: modeling consumer choice; segmenting customers into latent classes based on sensitivity; computing customer lifetime value (CLV); and dynamic optimization. The reader then learns to incorporate the continuous learning of customer preference into an adaptive feedback loop for marketing decisions. The book can be used as a text for MBA students or as a professional reference. This book is based on joint research developed at Carnegie Mellon University when both authors were on the faculty at the Tepper School of Business.
Author : Stephen Hewett
Publisher : Management Books 2000
ISBN 13 : 9781852526726
Total Pages : 230 pages
Book Rating : 4.5/5 (267 download)
Download or read book The Customer-Centric You written by Stephen Hewett and published by Management Books 2000. This book was released on 2011 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: A leading expert in the emerging field of 'customer-centricity' shows how it can be used to revolutionise business and personal performance.
Author : Kaufmann, Hans-Ruediger
Publisher : IGI Global
ISBN 13 : 1466625252
Total Pages : 675 pages
Book Rating : 4.4/5 (666 download)
Download or read book Customer-Centric Marketing Strategies: Tools for Building Organizational Performance written by Kaufmann, Hans-Ruediger and published by IGI Global. This book was released on 2012-11-30 with total page 675 pages. Available in PDF, EPUB and Kindle. Book excerpt: As customer orientation continues to gain importance in the marketing field, there has been a growing concern for organizations to implement effective customer centric policies. Customer-Centric Marketing Strategies: Tools for Building Organizational Performance provides a more conceptual understanding on customer-centric marketing strategies as well as revealing the success factors of these concepts. This book will discuss how to improve the organizations financial and marketing performance.
Author : Mitchell M. Tseng
Publisher : Springer Science & Business Media
ISBN 13 : 3642554601
Total Pages : 528 pages
Book Rating : 4.6/5 (425 download)
Download or read book The Customer Centric Enterprise written by Mitchell M. Tseng and published by Springer Science & Business Media. This book was released on 2011-06-27 with total page 528 pages. Available in PDF, EPUB and Kindle. Book excerpt: Companies are being forced to react to the growing individualization of demand. At the same time, cost management remains of paramount importance due to the competitive pressure in global markets. Thus, making enterprises more customer centric efficiently is a top management priority in most industries. Mass customization and personalization are key strategies to meet this challenge. Companies like Procter&Gamble, Lego, Nike, Adidas, Land's End, BMW, or Levi Strauss, among others, have started large-scale mass customization programs. This book provides insight into the different aspects of building a customer centric enterprise. Following an interdisciplinary approach, leading scientists and practitioners share their findings, concepts, and strategies from the perspective of design, production engineering, logistics, technology and innovation management, customer behavior, as well as marketing.
Author : Jill Konrath
Publisher : Penguin
ISBN 13 : 1101432950
Total Pages : 248 pages
Book Rating : 4.1/5 (14 download)
Download or read book SNAP Selling written by Jill Konrath and published by Penguin. This book was released on 2010-05-27 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Author : Michael T. Bosworth
Publisher : McGraw-Hill Companies
ISBN 13 :
Total Pages : 278 pages
Book Rating : 4.3/5 ( download)
Download or read book Solution Selling: Creating Buyers in Difficult Selling Markets written by Michael T. Bosworth and published by McGraw-Hill Companies. This book was released on 1995 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this age of rapidly-advancing technology, sales professionals need a reliable method for selling products and services that are perceived as sophisticated or complex. This book offers techniques for overcoming the customer's resistance, showing how to generate prospects and new business with a unique value-perception approach, create a set of tools that enable sales managers to manage pipeline, assign prospecting activity, control the cost of sales, and more.
Author : Rana Salman
Publisher : McGraw Hill Professional
ISBN 13 : 1265225494
Total Pages : 336 pages
Book Rating : 4.2/5 (652 download)
Download or read book Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota written by Rana Salman and published by McGraw Hill Professional. This book was released on 2023-06-20 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: Must-know concepts and smart strategies for every step of a sale—from the new Business Essentials Series for busy professionals The focus of sales always seems to be on the ultimate goal of closing deals, which makes it easy to overlook the crucial steps that come before, during, and after the sale. But, the reality is, knowing the right things to do in all steps of the process is what sets us up for success. Whether you're just starting out or are looking to improve your sales skills, this book from industry expert Rana Salman is a start-to-finish guide that will quickly lead you toward quota-crushing performance. Everything you need to know is here, in three easy-to-digest parts: PART I: THE ESSENTIALS explores the foundation for the sales experience, provides insights into common challenges sellers encounter, describes the characteristics needed to excel in sales, and more. PART II: THE ESSENTIALS APPLIED gives you targeted tools designed to help you close deals and expand accounts, including tips on prospecting, preparing and conducting discovery meetings, getting the most out of follow-up meetings, effectively onboarding new clients, and more. PART III: BEYOND THE ESSENTIALS offers even more hands-on advice about the human side of sales—from dealing with rejection and self-doubt to learning about specific tactics to help protect your mental health, and more. Packed with practical advice, useful tools, assessments, and a toolkit, Sales Essentials is the comprehensive resource you need to immediately boost your skills and increase your confidence on the way to career-changing sales success.
Author : Dirk Zeller
Publisher : Crown Currency
ISBN 13 : 0307717658
Total Pages : 338 pages
Book Rating : 4.3/5 (77 download)
Download or read book Your First Year in Real Estate, 2nd Ed. written by Dirk Zeller and published by Crown Currency. This book was released on 2010-08-03 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: Newly Expanded with More Expert Advice to Help You Build a Winning Real Estate Career Welcome to the world of real estate sales, and the start of an exciting new career! Your destiny is now in your hands. Along with endless opportunities, flexible hours, and the freedom to chart your own path, you also have the potential to earn fabulous amounts of money. All you need for total success is preparation. Revised and expanded, Your First Year in Real Estate contains the essential knowledge you need to start off right in today’s vastly changed real estate market, avoid common first-year missteps, and get the inside edge that will take you to the top. Real estate expert Dirk Zeller has compiled the industry’s proven secrets and strategies that will enable novice agents to hit the ground running and excel from day one. You’ll get the insider’s guide to: • Selecting the right company • Developing valuable mentor and client relationships • Using the Internet and social networking to stay ahead of the competition (NEW!) • Setting—and reaching— essential career goals • Staying on top in today’s challenging real estate climate (NEW!) • And so much more. Concise and thorough, Your First Year in Real Estate is like having the top coach right by your side.
Author : John DeVincentis
Publisher : McGraw Hill Professional
ISBN 13 : 0071371265
Total Pages : 320 pages
Book Rating : 4.0/5 (713 download)
Download or read book Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value written by John DeVincentis and published by McGraw Hill Professional. This book was released on 1999-02-05 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
