As the speed of business continues to accelerate, B2B enterprises and sales organizations are being disintermediated and disrupted by digital transformation and artificial intelligence.
The Amazon effect is permanently altering buying experience expectations while technology has lowered the barriers to entry. "Me-too" competitors lurk around every corner making differentiation a fundamental challenge and margin erosion a constant threat.
Along the way, the Business to Business buying journey has fundamentally changed.
In this brutal new age of business, every B2B enterprise faces a looming and existential threat of irrelevance and extinction. The undeniable truth is that in this hyper-competitive paradigm, there are only two alternatives:
1. A race to the bottom in which price becomes the sole differentiator, customers are merely transactions, and your products and services are viewed as commodities.
2. A race to relevance in which you separate yourself from, and rise above, the "me-too" horde with a shift away from pitching "stuff" to a customer-centric focus on delivering real, sustainablevalue through Measurable Business Outcomes.
This is exactly why the world's most agile and profitable companies, along with the highest earning sales professionals, are taking the lead in the race to relevance by transforming how they approach the buying journey.
In Business Outcome Selling Strategies Jeb Blount, one of the most celebrated sales strategists of our generation, and business transformation guru Jason Eatmon, give you the secrets for how next generation B2B sales organizations are accelerating sales productivity, operationalizing hyper-growth strategies, and locking out competitors. You'll learn powerful strategies for:
Building the foundation for hyper-growth
Connecting cross organizational disciplines to build an agile sales and growth driven culture
Winning mindshare early through familiarity and shaping
Nine Box Qualifying and the 4Rs: Right Prospect, Right Message, Right Time, Right Fit
Digital Sales Transformation and integration
Targeting tactics, sales engagement strategies, and sequencing
Mastering the Four Levels of Sales to rapidly respond to buyer expectations
Leveraging the MLP strategy to bend win probability in your favor
Effective Stakeholder Mapping
Deploying the READ Influence Methodology to gain stakeholder buy-in and consensus
Differentiating with the MBO + EBO value equation
Leveraging the powerful SCORE Discovery Model to get below the surface and become a true partner for your customers
Uncovering the Metrics that Matter that lead to higher prices and long-term margins
Mapping and presenting Outcome Based Solutions
Leveraging Value Bridges to become the vendor of choice
Linking marketing, sales, operations, and service to deliver Referenceable and Measurable Business Outcomes
Deploying the CAIRE Account Management and Customer Success model to rapidly grow existing accounts and make customer relationships sticky
Leveraging the comprehensive BOSS Strategic Planner to win your biggest opportunities
Business Outcome Selling Strategies (BOSS) isn't a typical sales book. Inside, you'll find a powerful field guide, proven processes, and complete system that connects the dots between sales, marketing, business development, operations, service delivery, account management, and customer success.
Leveraging these strategies, tactics, and tools, your organization will transform into a well-oiled, cohesive growth machine that delivers a legendary buying experience and unassailable competitive differentiation.
BOSS is ground-breaking. It shatters old-school paradigms and forces readers to come face to face
Автор: Hague Paul, Hague Nicholas Название: B2B Customer Experience: A Practical Guide to Delivering Exceptional CX ISBN: 1398693715 ISBN-13(EAN): 9781398693715 Издательство: Неизвестно Рейтинг: Цена: 104220.00 T Наличие на складе: Нет в наличии. Описание: Understand all areas of creating an exceptional customer experience that is bespoke to the B2B realm, with this practical and essential guide to the process.
Автор: Barrett John Название: B2B Customer Insight: The Proven Path to Growth (Hc) ISBN: 1617359874 ISBN-13(EAN): 9781617359873 Издательство: Mare Nostrum (Eurospan) Рейтинг: Цена: 75480.00 T Наличие на складе: Есть у поставщика Поставка под заказ.
Автор: Richard Hofmaier Название: Marketing, Sales and Customer Management (MSC): An Integrated Overall B2B Management Approach ISBN: 3110410257 ISBN-13(EAN): 9783110410259 Издательство: Walter de Gruyter Цена: 49530.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: This Book is primarily written for experts and managers in marketing, sales, customer and service management at BtB companies. In addition, the book is also for executives of project and quality management, research and development (R&D), procurement, logistics, and production departments, who deal with marketing-related topics and are working in related fields. The integrated marketing, sales and customer management (MSC) approach aims to lay out and explain in detail the concepts, tools and implementations of a holistic and sustainable customer-focused approach in order to successfully implement important marketing, sales and customer management measures. The concise presentation of various methods, their applications and evaluations allow managers to better choose specific tools and the necessary means of efficient implementation. In addition, this book presents students enrolled in business management and business administration programs and who are focusing on marketing, sales and customer management with a conceptualized and application-oriented guide for the implementation of holistically integrated strategies, programs and measures.
Автор: Kristian K. M?ller; David T. Wilson Название: Business Marketing: An Interaction and Network Perspective ISBN: 9401042810 ISBN-13(EAN): 9789401042819 Издательство: Springer Рейтинг: Цена: 260870.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: Changing Views of Business Marketing This book aims to provide an in-depth understanding of long-term busi- in industrial markets.
Автор: Koen W. De Bock Название: Advanced Database Marketing: Innovative Methodologies and Applications for Managing Customer Relationships ISBN: 1409444619 ISBN-13(EAN): 9781409444619 Издательство: Taylor&Francis Рейтинг: Цена: 137810.00 T Наличие на складе: Невозможна поставка. Описание: While the definition of database marketing hasn`t changed, its meaning has become more vivid, versatile and exciting than ever before. Advanced Database Marketing provides a state-of-the-art guide to the methods and applications that define this new era in database marketing, including advances in areas such as text mining, recommendation systems.
Автор: Christoph Rose Название: Supplier Relationships to Family Firms ISBN: 3658190477 ISBN-13(EAN): 9783658190477 Издательство: Springer Рейтинг: Цена: 65210.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: Christoph Rose provides a broader differentiation of the perspective on family-owned companies. In contrast to several studies that merely discuss family-owned companies and non-family companies, his analysis is based on family influence, so the dominating heterogeneity of family-owned companies in practice is taken into account.
Автор: Taylor Heidi Название: B2B Marketing Strategy: Differentiate, Develop and Deliver Lasting Customer Engagement ISBN: 0749481064 ISBN-13(EAN): 9780749481063 Издательство: Неизвестно Рейтинг: Цена: 50790.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: Improve your B2B marketing strategy through a highly practical and unique methodology, and debunk many of the myths blighting the B2B landscape.
Автор: Cundari Aldo Название: Customer-Centric Marketing: Building Relationships and Creating Advocates in the Age of the Consumer ISBN: 1119092892 ISBN-13(EAN): 9781119092896 Издательство: Wiley Рейтинг: Цена: 20050.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: The practical, expert guide to reaching the new consumer Customer-Centric Marketing is a comprehensive game plan on succeeding in the new marketing landscape by focusing on the customer.
Автор: Sandra Luthardt Название: In-Supplier versus Out-Supplier ISBN: 3824479559 ISBN-13(EAN): 9783824479559 Издательство: Springer Рейтинг: Цена: 52240.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: Sandra Luthardt untersucht am Beispiel industrieller Markte, welche Faktoren den Verbleib beim bisherigen Anbieter (In-Supplier) bzw. den Wechsel zu einem neuen Anbieter (Out-Supplier) beeinflussen. Der Fokus wird dabei auf den Prozess der Anbietersuche gerichtet, welcher fur die Entscheidung uber einen Anbieterwechsel vorentscheidend ist."
Автор: Houcine Akrout, Karine Raies, Arch G. Woodside Название: New Insights on Trust in Business-to-Business Relationships: A Multi-Perspective Approach ISBN: 1838670637 ISBN-13(EAN): 9781838670634 Издательство: Emerald Рейтинг: Цена: 101630.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: New Insights on Trust in Business-to-Business Relationships provides readers with advanced original insights on trust antecedents, processes and consequences within the B2B marketing context and offers practical tools alongside suggestions for future research.
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