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Winning With Customers

Author: D. Keith Pigues
Publisher: John Wiley & Sons
ISBN: 9780470768518
Size: 80.31 MB
Format: PDF, Kindle
View: 6255
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Do Your Customers Make More Money Doing Business With You? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win and win big. Winning with Customers offers a step-by-step playbook to help companies develop this capability for themselves, act on it, build a culture around it and sustain it over time. The playbook includes case studies, interviews, and tools from leading B2B companies who have demonstrated success. Written by recognized business thought leaders and practitioners, this book will guide you to profitable growth. The book also serves as a launch point into a community of like-minded executives that includes a companion website which offers exercises, access to thought leaders, and other tools help you win with customers.

The B2b Executive Playbook

Author: Sean Geehan
Publisher: Clerisy Press
ISBN: 1578604478
Size: 28.61 MB
Format: PDF, ePub, Docs
View: 214
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The first book completely focused on successfully running B2B, which is very different from B2C. The fate of a B2B lies in the hands of a few individuals so what ultimately determines if a company thrives, or even survives, is how these key relationships are targeted, structured and managed. Over 30 percent of all B2B product development, marketing, and other discretionary dollars are wasted. When the realities of B2B marketplace are not integrated into a company's SOP, it is more likely that the company is wasting money as well as the employees' time and efforts. If the budget and plans aren't structured for B2B specifically, they won't move the meter. But there is good news -- there is a corresponding equal amount of potential revenue, growth and prosperity. The leading B2B companies dramatically build their top and bottom lines when leaders realize that success, undeniably and unquestionably, resides with how they engage with the their customers and how that will drive their internal alignment and operations. What is it that they are doing differently than their competition and others in their industry that drive revenue growth, deliver predictable earnings, retain and grow customers and develop new offerings that customers will not only buy, but for which they will pay premiums.

The Price Negotiation Playbook

Author: Joanne M Smith
Publisher:
ISBN: 9780989723824
Size: 41.27 MB
Format: PDF, Kindle
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The best companies know the ability to negotiate-to close the deal at the right price - is the top skill for success in today's competitive environment. They invest in sales negotiation skills yet neglect price negotiation skills. B2B pricing has never been as challenging as it is now. and pricing has a far bigger impact on profits than volume.

Unleash Possible

Author: Samantha Stone
Publisher:
ISBN: 9781937985882
Size: 24.35 MB
Format: PDF, ePub, Mobi
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Unleash Possible is a how-to guide for high-growth marketing in complex selling environments. Author Samantha Stone, the revenue catalyst, shows you how to initiate growth, and how to partner with sales to get the right results.

The Fundamentals Of Business To Business Sales Marketing

Author: John M. Coe
Publisher: McGraw Hill Professional
ISBN: 0071408797
Size: 34.58 MB
Format: PDF, Docs
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This guide shows sales and marketing executive how to revamp their sales and marketing model and fully integrate the traditional methods of the salesman approach with the most effective and proven new technologies in order to meet the increasing revenue and margin demands.

Smart Business Social Business

Author: Michael Brito
Publisher: Pearson Education
ISBN: 0132731363
Size: 21.62 MB
Format: PDF, Kindle
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This book will help organizations evolve into a fully collaborative social business. It serves as a step by step playbook to achieve organizational change, process efficiencies and technology acumen: Proven solutions for the real people, process, and technology obstacles businesses face in using social media behind the firewall. How to have the successful internal conversations with stakeholders, partners and global teams that lead to successful external conversations with the social customer Strategies for improving organizational dynamics, collaboration, governance, training, engagement, policies, technology integration, workflows, social CRM, and metrics Many organizations today have already evolved into social brands. They may be active on Twitter and Facebook; they may have corporate blogs and communities and they are trying hard to engage effectively with the social customer. However, behind the firewall, chaos, anarchy, and conflict reign. In Smart Business, Social Business, leading enterprise social business consultant shows how to build an internal framework based on change management that will lead to success with social media: one that will make external engagement more effective, meaningful, and sustainable. Michael Brito systematically identifies the internal culture, process and technology obstacles to long-term success with social media, and offer best practice solutions. He discusses a wide spectrum of issues, offering actionable intelligence and helping decision-makers build strategies and plans that deliver value. Topics addressed include change management, organizational models and dynamics, internal communications, collaboration, governance, metrics, training, employee activation, policies, technology integration, workflows, social CRM, and much more. Drawing on his own experience working for Silicon Valley companies, HP, Yahoo! and Intel, Brito presents dozens of examples and case studies. Using this book, companies can begin to transform their organizations from just a "social brand" to a fully collaborative and dynamic "social business.”

The B2b Social Media Book

Author: Kipp Bodnar
Publisher: John Wiley & Sons
ISBN: 1118214307
Size: 49.98 MB
Format: PDF
View: 4891
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Advance your B2B marketing plans with proven social media strategies Learn social media's specific application to B2B companies and how it can be leveraged to drive leads and revenue. B2B marketers are undervalued and under appreciated in many companies. Social media and online marketing provide the right mix of rich data and reduction in marketing expenses to help transform a marketer into a superstar. The B2B Social Media Book provides B2B marketers with actionable advice on leveraging blogging, LinkedIn, Twitter, Facebook and more, combined with key strategic imperatives that serve as the backbone of effective B2B social media strategies. This book serves as the definitive reference for B2B marketers looking to master social media and take their career to the next level. Describes a methodology for generating leads using social media Details how to create content offers that increase conversion rates and drive leads from social media Offers practical advice for incorporating mobile strategies into the marketing mix Provides a step-by-step process for measuring the return on investment of B2B social media strategies The B2B Social Media Book will help readers establish a strong social media marketing strategy to generate more leads, become a marketing superstar in the eye of company leaders, and most importantly, contribute to business growth.

Driving Demand

Author: Carlos Hidalgo
Publisher: Springer
ISBN: 1137526807
Size: 39.63 MB
Format: PDF, ePub
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Carlos Hidalgo provides a clear roadmap and framework on how B2B organizations can implement change management and transform their Demand Generation. Case studies and excerpts from B2B marketing practitioners and ANNUITAS clients who have transformed their organizations and how they accomplished this change are incorporated throughout the book.

The Pricing And Profit Playbook

Author: Joanne M. Smith
Publisher:
ISBN: 9780989723800
Size: 74.49 MB
Format: PDF, ePub, Docs
View: 2208
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Pricing is one of the largest levers companies have for improving profits, yet B2B companies so often under-invest in pricing. This book provides simplified, practical ways to improve profits. It shows leaders how to transform and sustain high-profit pricing one play at a time. The playbook's holistic approach covers the key management elements (culture, strategy, people, processes, and systems) needed to unlock superior pricing. The advice and solutions, contained in this book, have been tested in numerous diverse businesses and proven to turn mediocre returns into superior profits.

The Retargeting Playbook

Author: Adam Berke
Publisher: John Wiley & Sons
ISBN: 1118881168
Size: 45.84 MB
Format: PDF, Docs
View: 6747
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How to reach the 98 percent of people who leave your website without converting sales The Retargeting Playbook is a complete guide for digital marketers about how to reach the 95 to 98 percent of people who leave a brand's website without converting. Retargeting gives advertisers the ability to stay in front of those people to bring them back and close the deal. For that reason, retargeting has emerged as a must have marketing channel, yet there is a lack of content that explains how the technology actually works and best practices for using it. Even marketing managers at large, sophisticated brands and agencies don’t have a strong grasp of this evolving channel, and there are few good neutral sources on the topic. Meanwhile, retargeting is the cornerstone of any holistic digital advertising strategy since it improves the results of every other channel if implemented correctly. Unfortunately, most marketers are only utilizing the most rudimentary retargeting tactics and barely scratch the surface of its potential. Explains how to stay in front of potential customers and convince them to come back and close the deal This book will be required reading for media buyers at digital agencies, in-house marketing managers at companies in any vertical, performance marketers, and ecommerce managers.