B2b Customer Engagement Strategy
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B2b Customer Engagement Strategy
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Author : Daniel D. Prior
language : en
Publisher: Springer Nature
Release Date : 2023-04-03
B2b Customer Engagement Strategy written by Daniel D. Prior and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-04-03 with Business & Economics categories.
Business to business (B2B) transactions account for 60-70% of all transactions globally. Considering this, many supplier firms aspire to create high levels of customer engagement, and this involves identifying various ways to improve customer experience. In fact, companies such as Google, Amazon, Microsoft, and others now employ professionals in customer engagement roles and dedicate entire corporate divisions to ensure seamless customer engagement. Creating high customer engagement is challenging without a cohesive, strategic approach – particularly in B2B markets. This textbook introduces students to customer engagement strategy in B2B markets, the foundation of which is customer engagement capability. Companies must develop and implement four sub-capabilities – customer journey management, customer relationship management, customer communications and data analytics and insight to succeed. With a myriad of case studies, discussion questions and prompts for further reading, the textbook translates theory into practice and serves as a useful foundation for executive courses as well as fundamental reading for masters-level specialist courses in customer engagement, marketing, sales, and strategy. In addition, practitioners in supplier firms will also be able to use to build their customer engagement capability.
B2b Marketing Strategy
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Author : Heidi Taylor
language : en
Publisher:
Release Date : 2018
B2b Marketing Strategy written by Heidi Taylor and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with Internet marketing categories.
Filled with real-world case studies and practical, actionable insights, this book takes you through three phases of thinking, doing and being different in order to make B2B marketing memorable in the hearts and minds of customers, creating lasting customer engagement. --
B2b Marketing Strategy
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Author : Heidi Taylor
language : en
Publisher: Kogan Page Publishers
Release Date : 2017-12-03
B2b Marketing Strategy written by Heidi Taylor and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-12-03 with Business & Economics categories.
B2B marketing is functioning in an increasingly fast-paced and complex business landscape, with a wealth of new technologies, tools and channels, and where customers are more in control of the buying process than ever before. With the imperative to become 'digital', B2B marketers have become consumed by the marketing activity itself - the tactics - instead of the outcomes marketers want and need to achieve for customers and businesses. B2B Marketing Strategy provides fresh insight into the challenges marketers are facing in such an environment and offers a new framework for developing B2B marketing strategy and plans. Written by an internationally recognised and award winning senior marketing strategist, B2B Marketing Strategy is a thought-provoking and comprehensive exploration of the state of B2B marketing. Expertly examined, this book will challenge the perspective of B2B marketers by confronting and refuting the many fallacies that currently dominate the industry. Filled with real-world case studies and practical, actionable insights, B2B Marketing Strategy takes the reader through three phases of thinking, doing and being different in order to make B2B marketing memorable in the hearts and minds of customers, creating lasting customer engagement.
Rule Of 24
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Author : Daniel J Conway
language : en
Publisher:
Release Date : 2018-07-08
Rule Of 24 written by Daniel J Conway and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-07-08 with categories.
Time is running out. Massive change is upon us and business to business (B2B) sales organizations are breaking down. The old sales strategies aren't working like they used to-you used to know exactly how to be effective, but now you're not so sure. Competitors have raced ahead and there are only two options left: Embrace the change. Or ignore it and fall behind. Discover the new rules. Inside Rule of 24, authors Robert D. Riefstahl and Daniel J. Conway show you how to not only survive, but thrive and dominate selling software in the new digital landscape. The rules have changed -customers are more educated, resourceful and directive than at any other time in history. Future-proof yourself and your sales team, understand what's coming next and how to deal with it. Inside Rule of 24, you will learn: How to transform your sales process by utilizing the power of extreme personalization > What the Rule of 24 is, and how it changes the way you think about selling How to audit yourself, your industry and learn exactly what your customer is expecting from you How to become a master of all of your selling mediums and crush your competition How to build seamless client interactions that thrill B2B buyers Written for companies who want to prosper and grow in the digital age, this book is your roadmap. After reading Rule of 24, you'll be riding atop the wave of imminent change, instead of helplessly swimming against it. Rule of 24 changes everything.
Executive Engagement Strategies
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Author : Bev Burgess
language : en
Publisher: Kogan Page Publishers
Release Date : 2020-03-03
Executive Engagement Strategies written by Bev Burgess and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-03-03 with Business & Economics categories.
Win the attention of high-level decision makers in large corporations; spark their interest and earn their trust to achieve long-term, sustainable mutual value. When it comes to buying and selling complex, high value products and services, people buy from people. Big businesses and public sector organizations rely on solutions to keep their essential services running - things like payroll, IT, property maintenance and communications technology. For the companies that provide those services, winning the business can mean huge, multi-year, multi-million contracts. Executive Engagement Strategies is a comprehensive guide to engaging with the senior professionals making the buying decisions - to win sustainable, long-lasting business. It provides an easy-to-follow guide that will help professionals interact at each step of the B2B buying process using a combination of people, messages and communication channels. Highly practical, Executive Engagement Strategies provides a clear, step-by-step process to capture the attention of busy c-suite executives, and keep them engaged and motivated throughout the lengthy buying process. Filled with global case studies and examples, it will help readers know what to say, and when and how to say it, to build trust and win the business. With key takeaways at the end of each chapter and clearly actionable guidelines and instructions, it is the only resource you'll need to build truly customer-centric engagement with core decision makers.
B2b Social Selling Strategy
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Author : Julie Atherton
language : en
Publisher: Kogan Page Publishers
Release Date : 2022-11-03
B2b Social Selling Strategy written by Julie Atherton and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-11-03 with Business & Economics categories.
Social media, when deployed strategically and effectively in B2B channels, offers a uniquely personal long-term networking opportunity for sales teams and business professionals. For many, this has supercharged their sales performance, with empowered teams, faster results, and higher revenues. For others, the challenges of navigating social channels for business can be daunting. Concerns over social media confidence, personal and professional conflicts of interest, and a loss of management control can lead to a lack of action or ineffective modes of engagement. B2B Social Selling Strategy provides a clear framework for identifying the right social channels, connecting with potential and existing customers and measuring success against objectives and KPIs. Featuring original research, case studies and interviews with industry professionals, the book also shows how to generate content to attract attention and gain trust, work with B2B influencers and create a social selling culture. Exploring how to build your personal brand in synergy with your business and integrate social selling with other sales and marketing channels, it is supported by online interactive tools and templates to be used to create and execute your own social selling strategy. Written by a recognized social media expert, B2B Social Selling Strategy is an indispensable guide for B2B sales, marketing and social media professionals.
The Everything Guide To Customer Engagement
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Author : Linda Pophal
language : en
Publisher: Simon and Schuster
Release Date : 2014-09-18
The Everything Guide To Customer Engagement written by Linda Pophal and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-09-18 with Business & Economics categories.
Successful businesses have one thing in common: they have loyal customers. Customer engagement is as important as quality products and services when it comes to customer loyalty and retention. Pophal shows you strategies that have been working for businesses all over the world.
Sales Engagement
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Author : Manny Medina
language : en
Publisher: John Wiley & Sons
Release Date : 2019-03-12
Sales Engagement written by Manny Medina and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-03-12 with Business & Economics categories.
Engage in sales—the modern way Sales Engagement is how you engage and interact with your potential buyer to create connection, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies. This book explores why a Sales Engagement strategy is so important, and walks you through the modern sales process to ensure you’re effectively connecting with customers every step of the way. • Find common factors holding your sales back—and reverse them through channel optimization • Humanize sales with personas and relevant information at every turn • Understand why A/B testing is so incredibly critical to success, and how to do it right • Take your sales process to the next level with a rock solid, modern Sales Engagement strategy This book is essential reading for anyone interested in up-leveling their game and doing more than they ever thought possible.
The Definitive Guide To B2b Digital Transformation
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Author : Fred Geyer
language : en
Publisher: Frederick Geyer
Release Date : 2020-05-26
The Definitive Guide To B2b Digital Transformation written by Fred Geyer and has been published by Frederick Geyer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-05-26 with Business & Economics categories.
This book guides B2B leaders along a step by step path to uncommon growth through three transformative shifts: The Digital Selling Shift to digital demand generation, The Digital Customer Experience Makeover to digital customer engagement, The Digital Proposition Pivot to data-powered, digital solutions. The Definitive Guide is informed by the work of Fred Geyer at Prophet, a leading digital transformation consultancy, and Joerg Niessing at INSEAD, a global standard-bearer for business education. Rich case studies from Maersk, Michelin, Adobe, and Air Liquide with best practices from IBM, Salesforce.com, Thyssenkrupp, and scores of leading B2B companies illustrate how putting customers at the heart of digital transformation drives uncommon growth. Fred and Joerg map the route from customer insight to in-market implementation for each transformational shift in four steps: Where to Play - Identify top customer growth opportunities, How to Win - Build the strategy to win customer preference, What to Do - Effectively deliver the strategy, Who is Needed - Assemble the team to make it happen. The two biggest barriers to successful digital transformation, effectively using customer data and enabling employees, are addressed by outlining a clear path to navigate forward based on best practices from other leading companies. The guide has won rave reviews from B2B leaders: "This book illuminates the secret sauce of digital transformation in the B2B space" – David Aaker, renowned brand strategist and bestselling author. "A thought-provoking exploration of three crucial transformational shifts for B2B companies" – Vincent Clerc, CEO, Maersk Ocean & Logistics "This is a great guide to applying best practices to the formidable challenge of digital transformation in complex markets and supply chains." – Dr. Lars Brzoska, Chairman of the Board of Management, Jungheinrich AG. "By providing case examples and step by step assistance in determining where to play, how to win, what to do and who to win, this book fulfilled my need for inspiring and pragmatic transformation guidance" – Lindy Hood, Chief Customer Experience Officer, Zurich Financial North America
B2b Customer Experience
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Author : Paul Hague
language : en
Publisher: Kogan Page Publishers
Release Date : 2023-05-03
B2b Customer Experience written by Paul Hague and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-05-03 with Business & Economics categories.
Use this bestselling and practical guide to steer you through how to create exceptional customer experience for the modern B2B consumer. This new edition explores key topics such as AI, the role of IT in customer experience and customer relationship management. B2B Customer Experience shows readers how to deliver the very best customer experience within the business-to-business industry. Intensely practical in its approach, it is divided into five parts to walk readers through the journey of planning, mapping, structuring, implementing and controlling an effective customer experience, all bespoke for the B2B environment. Now newly revised, this new edition will provide new case studies demonstrating what makes for good or bad customer experience as well as providing new tactics and strategies that will help build an effective customer experience plan. This new edition also aims to guide the reader on how to successfully incorporate AI into their strategy whilst still delivering great customer experience. Discussing some of the best-known examples of consumer-focused customer experiences from companies such as Zappos, Nordstrom and John Lewis, B2B Customer Experience is the must-have text for any marketing professional working within a B2B environment.