B2b Executive Playbook

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B2b Executive Playbook

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Author : Sean Geehan
language : en
Publisher: Clerisy Press
Release Date : 2011-08-09

B2b Executive Playbook written by Sean Geehan and has been published by Clerisy Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-08-09 with Business & Economics categories.

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.

Controlling Your Brand In The Age Of Amazon The Brand Executive S Playbook For Winning Online

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Author : Whitney Gibson
language : en
Publisher:
Release Date : 2020-02-14

Controlling Your Brand In The Age Of Amazon The Brand Executive S Playbook For Winning Online written by Whitney Gibson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-02-14 with Business & Economics categories.

In today's world of retail, most brands: ● don't know the identity of retailers selling their products in online marketplaces; ● don't know where these online resellers sourced inventory of the brand; ● don't know what proportion of inventory going through distributors is redirected to online channels; ● don't adequately police activities involving resellers that offer the brand's products in new multipack quantities defined by the reseller (rather than by the brand); ● can't figure out how its brand is sold in countries where the brand doesn't yet have a distribution program of its own; and ● aren't managing the branding, packaging and UPC labeling of online products adequately to ensure consistency between online and brick-and-mortar inventory. What does it take for a brand to survive in this new environment? What controls need to be put in place? What existing sales and operational processes need to change? We answer these questions on this book from a combined business and legal perspective. Our book focuses on brands selling on marketplaces in the U.S. and the European Economic Area. As legal protections for brands differ around the world, we have chosen to focus on these specific markets where legal protections for brands are well established. For readers interested in applying brand control worldwide, we encourage them to seek legal guidance for each and every country where they plan to incorporate some form of legal enforcement into their brand control efforts.

Consumer Behaviour

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Author : Zubin Sethna
language : en
Publisher: SAGE Publications Limited
Release Date : 2023-04-14

Consumer Behaviour written by Zubin Sethna and has been published by SAGE Publications Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-04-14 with Business & Economics categories.

This textbook provides a comprehensive introduction to Consumer Behaviour, drawing on an accessible writing style, engaging examples and a wealth of learning features throughout.

The Hidden Wealth Of Customers

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Author : Bill Lee
language : en
Publisher: Harvard Business Press
Release Date : 2012-05-15

The Hidden Wealth Of Customers written by Bill Lee and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-05-15 with Business & Economics categories.

Introducing “return on relationship” with your most valued customers The traditional model of growing your business—by relying on employees in sales, marketing, and product development—is dying. Today’s most successful companies are taking a different approach: getting customers to market, sell, and create products for them. In assessing client value, most companies look at the money paid for their goods and services. But in this book, Customer Strategy Group CEO Bill Lee offers a compelling new vision for growth by maximizing your “return on relationship” with select customers—those that offer rich sources of hidden wealth. A different type of ROI, this strategy of making the most of your firm’s existing relationships is a modern approach to customer relations—one that yields a distinct business advantage. Illustrated by numerous case studies—Salesforce.com, SAS Institute, 3M, Microsoft, and others—The Hidden Wealth of Customers shows the value some customers can have by helping to market your offerings, penetrate foreign markets, leverage the demand-generating power of social media, build customer communities, improve innovation, and more. Lee explains how to effectively engage this crucial audience, which has the power to keep your strategy focused on important customer issues and increase profitability. When done right, your best customers will prospect for you while also speeding product adoption and improving customer satisfaction and long-term loyalty. Consider this book a blueprint for finally making the most out of your most valuable customer relationships.

Social Entrepreneurship Concepts Methodologies Tools And Applications

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Author : Management Association, Information Resources
language : en
Publisher: IGI Global
Release Date : 2019-04-01

Social Entrepreneurship Concepts Methodologies Tools And Applications written by Management Association, Information Resources and has been published by IGI Global this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-04-01 with Business & Economics categories.

Businesses are looking for methods to incorporate social entrepreneurship in order to generate a positive return to society. Social enterprises have the ability to improve societies through altruistic work to create sustainable work environments for future entrepreneurs and their communities. Social Entrepreneurship: Concepts, Methodologies, Tools, and Applications is a useful scholarly resource that examines the broad topic of social entrepreneurship by looking at relevant theoretical frameworks and fundamental terms. It also addresses the challenges and solutions social entrepreneurs face as they address their corporate social responsibility in an effort to redefine the goals of today’s enterprises and enhance the potential for growth and change in every community. Highlighting a range of topics such as the social economy, corporate social responsibility, and competitive advantage, this multi-volume book is ideally designed for business professionals, entrepreneurs, start-up companies, academics, and graduate-level students in the fields of economics, business administration, sociology, education, politics, and international relations.

Open Innovation A Multifaceted Perspective In 2 Parts

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Author : Anne-laure Mention
language : en
Publisher: World Scientific
Release Date : 2016-02-25

Open Innovation A Multifaceted Perspective In 2 Parts written by Anne-laure Mention and has been published by World Scientific this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-02-25 with Business & Economics categories.

Open Innovation: A Multifaceted Perspective unveils research on open innovation from multidisciplinary perspectives and with practical insights from leaders and policy-makers. The first section addresses the links between open innovation and various disciplines, methods, concepts and policy instruments. The second section reviews selectively the literature, focusing essentially on open service innovation and innovation in financial services industries. It also explores different forms and types of practices reflecting the adoption and implementation of open innovation. The third section focuses on the management of open innovation, paying specific attention to the individual, intra- and inter-organizational levels.

The Journey Mapping Playbook

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Author : Jerry Angrave
language : en
Publisher: de Gruyter
Release Date : 2020

The Journey Mapping Playbook written by Jerry Angrave and has been published by de Gruyter this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020 with Business & Economics categories.

34 percent of all companies currently engage in the process, popular companies like Starbucks and Uber depend on customer journey maps to convey the importance of their customer's experience at all levels of transactions to the entire company - cmnty.com If, as a business, we are to benefit commercially from being more customer-centric then it goes without saying that we need to understand our customers better. We need to empathise with how we fit into their lives, not how we want them to fit into our processes. That's what journey mapping is all about; documenting and acting on what it's really like to be a customer. It's a simple and effective tool used by organisations throughout the world and across every sector. Done effectively and strategically, its influence can be significant. It's a tangible, very relevant way to capture what customers are doing, thinking and feeling as they interact with us. And by overlaying what else we know from our operational metrics and existing feedback and then by validating it all with customers, we create compelling reasons to change what can be improved and celebrate what's already great. 34 percent of all companies currently engage in the process, popular companies like Starbucks and Uber depend on customer journey maps to convey the importance of their customer's experience at all levels of transactions to the entire company - cmnty.com If, as a business, we are to benefit commercially from being more customer-centric then it goes without saying that we need to understand our customers better. We need to empathise with how we fit into their lives, not how we want them to fit into our processes. That's what journey mapping is all about; documenting and acting on what it's really like to be a customer. It's a simple and effective tool used by organisations throughout the world and across every sector. Done effectively and strategically, its influence can be significant. It's a tangible, very relevant way to capture what customers are doing, thinking and feeling as they interact with us. And by overlaying what else we know from our operational metrics and existing feedback and then by validating it all with customers, we create compelling reasons to change what can be improved and celebrate what's already great. A journey mapping workshop is just the start. It can be a fantastic catalyst for driving a customer centric culture. It involves people across all functions who can then act as your customer champions wherever they work. It means business decisions are made in full knowledge of the direct and indirect impact on customers. We can prioritise changes to be the ones that will help us demonstrate our brand promise most clearly and deliver on our purpose. And we can measure how well we do what's most important to our customers, not just carry out a mechanical audit of our processes. Journey mapping is a hugely versatile tool that will benefit any organisation of any size and complexity. It can be used to establish the starting point; a common understanding of what today's experience is really like. Beyond that we can use the frameworks to design future-state and innovative experiences, we can map the journeys of other customers personas and employees. So if we get it right and make the right, empathetic changes, customers will buy from us again, they'll be prepared to pay more, buy more and they'll tell everyone to do the same. We can communicate with them in their language and in a way that's more relevant and timely. And those involved will learn more about their own business; they will establish informal and formal cross functional working relationships. It stimulates excitement and stories within the business where everyone wants to get involved and support the drive for greater customer centricity. What then follows is simple: better experiences mean be

Mastering Customer Service Strategies For Excellence

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Author : Charles Nehme
language : en
Publisher: Charles Nehme
Release Date :

Mastering Customer Service Strategies For Excellence written by Charles Nehme and has been published by Charles Nehme this book supported file pdf, txt, epub, kindle and other format this book has been release on with Business & Economics categories.

Introduction Purpose of the Book In an era where customers have more choices than ever, exceptional customer service has become a key differentiator that sets successful businesses apart from the rest. The aim of this book is to provide you with a comprehensive guide to mastering customer service. Whether you're a seasoned professional, a new hire, or a business owner, this book will equip you with the knowledge and skills needed to deliver outstanding service and foster lasting customer relationships. Importance of Customer Service in Today's Market Customer service is no longer just a support function—it is a strategic element of business success. With the rise of social media and online reviews, a single customer interaction can influence thousands of potential customers. Great customer service can turn a one-time buyer into a loyal advocate, while poor service can drive customers away and damage your brand's reputation. This book explores why customer service matters more than ever and how it can impact your bottom line. Overview of What the Reader Will Learn This book is divided into six parts, each designed to cover a different aspect of customer service: Foundations of Customer Service: Understand the core principles and importance of customer service, including the customer journey and expectations. Building a Customer-Centric Culture: Learn how to create an organizational culture that prioritizes customer satisfaction through leadership, employee engagement, and a positive workplace environment. Essential Customer Service Skills: Develop key skills such as effective communication, problem-solving, conflict resolution, and time management. Tools and Techniques: Discover the tools and techniques that can enhance your customer service, including feedback mechanisms, technology, and performance measurement. Advanced Strategies: Explore advanced strategies like personalization, customer loyalty programs, and crisis management to elevate your customer service efforts. Industry-Specific Customer Service: Gain insights into best practices tailored to specific industries such as retail, hospitality, and B2B services. The Evolution of Customer Service Customer service has evolved significantly over the years. From the early days of face-to-face interactions and telephone support to the modern era of digital communication and AI-driven solutions, the way businesses interact with customers has transformed. This section will provide a historical perspective on the evolution of customer service, highlighting key milestones and the changing expectations of customers. By understanding the past, we can better appreciate the present and anticipate the future trends in customer service. This book will not only provide you with practical tips and strategies but also encourage you to think critically about how you can innovate and adapt to meet the ever-evolving needs of your customers. Welcome to "Mastering Customer Service: Strategies for Excellence." Let's embark on this journey together to create exceptional customer experiences and drive your business to new heights.

The Sales Playbook

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Author : Jack Daly
language : en
Publisher: Forbesbooks
Release Date : 2016-10-26

The Sales Playbook written by Jack Daly and has been published by Forbesbooks this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-10-26 with Creative ability in technology categories.

As a salesperson, how much time do you spend learning proven sales techniques from your company's Top Producers? How much time do you spend practicing those techniques in-house, refining them with other team members before taking your final, polished approach on the road? And how much time each day or week does your Sales Manager spend helping you develop those high-performing techniques and processes? Same question for you, Sales Managers: How much of your day or week is dedicated to growing your sales team? How much time do you spend teaching or arranging for the mentoring or practicing of proven sales techniques? Are you teaching your salespeople how to fish, or are you just telling them how many fish they need to bring in to meet quota? In The Sales Playbook for Hyper Sales Growth, we not only delve into the necessity of developing these processes within a company but also provide valuable techniques, tools, and procedures that sales teams can begin implementing immediately.

Attitudes And The Psychology Of Persuasion

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Author : Prof. Dr. Bilal Semih Bozdemir
language : en
Publisher: Prof. Dr. Bilal Semih Bozdemir
Release Date :

Attitudes And The Psychology Of Persuasion written by Prof. Dr. Bilal Semih Bozdemir and has been published by Prof. Dr. Bilal Semih Bozdemir this book supported file pdf, txt, epub, kindle and other format this book has been release on with Education categories.

Attitudes and the Psychology of Persuasion What are attitudes? The importance of attitudes The ABC model of attitudes Affective component: Feelings and emotions Cognitive component: Beliefs and thoughts Behavioral component: Intentions and actions Attitudes and behavior: The attitude-behavior link Factors influencing attitudes Personal experience Social influence Media influence Attitude formation and change Factors that shape attitude formation Cognitive dissonance and attitude change Persuasion techniques Appeal to emotion Use of authority Reciprocation Scarcity principle Social proof Consistency and commitment Liking and similarity The Elaboration Likelihood Model Central route to persuasion Peripheral route to persuasion Factors affecting persuasion Message characteristics Source characteristics Receiver characteristics Attitude strength and persistence Weak vs. strong attitudes Attitude accessibility Attitude certainty Attitude extremity Attitude function Utilitarian function Value-expressive function Ego-defensive function Knowledge function Attitudes and decision making Attitudes and information processing Attitudes and behavior in the real world Applications of attitude research Advertising and marketing Promoting health behaviors Changing prejudiced attitudes Conclusion: The power of attitudes in shaping our lives