Conqu Rir Et Fid Liser Vos Client Les
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Sense And Respond
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Author : Jeff Gothelf
language : en
Publisher: Harvard Business Review Press
Release Date : 2017-02-07
Sense And Respond written by Jeff Gothelf and has been published by Harvard Business Review Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-02-07 with Business & Economics categories.
The End of Assembly Line Management We’re in the midst of a revolution. Quantum leaps in technology are enabling organizations to observe and measure people’s behavior in real time, communicate internally at extraordinary speed, and innovate continuously. These new, software-driven technologies are transforming the way companies interact with their customers, employees, and other stakeholders. This is no mere tech issue. The transformation requires a complete rethinking of the way we organize and manage work. And, as software becomes ever more integrated into every product and service, making this big shift is quickly becoming the key operational challenge for businesses of all kinds. We need a management model that doesn’t merely account for, but actually embraces, continuous change. Yet the truth is, most organizations continue to rely on outmoded, industrial-era operational models. They structure their teams, manage their people, and evolve their organizational cultures the way they always have. Now, organizations are emerging, and thriving, based on their capacity to sense and respond instantly to customer and employee behaviors. In Sense and Respond, Jeff Gothelf and Josh Seiden, leading tech experts and founders of the global Lean UX movement, vividly show how these companies operate, highlighting the new mindset and skills needed to lead and manage them—and to continuously innovate within them. In illuminating and instructive business examples, you’ll see organizations with distinctively new operating principles: shifting from managing outputs to what the authors call “outcome-focused management”; forming self-guided teams that can read and react to a fast-changing environment; creating a learning-all-the-time culture that can understand and respond to new customer behaviors and the data they generate; and finally, developing in everyone at the company the new universal skills of customer listening, assessment, and response. This engaging and practical book provides the crucial new operational and management model to help you and your organization win in a world of continuous change.
The Challenger Sale
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Author : Matthew Dixon
language : en
Publisher: Penguin UK
Release Date : 2012-10-01
The Challenger Sale written by Matthew Dixon and has been published by Penguin UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-10-01 with Business & Economics categories.
THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C. www.executiveboard.com www.thechallengersale.com
The Butterfly Customer
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Author : Susan M. O'Dell
language : en
Publisher: J. Wiley & Sons Canada
Release Date : 2000-08-29
The Butterfly Customer written by Susan M. O'Dell and has been published by J. Wiley & Sons Canada this book supported file pdf, txt, epub, kindle and other format this book has been release on 2000-08-29 with Business & Economics categories.
Develop difficult-to-attain customer trust and loyalty through predictable and consistent service experience Today's customer is a "Butterfly Customer," skeptical, not loyal to any product or company, and only yours until the next best thing comes along. The Butterfly Customer defines the true meaning of customer loyalty and provides a master plan for achieving success. Authors Susan O'Dell and Joan Pajunen explain that a better measure of a customer's loyalty is how much trust they place in your business. Here, business managers will learn how to write their own contracts with customers, determine what promises that contract with the customer implies, and focus on delivering service. By running a business with integrity, owners will develop trust with their customers and profit by doing so. * Includes numerous examples of actual companies and what actions they are taking to capture customers' loyalty Susan M. O'Dell and Joan A. Pajunen (both from Mississauga, Canada) are Principals in Service Dimensions, a consulting company specializing in retail and service sectors.
The Handbook Of Marketing Research
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Author : Rajiv Grover
language : en
Publisher: SAGE
Release Date : 2006-06-23
The Handbook Of Marketing Research written by Rajiv Grover and has been published by SAGE this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-06-23 with Business & Economics categories.
The Handbook of Marketing Research comprehensively explores the approaches for delivering market insights for fact-based decision making in a market-oriented firm.
Spin Selling
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Author : Neil Rackham
language : en
Publisher: Taylor & Francis
Release Date : 2020-04-28
Spin Selling written by Neil Rackham and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-28 with Business & Economics categories.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Stereotomy
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Author : José Calvo-López
language : en
Publisher: Springer Nature
Release Date : 2020-08-08
Stereotomy written by José Calvo-López and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-08-08 with Mathematics categories.
This book deals with the general concepts in stereotomy and its connection with descriptive geometry, the social background of its practitioners and theoreticians, the general methods and tools of this technology, and the specific procedures for the members built in hewn stone, including arches, squinches, stairs and vaults, ending with a chapter discussing the open problems in this field. Thus, it can be used as a reference book in the subject, but it can also read as a compelling narrative on this subject, one of the main branches of pre-industrial technology. Construction in hewn stone requires the use of geometrical methods and tools to assure that individual stones, either blocks or voussoirs, fit with one another and conform to the general shape of walls, arches or vaults. During the Late Middle Ages and the Renaissance, such techniques and instruments were developed empirically by masons and architects. Later on, learned mathematicians and engineers introduced refinements in these procedures and this branch of knowledge, known as stereotomy, furnished much material to descriptive geometry, a science born with the French Revolution which provided the foundation for projective geometry.
Uncertain Territories
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Author : Inge E. Boer
language : en
Publisher: BRILL
Release Date : 2006-01-01
Uncertain Territories written by Inge E. Boer and has been published by BRILL this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-01-01 with Law categories.
Tracing and theorizing the concept of the boundaries through literary works, visual objects and cultural phenomena, this book argues against the reification of boundaries as fixed and empty non-spaces that simply divide the world. Expanding on her previous work on gender and Orientalism, Inge Boer takes us into uncertain territories of fashion and art, tourism and travel, skilfully engaging the ambivalence of boundaries, as both protecting and confining, as bringing distinction while existing by virtue of their ability to be transgressed. In her close readings of that boundaries as desert, as frame, as home (or lack of it), Boer shows that boundaries are spaces within, through, and in the name of which negotiations take place. They are not lines but spaces ; neither fixed nor empty but flexible and inhabited. With the publication of this book, Boer’s intellectual legacy stretches beyond her untimely passing. The writings that she left behind can be said to have inaugurated the future of her work, presented in the latter part by several of Boer’s intellectual companions. In their original essays, the contributors elaborate on Boer’s theme of boundaries as spaces where opposition yields to negotiation. Committed to the artefact as cultural stimulant, as the embodiment of thought, their analyses span a multitude of artefacts and media, ranging from literature to photography, to art installation and presentation, to film and song. Fanning out from Boer ‘s central focus – Orientalism – to other places of contestation, boundaries are shown to mediate the relationship between self and other ; they are, ultimately, spaces of encounter.
The Entrepreneur S Guide To Customer Development
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Author : Brant Cooper
language : en
Publisher: Anchor Books
Release Date : 2010
The Entrepreneur S Guide To Customer Development written by Brant Cooper and has been published by Anchor Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010 with Customer relations categories.
Presents a framework for starting and building new businesses based on the authors' insight that "most startups fail because they didn't develop their market". Based on Steve Blank's 2005 book 'The four steps to the Epiphany', this non-fiction novella aims to help readers to develop customer development.
After Ever Happy
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Author : Anna Todd
language : en
Publisher: Simon and Schuster
Release Date : 2015-02-24
After Ever Happy written by Anna Todd 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 2015-02-24 with Fiction categories.
The romance between Tessa and Harry continues as forces try to tear them apart. By the author of After Ever Happy and After We Fell. Original.
If There S No Tomorrow
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Author : Jennifer L. Armentrout
language : en
Publisher: Harlequin
Release Date : 2017-09-05
If There S No Tomorrow written by Jennifer L. Armentrout and has been published by Harlequin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-09-05 with Young Adult Fiction categories.
Lena Wise is always looking forward to tomorrow, especially at the start of her senior year. She’s ready to pack in as much friend time as possible, to finish college applications and to maybe let her childhood best friend Sebastian know how she really feels about him. For Lena, the upcoming year is going to be epic—one of opportunities and chances. Until one choice, one moment, destroys everything. Now Lena isn’t looking forward to tomorrow. Not when friend time may never be the same. Not when college applications feel all but impossible. Not when Sebastian might never forgive her for what happened. For what she let happen. With the guilt growing each day, Lena knows that her only hope is to move on. But how can she move on when her and her friends’ entire existences have been redefined? How can she move on when tomorrow isn’t even guaranteed?