Total Customer Growth
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Total Customer Growth
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Author : Adam Turinas
language : en
Publisher: Bublish, Inc.
Release Date : 2023-05-18
Total Customer Growth written by Adam Turinas and has been published by Bublish, Inc. this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-05-18 with Business & Economics categories.
“Rock Solid ABM Bible,” - Charles Cantu, founder of Rest Digital “TCG Will be the Next Acronym on Every Marketers Lips,” - Bob Abrahamson, chief marketing officer, pCare “This book is very well written and full of actionable insight. I especially appreciate the many free tools offered for download as part of the book purchase,” - Kelly McDermott, chief marketing officer, of Caregility “A fresh take on ABM. It’s the sort of book you can come back to frequently for how-to’s and ideas,” - Drew Neisser, Founder of CMO Huddles and award-winning author If you have read or considered great books like ABM is B2B by Sangram Vajre or A Practitioner’s Guide to Account-based Marketing by Bev Burgess, you will enjoy this fresh and up-to-date take on ABM. Adam and Ben speak with hundreds of sales and marketing leaders every year. Several recurring issues come up: How to get started with ABM, how to win and grow a more profitable customer base and how to turn marketing into a competitive advantage. This book will answer these questions about ABM and propose a new, more holistic model for making your sales and marketing more effective. ABM is part of the answer and is emerging as the way to acquire new and more profitable customers. In addition, a relatively new concept has emerged called “account-based experience” (ABX) that addresses how to cross-sell, upsell, and convert customers into evangelists. This book proposes a new more efficient model that combines ABM, ABX, and other account-based strategies. We call it… Total Customer Growth Total Customer Growth is a system involving sales, marketing, and customer success to find, engage, convert, and grow profitable customers for life. It is a holistic approach to building a sustainable, long-term business model. We wrote this book as a comprehensive practical guide to ABM, ABX, and Total Customer Growth. The book includes how-to guides, strategic rationales, examples, and references to online resources to help in your journey. The book is divided into four parts: Part 1 - Strategic Foundations of Total Customer Growth Chapter 1 Why ABM Is Transforming B2B Sales and Marketing Chapter 2 The Total Customer Growth Framework Chapter 3 Starting with Intent Chapter 4 Targeting Chapter 5 The Buyer Journey Chapter 6 ABM Campaign Strategies and Personalization Chapter 7 Engagement and Content Planning Part 2 - Putting ABM into Action Chapter 8 The ABM Technology Platform Chapter 9 SDRs: ABM’s Secret Weapon Chapter 10 Measurement Matters Part 3 - ABM to ABX Chapter 11 Envisioning ABX and Total Customer Growth Chapter 12 Account Insight-Driven Growth Chapter 13 Turning Customers into Positive Influencers Part 4 - Get Moving. Get Scaling. Chapter 14 Think/Crawl/Walk/Run Chapter 15 Scaling and Evolving Chapter 16 Being Agile Chapter 17 The Total Customer Growth Organization
Product Led Growth
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Author : Bush Wes
language : en
Publisher:
Release Date : 2019-05
Product Led Growth written by Bush Wes and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-05 with Business & Economics categories.
"Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"
The Customer Success Economy
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Author : Nick Mehta
language : en
Publisher: John Wiley & Sons
Release Date : 2020-04-09
The Customer Success Economy written by Nick Mehta 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 2020-04-09 with Business & Economics categories.
If leaders aren't integrating their digital offerings into a philosophy of Customer Success, they will be defeated in the next decade, because technical excellence and other traditional competitive advantages are becoming too easy to imitate. The Customer Success Economy offers examples and specifics of how companies can transform. It addresses the pains of transforming organizational charts, leadership roles, responsibilities, and strategies so the whole company works together in total service to the customer. Shows leaders how their digital implementations will make them more Amazon-like Helps you deliver recurring revenue Shows you how to embrace customer retention Demonstrates the importance of "churning" less Get that competitive advantage in the most relevant and important arena today—making and cultivating happy customers.
Beyond The Familiar
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Author : Patrick Barwise
language : en
Publisher: John Wiley & Sons
Release Date : 2011-09-19
Beyond The Familiar written by Patrick Barwise 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 2011-09-19 with Business & Economics categories.
Strong customer-focused companies have a clear, relevant promise which they obsessively deliver day-in, day-out. At the same time, they relentlessly drive the market by evolving the offer in the face of market developments and opportunities. Because they meet customer needs better than the competition, again and again, they are able to generate sustainable, profitable, market-leading organic growth. The problem the book addresses is how to achieve this. The authors identify five key steps using their framework for success: Offer a clear, relevant customer promise Build customer trust by reliably delivering that promise Continuously improve the promise, while still reliably delivering it Drive the market by innovating beyond the familiar Support all this with an open organization that promotes frank discussion based on clear facts and market feedback. Above all the book runs counter to the fashionable claim that the starting-point for business success should be to find a 'blue-sky', 'out-of-the-box' breakthrough innovation. Barwise and Meehan use many compelling cases to illustrate how managers can find ways within their existing network and organization to achieve long term growth.
B2b Customer Insight
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Author : John Barrett
language : en
Publisher: IAP
Release Date : 2012-12-01
B2b Customer Insight written by John Barrett and has been published by IAP this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-12-01 with Business & Economics categories.
For the first time in book form, “B2B Customer Insight: The Proven Path to Growth,” will reveal how customer insight surveys tailored to B2B relationships generate significant strategic data; data that, when properly applied, enables company management to expand their share of existing markets as well as successfully penetrate new ones. When these surveys are regularly conducted and implemented, they lead to increased long-term profits and sustainable growth. This book will appeal to virtually anyone wanting to learn about the hidden dynamics of B2B transactions, and how to make those dynamics work in a supplier’s favor in their customer relationships and overall business development. In my 20 years of consulting with large manufacturing companies in a variety of industries, I’ve been able to develop a tested and proven customer insight methodology that I will share for the first time in this book. Utilizing real-life case studies with clients who have agreed to participate in this project, I will also discuss how this research process should never stop with the numbers. Instead, it should provide practical and impactful solutions to specific business dilemmas. The advantage of offering actual case studies of companies who successfully made significant changes (of course based on our PMG customer insight surveys) will also differentiate us from other B2B business books that lack hard, fact-based guidance as well as multiple examples of genuine and significant application.
Marketbusters
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Author : Rita Gunther McGrath
language : en
Publisher: Harvard Business Press
Release Date : 2005-02-17
Marketbusters written by Rita Gunther McGrath 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 2005-02-17 with Business & Economics categories.
Robust methods to identify new growth opportunities YOUR SHAREHOLDERS DEMAND growth; your company needs growth; and your career can suffer or soar because of how you drive growth—or don’t. While executives often talk about their great growth plans, very few of these plans actually deliver real gains in growth and profitability. How do some companies manage to beat the odds and bust through the obstacles that make explosive growth so elusive? In this hands-on guide, Rita Gunther McGrath and Ian C. MacMillan identify powerful strategic moves they call “MarketBusters”—approaches that dramatically reconfigure profit streams in an industry, upend conventional competition, and ultimately deliver blockbuster growth. Based on insights from an extensive three-year study, McGrath and MacMillan describe forty proven marketbusting moves and outline five overall strategies companies have used to drive new growth: • Change the customer’s total experience: Make it simpler, faster, or more beneficial for customers to buy from you • Reconfigure your products and services: Transform your offerings to make them clearly superior to competitors’ • Redefine your business and associated key metrics: Change how you do business or how your customers do business in ways that dramatically boost performance • Anticipate or exploit industry shifts: Capitalize on changes before competitors do • Create a new market space: Trigger the emergence of a new market Every marketbusting move is illustrated in practice through vivid company examples—including cautionary tales that alert you to potential pitfalls you may encounter. Action-oriented tools and checklists provide concrete guidance in finding opportunities across your own business platform, executing your chosen move successfully, and exploiting new opportunities to maximize their bottomline impact. The book also provides guidelines for avoiding common implementation challenges and for developing the organizational alignment needed to smooth execution. New opportunities for explosive growth are waiting to be unleashed. MarketBusters is the field guide you need to develop a reliable, robust approach to fueling continuous, profitable growth.
Traction
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Author :
language : en
Publisher:
Release Date : 2018
Traction written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with Marketing categories.
Customer Experience Excellence
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Author : Tim Knight
language : en
Publisher: Kogan Page Publishers
Release Date : 2021-08-03
Customer Experience Excellence written by Tim Knight 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 2021-08-03 with Business & Economics categories.
Discover how the world's best brands create outstanding customer experience, engaged teams and market-beating growth with this practical guide, providing a model that will help any organization deliver effective and seamless customer engagement. Customer experience (CX) has been a phrase in business lexicon for over 30 years. Seen by many as the last battleground, where winners will gain competitive advantage and increased market share, there is not a company in the world that is not in some way focused on the quality of the experience they deliver. However, for many businesses, CX is neither a strategic discipline, consistently applied, nor is it a well-trodden path. It's not easy to deliver exceptional customer experience, again and again, and it becomes difficult to have a CX strategy that provides tangible and measurable results. Customer Experience Excellence provides a route map to CX success. Drawing on a vast body of research collated and curated by the global consulting group KPMG, this book shows how the world's most elite organizations have made excellence a habit, by creating authentic, human connections at scale. Whether dealing with external consumers or internal colleagues, learn how to become an enlightened and agile business and 'think customer' at every single touch point.
Fit For Growth
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Author : Vinay Couto
language : en
Publisher: John Wiley & Sons
Release Date : 2017-01-10
Fit For Growth written by Vinay Couto 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 2017-01-10 with Business & Economics categories.
A practical approach to business transformation Fit for Growth* is a unique approach to business transformation that explicitly connects growth strategy with cost management and organization restructuring. Drawing on 70-plus years of strategy consulting experience and in-depth research, the experts at PwC’s Strategy& lay out a winning framework that helps CEOs and senior executives transform their organizations for sustainable, profitable growth. This approach gives structure to strategy while promoting lasting change. Examples from Strategy&’s hundreds of clients illustrate successful transformation on the ground, and illuminate how senior and middle managers are able to take ownership and even thrive during difficult periods of transition. Throughout the Fit for Growth process, the focus is on maintaining consistent high-value performance while enabling fundamental change. Strategy& has helped major clients around the globe achieve significant and sustained results with its research-backed approach to restructuring and cost reduction. This book provides practical guidance for leveraging that expertise to make the choices that allow companies to: Achieve growth while reducing costs Manage transformation and transition productively Create lasting competitive advantage Deliver reliable, high-value performance Sustainable success is founded on efficiency and high performance. Companies are always looking to do more with less, but their efforts often work against them in the long run. Total business transformation requires total buy-in, and it entails a series of decisions that must not be made lightly. The Fit for Growth approach provides a clear strategy and practical framework for growth-oriented change, with expert guidance on getting it right. *Fit for Growth is a registered service mark of PwC Strategy& Inc. in the United States
Customer Innovation
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Author : Marion Debruyne
language : en
Publisher: Kogan Page Publishers
Release Date : 2014-05-03
Customer Innovation written by Marion Debruyne 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 2014-05-03 with Business & Economics categories.
A new set of organizations has discovered a new formula: they combine customer-centricity with innovative power. These organizations have created a completely outside-in approach to the market. Not driven by what they're good at, they start with the market and design their strategy around it, replacing practices of the past with a new set of capabilities which enable them to be ahead of the curve in discovering new market opportunities. Whereas the traditional value chain model regards the market as the end-outcome of the efforts of the organization, the reversed value chain model starts there. The customer is the starting point and the value chain is the result of understanding customer needs and requirements. Customer Innovation presents this unique case for developing the outside-in organization to drive your business success, combining market orientation with innovation to enable actionable positive change in the way your company does business. Winner of the Innovation and Entrepreneurship category of the 2015 CMI Management Book of the Year Awards, Customer Innovation provides every business with the framework it needs to combine customer focus with innovation to achieve success. It is packed with real world examples from a range of leading global companies including Disney, Coca-Cola, LEGO, Eurex, Netflix, KLM, Carglass, Komatsu, Callebaut and more to help you put market awareness at the heart of your business.