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Author: Ray Kordupleski Publisher: Customer Value Management I ISBN: 9781893673076 Category : Consumer satisfaction Languages : en Pages : 372
Book Description
There is an emerging art and science of customer value management that is proving its worth inincreased market share and shareholder value for the companies that practice it. Customer value management is about: choosing value (determining what customers really value and developing your value proposition ) delivering value (making sure business processes are aligned with value proposition) communicating value (educating the market on your value proposition)The concepts of customer value management and the practical tools that have been developed to support them are the subject of this book.
Author: Ray Kordupleski Publisher: Customer Value Management I ISBN: 9781893673076 Category : Consumer satisfaction Languages : en Pages : 372
Book Description
There is an emerging art and science of customer value management that is proving its worth inincreased market share and shareholder value for the companies that practice it. Customer value management is about: choosing value (determining what customers really value and developing your value proposition ) delivering value (making sure business processes are aligned with value proposition) communicating value (educating the market on your value proposition)The concepts of customer value management and the practical tools that have been developed to support them are the subject of this book.
Author: Jeff Thull Publisher: John Wiley and Sons ISBN: 0470632593 Category : Business & Economics Languages : en Pages : 311
Book Description
Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation
Author: Tymoteusz Doligalski Publisher: Springer ISBN: 3319098551 Category : Business & Economics Languages : en Pages : 152
Book Description
Customer value management is a managerial approach in which customers are perceived as the company’s asset, the value of which may be measured and increased through the organization of processes around customer relationships. This book deals with the topic of managing customer lifetime value on the internet, and more specifically on including the role of the internet in customer value proposition to enhance stakeholder and shareholder value. This book also discusses the possibilities of internet-based customer value management and presents a model describing the process leading to it. Its uniqueness lies in presenting a managerial approach to customer relationships rather than offering just another tool of e-marketing. The author’s approach is not limited by branches or sectors – differences in customer value management approaches are perceived through a prism of relationships between the company and its customers.
Author: Peter C. Verhoef Publisher: Routledge ISBN: 1000465462 Category : Business & Economics Languages : en Pages : 337
Book Description
The key competing texts are practitioner-focused ‘how to’ guides, whilst our book combines rigorous theory with practical insight and examples, with authors from both the academic and business world, making it more adoptable as a student text; Unlike other books on the subject, this has a customer focus and an exploration of how big data can add value to customers as well as organisations; Enables readers to move from "big data" to "big solutions" by demonstrating how to integrate data analytics into specific goals and processes for implementation; Highly successful and well regarded both for students and practitioners
Author: Murali Chemuturi Publisher: J. Ross Publishing ISBN: 1604270780 Category : Computers Languages : en Pages : 385
Book Description
In previous years, setting up IT infrastructure involved just the preparation of the data center. It has become much more complex and evolved today. The infrastructure includes not only the data center facility, but also the entire organization by providing internet connectivity to customers, vendors, and company executives on the move. Mastering IT Project Management is the first book to detail how to create IT infrastructure rather than simply describe how to manage the IT function or software development. This unique and comprehensive reference covers all aspects needed to successfully manage this type of project in an organization. J. Ross Publishing offers an add-on at a nominal cost — Downloadable, customizable tools and templates ready for immediate implementation.
Author: William A. Band Publisher: ISBN: Category : Business & Economics Languages : en Pages : 352
Book Description
The 1990s bring challenges to American business that will require radical new management strategies. The management revolution gathering momentum across the country puts customer value creation as Priority One. Shows you why customer value creation is vital for business success and teaches you how to transform your organization into a high value delivering enterprise. You'll find all the tools and approaches for value creation that give senior executives and top-level managers a reliable road map for strategic change. And you'll learn these techniques and methods from actual case study examples of industry leaders who are now pioneering the new approaches for becoming increasingly valued by their customers.
Author: Michael J. A. Berry Publisher: ISBN: 9788126518258 Category : Languages : en Pages : 512
Book Description
Special Features: · Best-in-class data mining techniques for solving critical problems in all areas of business· Explains how to pick the right data mining techniques for specific problems· Shows how to perform analysis and evaluate results· Features real-world examples from across various industry sectors· Companion Web site with updates on data mining products and service providers About The Book: Companies have invested in building data warehouses to capture vast amounts of customer information. The payoff comes with mining or getting access to the data within this information gold mine to make better business decisions. Readers and reviewers loved Berry and Linoff's first book, Data Mining Techniques, because the authors so clearly illustrate practical techniques with real benefits for improved marketing and sales. Mastering Data Mining takes off from there-assuming readers know the basic techniques covered in the first book, the authors focus on how to best apply these techniques to real business cases. They start with simple applications and work up to the most powerful and sophisticated examples over the course of about 20 cases. (Ralph Kimball used this same approach in his highly successful Data Warehouse Toolkit). As with their first book, Mastering Data Mining is sufficiently technical for database analysts, but is accessible to technically savvy business and marketing managers. It should also appeal to a new breed of database marketing managers.
Author: Bradley Gale Publisher: Simon and Schuster ISBN: 9781439188361 Category : Business & Economics Languages : en Pages : 432
Book Description
Even today with quality improvement the battle cry of American industry, the quality programs in most companies are limited to "conformance to technical standards," according to quality expert Bradley Gale. While some have ventured a step farther to measure customer satisfaction, few of them, Gale demonstrates, have attempted to track market-perceived "quality" -- how buyers select among competing suppliers, why orders are won or lost, and which competitors are succeeding in which market segments. Using cases including Milliken & Company; AT&T, United Van Lines, and Gillette, Gale shows how leading-edge companies have gone beyond the minimal achievements of conformance quality and customer satisfaction to focus on the third, higher stage, "market-perceived quality versus competitors" and aspire to an emerging fourth stage, "true strategic management." Drawing on his extensive research at AT&T, Johnson & Johnson, Parke-Davis, and other world-class companies, Gale provides new metrics for market-perceived quality that are straightforward and easy to interpret. His set of seven integrative tools for customer value analysis makes up the heart of the "war room wall" to help guide business-unit teams in their effort to outperform competitors in satisfying customers. The great value of these tools is that they are derived from a future-oriented strategic navigation system that tracks competitive information and market-perceived quality. Learning to master this system accelerates customer satisfaction from a slogan to a science and leads ultimately to true strategic management -- the fourth stage of Total Quality Management. The processes described in this book provide an insider's perspective on the criteria of the Baldrige Award. Bradley Gale's insights and innovative methods for defining, measuring, and improving market-perceived quality will create an entirely new thrust for the worldwide quality movement.
Author: Dan Englander Publisher: CreateSpace ISBN: 9781500958930 Category : Business & Economics Languages : en Pages : 120
Book Description
You're up to 55% more likely to win business with an existing customer than with an outside prospect. Mastering Account Management is your blueprint for winning long-term business with your highest potential buyers (your customers). From selling millions in high-end video services and managing projects in the New York advertising world, Dan Englander learned that most companies don't take the right steps to farm repeat business. Instead of focusing on time-consuming lead generation tactics, a replicable account management process will produce better and faster returns. Englander's 102-step guide will show you how to create one for your business. Learn what the top account managers do: Systematize repeat business. Achieve flexibility and freedom by keeping a barrier between sales and customer or client service. Build long-term partnerships by prioritizing experience over output. Make life easier by leveraging new apps, tools, and high-tech shortcuts. Maximize networking referrals. Mastering Account Management will give you the right framework for winning more deals, delighting your customers, and achieving peace of mind. It's equal parts sales and customer service, with a healthy sprinkling of technology. Those who enjoyed Spin Selling and The Art of Client Serviceare sure to gain a lot from this book, as will fans of the The 4-Hour Workweek. Order Today and access a library of digital resources!
Author: Ray Kordupleski
Author: Ray Kordupleski
Author: Jeff Thull
Author: Tymoteusz Doligalski
Author: Peter C. Verhoef
Author: Murali Chemuturi
Author: Scott Payne
Author: William A. Band
Author: Michael J. A. Berry
Author: Bradley Gale
Author: Dan Englander