B2B Customer Insight:The Proven Path To Growth John Barrett
Innovative B2B Marketing is a clear, practical guide that demystifies modern aspects of B2B marketing, including marketing models, processes and thought leadership pieces. New customer buying habits, the digital era and the new industry landscape (influenced by the application economy) have all had a great impact, with marketing professionals consequently facing a shift away from traditional practices. The focus of Innovative B2B Marketing is to cut through the noise and make sense of the new models, methods and processes that have recently emerged in the B2B marketing sphere. Authored by Simon Hall, an ex-CMO who brings over 20 years´ senior level experience as one of the leading voices in the B2B sphere actively working with the CIM, the IDM, and other major associations, Innovative B2B Marketing brings together a wealth of insight and information sourced from the author´s own first-hand experience. Featuring real-life examples from diverse sectors, plus topical discussion points and problems from key B2B marketing forums and associations, marketers will find new approaches, models and solutions to help deal with any B2B marketing challenge.
Selling value to B2B buyers today can feel like trying to stop a freight train that´s hurtling towards the sales graveyard of commoditization and discounting. Today´s empowered buyer has done research, has a clear idea of his or her firm´s needs, and knows how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customer´s thinking without challenging the customer? That´s the question that this audiobook will answer. In part one of this book, we will examine why Insight Selling will help you sell value and differentiate your product to empowered buyers. In part two, we will provide six reasons why Insight Scenarios™ trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes. Finally, in part three, we will show you how to create insight scenarios so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: They will be able to deliver insights without upsetting the buyer, ∧ They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product. 1. Language: English. Narrator: Dean Wendt. Audio sample: http://samples.audible.de/bk/acx0/033173/bk_acx0_033173_sample.mp3. Digital audiobook in aax.
Elite Execution: Disciplines & Insights for Extraordinary Salespeople was written for experienced professionals. Jason Elmore shares practical action items and insightful concepts that have been compiled and tested during a sales career that spanned the globe, from B2B to Med Device, and resulted in top performance and accolades. These tools and approaches were recognized as being so critical to success that Jason was awarded the opportunity to build and execute new hire sales training at one of the fastest growing divisions of the world´s largest healthcare company where he reduced average time to hit quota for new hires 50%. Jason specializes in introducing disruptive technology to surgeons and the healthcare market. We all know selling isn´t easy...and surgeons are some of the toughest customers. Surgeons outrank their sales representatives in just about every measure: experience, education, and income. Additionally, a surgeon´s decision to try something new can have life changing risks and benefits to patients. Combine all of that with the increasing financial pressures in healthcare, increasing regulation, multiple deal-killing, stakeholders in the system, and you have a recipe for what is perhaps the most complex sales environment today. Bottom line: what works here...will work anywhere. As you begin to learn from Jason´s proven experience, you will be exploring many critical concepts and disciplines: Articulate insights, manipulate variables, replicate success, translate it to others, and sustain your success Ask the right questions without asking too many Re-think roleplays to become a leader among your peers Diagram and diagnose broken sales calls and capture the keys to successful sales calls Find a sales job that matches your skills and experience Understand what motivates elite sales reps to achieve the exceptional Und... 1. Language: English. Narrator: A. J. Morrison. Audio sample: http://samples.audible.de/bk/acx0/097315/bk_acx0_097315_sample.mp3. Digital audiobook in aax.
Customer Centred Signalling:Stop selling and start responsible influencing New insights into online and social B2B marketing strategies Klaas Fleischmann
This is the first book to cover B2B from an international perspective, rather than the usual marketing perspectiveandintroduces the topic by providing insights into how customers, suppliers, logistics, and additional stakeholders are mutually dependent. The authors illustrate each chapter with case studies including Apple, Panasonic, Johnson &Johnson, Epson and Samsung,resulting in a book which will be vital reading for students of international management, international marketing, and strategic management.
Get the expert perspective and practical advice on big data. The Big Data-Driven Business: How to Use Big Data to Win Customers, Beat Competitors, and Boost Profits makes the case that big data is for real, and more than just big hype. The audiobook uses real-life examples - from Nate Silver to Copernicus, and Apple to Blackberry - to demonstrate how the winners of the future will use big data to seek the truth. Written by a marketing journalist and the CEO of a multi-million-dollar B2B marketing platform that reaches more than 90% of the U.S. business population, this book is a comprehensive and accessible guide on how to win customers, beat competitors, and boost the bottom line with big data. The marketplace has entered an era where the customer holds all the cards. With unprecedented choice in both the consumer world and the B2B world, it´s imperative that businesses gain a greater understanding of their customers and prospects. Big data is the key to this insight, because it provides a comprehensive view of a company´s customers - who they are, and who they may be tomorrow. The Big Data-Driven Business is a complete guide to the future of business as seen through the lens of big data, with expert advice on real-world applications. Learn what big data is, and how it will transform the enterprise. Explore why major corporations are betting their companies on marketing technology. Read case studies of big data winners and losers. Discover how to change privacy and security, and remodel marketing. Better information allows for better decisions, better targeting, and better reach. Big data has become an indispensable tool for the most effective marketers in the business, and it´s becoming less of a competitive advantage and more like an industry standard. Remaining relevant as the marketplace evolves requires a full understanding and application of big data, and this audiobook provides the practical guidance businesses nee... 1. Language: English. Narrator: A.T. Chandler. Audio sample: http://samples.audible.de/bk/adbl/022458/bk_adbl_022458_sample.mp3. Digital audiobook in aax.
You are in charge of your own personal branding as an entrepreneur. Accordingly, if you wish to achieve great things in the business world, LinkedIn is the first logical place to start the process of building your personal brand. If you disregard the importance of branding, your ambitions are likely to be frustrated, and your competitors are more likely to win. If you do, you are more likely to win and succeed in your business objectives, whatever they are. LinkedIn Mastery for Entrepreneurs was written for anyone who wishes to maximize the many applications of LinkedIn to build their personal brand. By employing LinkedIn to achieve your objectives, you must learn to harness the process of becoming a thought leader on LinkedIn. Author Chris J Reed is undeniably one of the world´s leading experts on LinkedIn. Maintaining over 60,000 LinkedIn connections, he has continued to uphold his status as one of the world´s most viewed LinkedIn profiles. He is also an Official LinkedIn Power Profile. Chris´s book will help you to tailor your own LinkedIn profile so that you too can start to yield its benefits as a powerful branding tool. Chris J Reed built his entire Black Marketing business exclusively on LinkedIn, and his business continues to grow and prosper via LinkedIn. LinkedIn Mastery for Entrepreneurs gives the listener valuable insights into many areas of LinkedIn, including: What is LinkedIn? Why use LinkedIn as an entrepreneur? Master your LinkedIn profile like a pro - why LinkedIn beats Facebook for B2B marketing How to message professionally for results How to become a thought leader on LinkedIn How to develop your own personal brand in LinkedIn 1. Language: English. Narrator: Lucy Vest. Audio sample: http://samples.audible.de/bk/acx0/074816/bk_acx0_074816_sample.mp3. Digital audiobook in aax.
In the first of its kind, this book features real stories of success and failure exclusively from quota carrying sales professionals who were either #1 or at least in the top 1% of sellers at their respective companies. Every contributor has been featured on Scott Ingram´s Sales Success Stories Podcast. Read about how they manage their mindset to get to and stay at the top. Learn how they develop relationships that allow them to win again and again. Benefit from their insights on how they´ve successfully navigated their sales careers. The book wouldn´t be complete without a deep dive into their sales processes from prospecting and discovery to territory and deal management. These stories are relevant for anybody in sales, but especially for those in B2B sales from startup sellers to seasoned enterprise sales professionals Contributors include: AJ Brasel, Clover Imaging Camille Clemons, SGG Group David Weiss, ADP Dayna Leaman, Wiley Debe Rapson, Sprinklr DeJuan Brown, Bloomberg BNA Florin Tatulea, Loopio George Penyak, Restaurant Technologies Jacquelyn Nicholson, AlphaSense Jelle den Dunnen, Bullhorn John Hinkson, Dan Cummins Chevrolet Justin Bridgemohan, Total Expert Kevin Walkup, SalesLoft Kyle Gutzler, Teradata Mike Dudgeon, LinkedIn Paul DiVincenzo, Cintas Phil Terrill, Microsoft Trey Simonton, Accruent Trong Nguyen, ServiceNow