Erscheinungsdatum: 01.04.2018, Medium: Buch, Einband: Gebunden, Titel: Customer Centred Signalling, Titelzusatz: Stop selling and start responsible influencing New insights into online and social B2B marketing strategies, Auflage: First edition, Autor: Fleischmann, Klaas, Redaktion: Halm, Hilde van, Verlag: SOIC, Sprache: Englisch, Schlagworte: BUSINESS & ECONOMICS // E-Commerce // Internet Marketing, Rubrik: Wirtschaft // Einzelne Wirtschaftszweige, Seiten: 114, Informationen: HC gerader Rücken kaschiert, Gewicht: 487 gr, Verkäufer: averdo
Instant Best Seller on Amazon in Marketing and Sales!FACT: Less than 1 percent of all leads become customers. As a business, how can you break that trend and achieve client fidelity?In this book, we reveal the secrets behind the framework that will sell and retain your customers.Did you know that less than one percent of all leads become customers? It is a true and shocking stat, but there is a way to stop the waste and flip this around.In this highly anticipated book, we reveal the secrets behind our signature TEAM - Target, Engage, Activate, and Measure - framework to transform your approach to market, increase sales, and retain your ideal customers.Account-Based Marketing (ABM) is the new B2B. It‘s time to challenge the status quo of B2B Marketing and Sales, and transition to what the business arena already expects as the updated B2B model.A transformation like this can only happen through an account-based approach that unites marketing, sales, and customer success teams (go-to-market teams) as #OneTeam. In summary, the TEAM framework coupled with the account-based approach enables your company to focus on the target accounts, engage them in a meaningful way, activate the sales team with top tier accounts proactively, and finally measure success based on business outcomes over vanity metrics.It's time to take the lead and transition your business to ABM.The process is simple when you have the right book - ABM is B2B. What are you waiting for? 1. Language: English. Narrator: Paul Schmidt. Audio sample: http://samples.audible.de/bk/acx0/179865/bk_acx0_179865_sample.mp3. Digital audiobook in aax.
Customer Centred Signalling ab 36.49 € als gebundene Ausgabe: Stop selling and start responsible influencing New insights into online and social B2B marketing strategies. First edition. Aus dem Bereich: Bücher, Wissenschaft, Wirtschaftswissenschaft,
Unmask and defeat the deadly assumptions at the root of your selling and gain competitive advantage by viewing sales through the lens of human nature.Companies spend billions of dollars each year on sales training and technology, yet sales effectiveness keeps declining. Why? It's because too many sales organizations operate on deadly assumptions that deny the essential human nature of their sales teams and their buyers.Written by the CEO of a sales technology company George Brontén, Stop Killing Deals defies convention by destroying the idea that CRM and other technology is the solution to all of the sales industry’s problems.Instead, the book focuses on a human-centered way of building and maintaining world-class sales organizations that support the essential human nature of those who work within them.In this quick and insightful listen, you’ll learn how to:Defeat the deal-killing monsters lurking in your buyer’s subconsciousHeal your organization and give your team what they need by enabling salesAlign your strategy, process, and methodology to achieve scalable, world-class sales performanceBuild your sales coaching around your sales process to generate exponential results within complex b2b sales environmentsUnderstand the essential humanity of your sales workforce, thereby enabling you to recruit better, train, and support the people on your team in order to win more dealsTurn your sales technology into your servant, not your masterThe book contains links to a wealth of downloadable resources and tools to enable leaders to put these principles into practice right away. When you apply these principles and frameworks, you’ll win more and have more fun doing it!Listen to Stop Killing Deals and turn how you sell into your competitive advantage. 1. Language: English. Narrator: George Brontén. Audio sample: http://samples.audible.de/bk/acx0/214242/bk_acx0_214242_sample.mp3. Digital audiobook in aax.
New from the best-selling HBR's 10 Must Reads series. Stop pushing products - and start cultivating relationships with the right customers. If you listen to nothing else on marketing that delivers competitive advantage, hear these 10 articles. We've combed through hundreds of articles in the Harvard Business Review archive and selected the most important ones to help you reinvent your marketing by putting it - and your customers - at the center of your business. Leading experts such as Ted Levitt and Clayton Christensen provide the insights and advice you need to: Figure out what business you're really in Create products that perform the jobs people need to get done Get a bird's-eye view of your brand's strengths and weaknesses Tap a market that's larger than China and India combined Deliver superior value to your B2B customers End the war between sales and marketing Looking for more Must Read articles from Harvard Business Review? Check out these titles in the popular series: HBR's 10 Must Reads: The Essentials, HBR's 10 Must Reads on Communication, HBR's 10 Must Reads on Collaboration, HBR's 10 Must Reads on Innovation, HBR's 10 Must Reads on Leadership, HBR's 10 Must Reads on Making Smart Decisions, HBR's 10 Must Reads on Managing Yourself, and HBR's 10 Must Reads on Teams. PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your My Library section along with the audio. 1. Language: English. Narrator: Susan Larkin, Bernard Setaro Clark. Audio sample: http://samples.audible.de/bk/adbl/024006/bk_adbl_024006_sample.mp3. Digital audiobook in aax.
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, and; 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.
UnMarket to build trust and make lifelong customers! In 2009, Scott Stratten and Alison Stratten wrote the best-selling UnMarketing: StopMarketing, Start Engaging and began a journey that would take them around the world, sharing their message of engagement with corporations, entrepreneurs, and students. They are now back with this second edition, because everything has changed and nothing is different, with all the brilliance of the first edition, plus new content and commentary to reflect the rapidly changing landscape we all live, buy, and work in today. For generations, marketing has been hypocritical. We've been taught to market to others in ways we hate being marketed to (cold-calling, flyers, ads, etc.). So why do we still keep trying the same stale marketing moves? UnMarketing shows you how to unlearn the old ways and consistently attract and engage the right customers. You'll stop just pushing out your message and praying that it sticks somewhere. Potential and current customers want to be listened to and validated and have a platform to be heard - especially online. With UnMarketing, you'll create a relationship with your customers and make yourself the logical choice for their needs. We know you've been told to act like other people, talk like other people, and market like all the people, but it is time for you to unlearn everything and start to UnMarket yourself. UnMarketing includes the latest information on idea creation, viral marketing and video, marketing to millennials, authenticity, transparency and immediacy, ethics and affiliates, social media platforming, unPodcasting, word of mouth, customer service, consumer advocacy, and leadership, with examples of what to do and what not to do from small business right up to worldwide corporations, in areas such as real estate, travel, service, retail, and B2B. PLEASE NOTE: When you purchase this title, the accompanying refer 1. Language: English. Narrator: Allison Stratten, Scott Stratten. Audio sample: http://samples.audible.de/bk/adbl/030066/bk_adbl_030066_sample.mp3. Digital audiobook in aax.
Stop pushing products-and start cultivating relationships with the right customers.If you read nothing else on marketing that delivers competitive advantage, read these 10 articles. We've combed through hundreds of articles in the Harvard Business Review archive and selected the most important ones to help you reinvent your marketing by putting it-and your customers-at the center of your business.Leading experts such as Ted Levitt and Clayton Christensen provide the insights and advice you need to:Figure out what business you're really inCreate products that perform the jobs people need to get doneGet a bird's-eye view of your brand's strengths and weaknessesTap a market that's larger than China and India combinedDeliver superior value to your B2B customersEnd the war between sales and marketing