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Unlocking the Customer Value Chain

Unlocking the Customer Value Chain
Author: Thales S. Teixeira
Publisher: Currency
Total Pages: 352
Release: 2019-02-19
Genre: Business & Economics
ISBN: 1524763098
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Based on eight years of research visiting dozens of startups, tech companies and incumbents, Harvard Business School professor Thales Teixeira shows how and why consumer industries are disrupted, and what established companies can do about it—while highlighting the specific strategies potential startups use to gain a competitive edge. There is a pattern to digital disruption in an industry, whether the disruptor is Uber, Airbnb, Dollar Shave Club, Pillpack or one of countless other startups that have stolen large portions of market share from industry leaders, often in a matter of a few years. As Teixeira makes clear, the nature of competition has fundamentally changed. Using innovative new business models, startups are stealing customers by breaking the links in how consumers discover, buy and use products and services. By decoupling the customer value chain, these startups, instead of taking on the Unilevers and Nikes, BMW’s and Sephoras of the world head on, peel away a piece of the consumer purchasing process. Birchbox offered women a new way to sample beauty products from a variety of companies from the convenience of their homes, without having to visit a store. Turo doesn't compete with GM. Instead, it offers people the benefit of driving without having to own a car themselves. Illustrated with vivid, indepth and exclusive accounts of both startups, and reigning incumbents like Best Buy and Comcast, as they struggle to respond, Unlocking the Customer Value Chain is an essential guide to demystifying how digital disruption takes place – and what companies can do to defend themselves.

Unlocking Value Through Sales

Unlocking Value Through Sales
Author: Marco S Turney
Publisher: Independently Published
Total Pages: 0
Release: 2023-09-28
Genre:
ISBN:
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Sales is the lifeblood of any business, but it can be a challenging profession. In today's competitive marketplace, it's more important than ever to be able to sell value, not just products or services. Unlocking Value Through Sales is a groundbreaking book that teaches you how to master the art of sales and consistently close deals at premium prices. Written by a veteran sales expert, this book is packed with practical advice, proven strategies, and real-world examples that will help you take your sales skills to the next level. In this book, you will learn: How to develop a deep understanding of your customers' needs and pain points How to position your products or services as the best solution to those problems How to build relationships with customers based on trust and respect How to overcome objections and negotiate effectively How to close more deals and generate more revenue Whether you're a seasoned sales professional or just starting out, Unlocking Value Through Sales is the essential resource you need to achieve your sales goals and build a successful career in sales. Order your copy today and start unlocking the value in your sales!

Unlock the Sales Game

Unlock the Sales Game
Author: Ari Galper
Publisher:
Total Pages: 128
Release: 2015-04-15
Genre:
ISBN: 9781511518581
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"Ari Galper's Unlock The Game is the greatest sales breakthrough in the last 20 years." Brian Tracy, Founder of Brian Tracy International Stop selling, start creating trust. If you flick through the pages of typical sales books and sales training material, you will find a constant flow of sales messages like, "Focus on closing the sale", "Overcome objections", "Be relentless", "Accept rejection as a normal part of selling", "Use persuasion to get useful information about your prospects", and "Chase the sale". In short, get the sale at the expense of the human relationship. For the customer, this approach is transparent and all too familiar. Crossing social boundaries and adding pressure to the sales process makes it a gut-wrenching and painful process. There is a much better way to succeed in selling - moving away from the hidden agenda of focusing on making the sale to a place of complete trust and authenticity. When you arrive at this place, it opens up a whole new world of sales opportunities for you and your business. In other words, when you stop "selling" and start building authentic relationships based on trust, authenticity and integrity, the possibilities are endless. Ari Galper, The World's #1 Authority on Trust-Based Selling, and founder of Unlock The Game, the most successful trust-based selling approach adopted by thousands of business owners and sales consultants worldwide, has dramatically changed the way millions of sales transactions are made today. In his new book "Unlock The Sales Game", he directly challenges all the selling "rules" that are considered status quo thinking among most small and large businesses and provides a new and authentic sales mindset -- along with his very powerful trust-based languaging -- that is taking the sales world by storm. Here's a sampling of what you'll discover: Seven Ways to Cut Loose from Old Sales Thinking How to Sales Call Using Your Right Brain - So You Can Make Selling Enjoyable and Productive Seven Steps to Selling Follow-Up Seven Ways to Stop Chasing Decision Makers How to Recognise and Diffuse Hidden Pressures in Selling The Surprising Truth About Selling - Three Selling Myths and Why They Hurt You No More Selling Scripts? Five Ways to Be Yourself Again You are welcome to access our FREE 10-Part Audio Seminar "Sales Secrets Even The Sales Guru's Don't Know!" at www.UnlockTheGame.com/GuruSecrets a $300 Value.

The New Power Base Selling

The New Power Base Selling
Author: Jim Holden
Publisher: John Wiley & Sons
Total Pages: 262
Release: 2012-04-18
Genre: Business & Economics
ISBN: 1118240944
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An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.

Unlocking the Value of Your Business

Unlocking the Value of Your Business
Author: Thomas W. Horn
Publisher:
Total Pages: 278
Release: 1998
Genre: Business enterprises
ISBN: 9780875210162
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Revenue Operations

Revenue Operations
Author: Stephen G. Diorio
Publisher: John Wiley & Sons
Total Pages: 292
Release: 2022-04-19
Genre: Business & Economics
ISBN: 1119871123
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Crush siloes by connecting teams, data, and technologies with a new systems-based approach to growth. Growing a business in the 21st Century has become a capital intensive and data-driven team sport. In Revenue Operations: A New Way to Align Sales and Marketing, Monetize Data, and Ignite Growth, an accomplished team of practitioners, academics, and experts provide a proven system for aligning revenue teams and unlocking growth. The book shows everyone how to connect the dots across an increasingly complex technology ecosystem to simplify selling and accelerate revenue expansion. With Revenue Operations, you’ll understand what it takes to successfully transition to the new system of growth without killing your existing business. This practical and executable approach can be used by virtually any business - large or small, regardless of history or industry - that wants to generate more growth and value. By reading this book you will find: Real-world case studies and personal experiences from executives across an array of high technology, commercial, industrial, services, consumer, and cloud-based businesses. The six core elements of a system for managing your commercial operations, digital selling infrastructure, and customer data assets. Nine building-blocks that connect the dots across your sales and marketing technology ecosystem to generate more consistent growth and a better customer experience at lower costs. The skills and tools that next generation growth leaders will need to chart the roadmap for a successful career in any growth discipline for the next 25 years. An indispensable resource for anyone who wants to get more from their business – board members, CEOs, business unit leaders, strategists, thought leaders, analysts, operations professionals, partners, and front-line doers in sales, marketing, and service - Revenue Operations is based on over one thousand surveys of and interviews with business professionals conducted during 2020 and 2021. It also includes a comprehensive analysis of the sales and marketing technology landscape. As a perfectly balanced combination of academic insight and data-driven application, this book belongs on the bookshelves of anyone responsible for driving revenue and growth.

Value-ology

Value-ology
Author: Simon Kelly
Publisher: Springer
Total Pages: 207
Release: 2017-01-19
Genre: Business & Economics
ISBN: 3319456261
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This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America. It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it’s not relevant to the audience or the prospect doesn’t even know the content exists. Furthermore 58% of deals end up in “no decision” because Sales has not presented value effectively. Companies are creating lots of noise but failing to resonate with the customers. So what? The danger, aside from marketing wasting tens of millions of dollars on ineffective content and tools, is that customers will disengage. 94% of prospects say they have completely disengaged with vendors because of irrelevant content. In order to grow fast, the authors argue, Sales and Marketing teams need to slow down. They need to work together to truly understand their customers’ needs, wants, motivations and pain points so that they can offer customized “value”. The book sets out how to establish a formal program to continuously capture customer intelligence and insights – the shiny gems of understanding that help prospects to connect the dots – so that value can be consistently articulated in marketing and sales conversations. By integrating the best ideas and practice from commercial experience and academic research the authors show how to create value across the entire marketing and sales value chain – not only get a new customer, but to continue to create value for future purchases by creating “post-sales” value.

The Power of Value Selling

The Power of Value Selling
Author: Julie Thomas
Publisher: John Wiley & Sons
Total Pages: 263
Release: 2023-09-20
Genre: Business & Economics
ISBN: 1394182562
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Build strong connections to accelerate sales results In The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life, sought-after trainer and sales leader Julie Thomas delivers an exciting new take on buyer-centric selling to modern buyers. In the book, you’ll learn value-based selling techniques to become a trusted business advisor who instills confidence in buying decisions despite unpredictable business environments. This actionable guide to improved business conversations—ones that build trust and human-to-human connections—enables you to focus the sales conversation on value, instead of price, and identify business issues that create urgency to unlock new sales opportunities. You’ll also find: Strategies for selling to the C-suite, closing more business, expanding your sales footprint, managing global accounts and generating consistent renewal sales Methods for building credibility and rapport with your buyers along with proven sales prospecting strategies to win time on their increasingly packed calendars Ways to motivate buyers to take action and improve sales forecast accuracy through a repeatable opportunity qualification framework Actions for aligning your revenue engine and enabling all of your customer-facing teams to improve the customer experience. An indispensable guide for seasoned revenue professionals and B2B sales leaders seeking to boost their real-world performance, deepen customer relationships and improve customer experience, The Power of Value Selling will also benefit early-career salespeople looking for practical sales strategies that work in competitive markets.

The 5 Secret Buying Values: Unlock the #1 Sales Technique on How to Sell More

The 5 Secret Buying Values: Unlock the #1 Sales Technique on How to Sell More
Author: Matthew E. Alleyne
Publisher: Matthew E Alleyne
Total Pages: 92
Release: 2012-02
Genre: Business & Economics
ISBN: 9788299889803
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Have you ever had a customer on the edge of a sale, certain they were interested as they nodded fervently over your recommendations, agreeing with you in every way - only to turn you down and walk off even after saying yes? It can be frustrating if you're selling a small ticket item, and maddening (as well as scary) when it happens over deals worth hundreds of thousands (even millions). In The 5 Secret Buying Values, Best-Selling Author Matthew E. Alleyne shows you how to break free from the traditional sales techniques that are killing your performance and costing you money. This book provides, in perfect detail, how you can leverage the values that exist in every customer and prospect to effectively close sales. If you want to be a better salesman, you don't need trendy sales techniques; you don't need lengthy, hyped up seminars or million dollar corporate sales training. "You just need "The 5 Secret Buying Values"."

Designing Service Processes to Unlock Value

Designing Service Processes to Unlock Value
Author: Joy M. Field
Publisher: Business Expert Press
Total Pages: 149
Release: 2012-11-05
Genre: Business & Economics
ISBN: 1606493051
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The service process design landscape is changing, with a much broader range of design options now available. Opportunities for new service design configurations are being supported, to a large extent, by technology-enabled innovations; many tasks previously performed by the service provider may now be performed by either the customer or the service provider. As a result, customers are playing a more active role in the service process not only through self-service but also by providing information to the service provider to create a more personalized service experience. This book explores how service processes can be designed to leverage opportunities for service providers and customers to cocreate value. Inside, you will learn about frameworks for value cocreation and models for designing all types of service processes, as well as the unique challenges of designing knowledge-intensive services. And with the growing involvement of customers in performing service tasks, service process outcomes are increasingly dependent on the capabilities of both service providers and customers. You will learn about real approaches to unlocking these capabilities to further boost value cocreation.