Value-Ology: Aligning Sales and Marketing to Shape and Deliver Profitable Customer Value Propositions Aligning sales and marketing to shape and deliver profitable customer value propositions
Afbeeldingen
Artikel vergelijken
- Engels
- Paperback
- 9783319833330
- 13 juli 2018
- 199 pagina's
Samenvatting
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.
Productspecificaties
Inhoud
- Taal
- en
- Bindwijze
- Paperback
- Oorspronkelijke releasedatum
- 13 juli 2018
- Aantal pagina's
- 199
- Illustraties
- Nee
Betrokkenen
- Hoofdauteur
- Simon Kelly
- Tweede Auteur
- Paul Johnston
- Co Auteur
- Stacey Danheiser
- Hoofduitgeverij
- Palgrave Macmillan
Overige kenmerken
- Editie
- Softcover reprint of the original 1st ed. 2017
- Extra groot lettertype
- Nee
- Product breedte
- 155 mm
- Product lengte
- 235 mm
- Studieboek
- Nee
- Verpakking breedte
- 156 mm
- Verpakking hoogte
- 235 mm
- Verpakking lengte
- 230 mm
- Verpakkingsgewicht
- 152 g
EAN
- EAN
- 9783319833330
Je vindt dit artikel in
- Categorieën
- Taal
- Engels
- Boek, ebook of luisterboek?
- Boek
- Studieboek of algemeen
- Algemene boeken
- Beschikbaarheid
- Leverbaar
Kies gewenste uitvoering
Prijsinformatie en bestellen
De prijs van dit product is 47 euro en 99 cent.- Prijs inclusief verzendkosten, verstuurd door bol
- Ophalen bij een bol afhaalpunt mogelijk
- 30 dagen bedenktijd en gratis retourneren
- Dag en nacht klantenservice
Rapporteer dit artikel
Je wilt melding doen van illegale inhoud over dit artikel:
- Ik wil melding doen als klant
- Ik wil melding doen als autoriteit of trusted flagger
- Ik wil melding doen als partner
- Ik wil melding doen als merkhouder
Geen klant, autoriteit, trusted flagger, merkhouder of partner? Gebruik dan onderstaande link om melding te doen.