Beyond the sales process : 12 proven strategies for a customer-driven world / Steve Andersen

By:

Andersen, Steve [aut]

Contributor(s):

Stein, Dave [oth]

Resource type: Ressourcentyp: Buch (Online)Book (Online)Language: English Publisher: New York : American Management Association, 2016Description: 1 online resourceISBN:

9780814437162

Subject(s):

Additional physical formats: 9780814437155 | 081443715X | Erscheint auch als: 978-0-8144-3715-5 Druck-Ausgabe | Erscheint auch als: 0-8144-3715-X Druck-AusgabeDDC classification:

658.8/02

LOC classification:

HF5438.4

Online resources:

Zugang im Netz des KIT

Summary: Get to know your customers beyond the sale . . . and find success at a whole new level!.Summary: Cover -- Title -- Contents -- Acknowledgments -- Introduction: Why Read Beyond the Sales Process? -- Before, During, and After the Sale -- How This Book Is Organized -- What Matters Most to Customers -- SECTION I. Engage: Driving Success Before the Sale -- Strategy 1. Research the Organization: Becoming a Student of Your Customer -- What You Need to Know About Your Customer -- Where You Can Acquire and Capture Customer Knowledge -- How You Can Leverage Customer Knowledge -- Testing the Effectiveness of Your Research -- Strategy 2. Explore the Possibilities: Giving Your Customer a Reason to Engage -- Initiating the Customer Dialogue -- The Essence of Exploration: Curiosity and the Inquiring Mind -- What Does Your Customer Care Most About? -- Are You Willing to Make the Required Investments? -- Taking Inventory of Your Assets -- Testing the Effectiveness of Your Exploration -- Strategy 3. Vision the Success: Visualizing Future Potential Value with Your Customer -- A Vision of Customer Success and of Future Potential Value -- How Today's Customers Define Supplier Value -- Understanding Your Customer's Expectations of You -- Developing a Collaborative Vision of Customer Success -- Testing the Effectiveness of Your Visioning -- Strategy 4. Elevate the Conversation: Defining and Pursuing Customer Value Targets -- A Word of Caution About Your Customer Conversations -- Focusing on the Customer Value Target -- Elevating the Conversation -- Defining Your Customer Value Targets -- Evolving from Before to During the Sale -- Testing the Effectiveness of Your Elevation -- Case Studies -- Zurich Insurance Group -- Merck/MSD -- BNY Mellon -- SECTION II. Win: Driving Success During the Sale -- Strategy 5. Discover the Drivers: Understanding What's at Stake for Your Customers -- What Is Discovery? -- The "Value" of the Value-Focused Question.PPN: PPN: 1657552217Package identifier: Produktsigel: ZDB-26-MYL | ZDB-30-PQE

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