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Author: Simon Kelly
Publisher: Springer
ISBN: 3319456261
Category : Business & Economics
Languages : en
Pages : 207
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Book Description
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.
Author: Simon Kelly
Publisher: Springer
ISBN: 3319456261
Category : Business & Economics
Languages : en
Pages : 207
Get Book Here
Book Description
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.
Author: Nancy Duarte
Publisher: "O'Reilly Media, Inc."
ISBN: 0596522347
Category : Art
Languages : en
Pages : 294
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Book Description
A collection of best practices for creating slide presentations. It changes your approach, process and expectations for developing visual aides. It makes the difference between a good presentation and a great one.
Author: Cavan Scott
Publisher: Random House
ISBN: 1448141257
Category : Games & Activities
Languages : en
Pages : 361
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Book Description
Test your knowledge of the last Time Lord and the worlds he’s visited in Who-ology, an unforgettable journey through over 50 years of Doctor Who. Packed with facts, figures and stories from the show’s galactic run, this unique tour of space and time takes you from Totters Lane to Heaven itself, taking in guides to UNIT call signs, details of the inner workings of sonic screwdrivers, and a reliability chart covering every element of the TARDIS. Now fully updated to cover everything through to the 12th Doctor's final episode, and with tables, charts and illustrations dotted throughout, as well as fascinating lists and exhaustive detail, you won’t believe the wonders that await.
Author: Simon Kelly
Publisher: Kogan Page Publishers
ISBN: 1789664837
Category : Business & Economics
Languages : en
Pages : 265
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Book Description
"How do we get customers to choose us over our competitors?"In a crowded market it's imperative to demonstrate that you understand what your customers value and can communicate how you can solve their problem better than the competition. Stand-out Marketing presents original research which compares the content produced by organizations in a range of sectors which demonstrates that customers are left swimming in a "sea of sameness" by copycat marketing that makes choice difficult. On the back of this unique and fascinating research, Stand-out Marketing sets out a framework of five competencies for business leaders, marketing and sales professionals to successfully differentiate themselves from competitors. These include seeing the next competitive move, staying in tune with your customers and becoming indispensable to them, activating and evaluating initiatives, as well as building an organizational culture which enables these competencies. Featuring interviews with industry experts, tools and exercises throughout, Stand-out Marketing is an essential resource to help companies stand out, deliver genuine value, and achieve competitive advantage.
Author: Sherry A. Ross MD
Publisher: Savio Republic
ISBN: 1642931810
Category : Health & Fitness
Languages : en
Pages : 248
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Book Description
With She-ology—Dr. Sherry Ross’s bestselling book about the questions, answers, and misunderstandings that women have about their vaginas—the proverbial floodgates were opened. After hearing from countless women across the country—from all ages and stages of life—Dr. Sherry realized the necessity to address the topics not covered in her first book. With the same compassion, expertise, and humor she used to answer some of the most probing questions about the care and maintenance of the vagina, Dr. Sherry continues her dialogue to further her vagina revolution…a revolution that’s essential for women in embracing their sexuality, identity, and sense of selves.
Author: Sherry A. Ross
Publisher: Simon and Schuster
ISBN: 1682612406
Category : Family & Relationships
Languages : en
Pages : 320
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Book Description
"She-ology describes the state of the vagina at every age and stage of a woman's life"--
Author: Martin Lindstrom
Publisher: Crown Currency
ISBN: 0385523890
Category : Business & Economics
Languages : en
Pages : 274
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Book Description
NEW YORK TIMES BESTSELLER • “A fascinating look at how consumers perceive logos, ads, commercials, brands, and products.”—Time How much do we know about why we buy? What truly influences our decisions in today’s message-cluttered world? In Buyology, Martin Lindstrom presents the astonishing findings from his groundbreaking three-year, seven-million-dollar neuromarketing study—a cutting-edge experiment that peered inside the brains of 2,000 volunteers from all around the world as they encountered various ads, logos, commercials, brands, and products. His startling results shatter much of what we have long believed about what captures our interest—and drives us to buy. Among the questions he explores: • Does sex actually sell? • Does subliminal advertising still surround us? • Can “cool” brands trigger our mating instincts? • Can our other senses—smell, touch, and sound—be aroused when we see a product? Buyology is a fascinating and shocking journey into the mind of today's consumer that will captivate anyone who's been seduced—or turned off—by marketers' relentless attempts to win our loyalty, our money, and our minds.
Author:
Publisher:
ISBN:
Category : Administrative law
Languages : en
Pages : 698
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Book Description
Author: Marty Machowski
Publisher: New Growth Press
ISBN: 1942572573
Category : Juvenile Nonfiction
Languages : en
Pages : 543
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Book Description
This beautifully illustrated storybook ushers children into a story of adventure, mystery, and wonder in which they discover life-changing truths about God, themselves, and the world around them.
Author: Ewa Lechman
Publisher: Routledge
ISBN: 1000044262
Category : Business & Economics
Languages : en
Pages : 228
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Book Description
This book offers broad evidence on how new information and communication technologies (ICT) impact social development and contribute to social welfare. Its aim is to show how new technological solutions may contribute to society’s welfare by encouraging new ‘socially responsible’ initiatives and practices as the broad adoption of new technologies becomes an integral component of organizations, and of the overall economy. Society and Technology: Opportunities and Challenges is designed to provide deep insight into theoretical and empirical evidence on ICT as socially responsible technologies. More specifically, it puts special focus on examining the following: how channels of ICT impact on social progress, environmental sustainability and instability the role of ICT in creating social networks, with positive and negative consequences of networking how ICT encourages education, skills development, institutional development, etc. the ethical aspects of technological progress, and technology management for social corporate responsibility. The book is written primarily for scholars and academic professionals from a wide variety of disciplines that are addressing issues of economic development and growth, social development, and the role of technology progress in broadly defined socioeconomic progress. It is also an invaluable source of knowledge for graduate and postgraduate students, particularly within economic and social development, information and technology, worldwide studies, social policy or comparative economics.
