Value-ology
Aligning sales and marketing to shape and deliver profitable customer value propositions
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.Comp…
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Produktdetails
Weitere Autoren: Kelly, Simon / Danheiser, Stacey
- ISBN: 978-3-319-45626-3
- EAN: 9783319456263
- Produktnummer: 22219712
- Verlag: Palgrave Macmillan
- Sprache: Englisch
- Erscheinungsjahr: 2017
- Plattform: PDF
- Masse: 3'392 KB
Über den Autor
Simon Kelly has 35 years' experience in the ICT industry in customer service, sales and marketing. He was Marketing Director for BT Major Business where he pioneered the move from 'product push' to 'value-based' selling and marketing. He led a canon of knowledge for the CIM on best practice B2b marketing. Now a 'pracademic'. he has developed innovative marketing and sales skills modules for Sheffield Business School where is is a Senior Lecturer. He is President of SHAKE Marketing Group, based in London. Dr Paul Johnston joined Sheffield Business School (part of Sheffield Hallam University) over ten years ago. Prior to this, he spent 20 years in the gambling and electronic games industry. He served on the boards of several companies in competitive strategy, research and product innovation roles. Paul has recently been involved with a customer-centric services module of the Sheffield City Leadership Programme and a range of large corporate projects, as well as undergraduate and postgraduate student tutoring. Stacey Danheiser is Founder of SHAKE Marketing Group, based in Denver, Colorado. Prior to founding her own consultancy, she had 15 years' experience as a marketing/sales enablement leader (including at board level) at large firms across cable, telecom, financial services and banking sectors.
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Aligning sales and marketing to shape and deliver profitable customer value propositions
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Bone Yard
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Blood Tree
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Body Politic
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House of Dust
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State of the World's Oceans
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Green Lady
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Heads or Hearts
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White Sea, The
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Water of Death
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Chlorine and the Environment
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Soul Collector
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Silver Stain
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Death List
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