Accelerating Profitable Growth Through Value-based Selling
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Köp båda 2 för 603 krThe only way to remain competitive in todays business markets is to create and deliver value sustainably. Marks book provides accessible and also detailed tools to identify unique opportunities for value creation. Well-grounded in practice, it puts forward key strategic questions for sales leaders, with the potential to redefine entire sales processes. -- Javier Marcos * Cambridge Judge Business School * Core to Key Account Management and its marketing bedfellow Account-Based Marketing is understanding the customer and creating value-based propositions for them that will grow their business. This book gives good step-by-step guidance and practical examples of how to achieve that, and is a must-read for anyone in this field. -- Andrea Clatworthy * Head of Account Based Marketing, EMEIA, Fujitsu * In an age of rapid discontinuous disruption, organisations are looking for a new dominant logic on which to base their sales and marketing approach. Mark Davies integrates a practitioner, consulting and academics perspectives. His framework for Infinite Value, centered on the value-centric organisation naturally moves the conversation beyond client centricity, which is only one aspect of driving profitable growth focused on the client. It is a tour de force integrating some of the most compelling research on how organisations deliver value optimally to their key stakeholders, including customers, shareholders and channel partners. Marks extensive perspective across all revenue-generating functions provides an innovative synthesis and a framework that will allow sales and marketing leaders to work together differently and thereby keep one step ahead of their competition. -- Ian Helps * APS Director, Consalia * Infinite Value engages readers around the most important business concept of the 21st century. That is being able to create and deliver value that customers appreciate and are willing and able to pay for. This book clearly shows a roadmap for organizations that understand that best value is not the same as lowest price, and how to engage customers based on it. -- Todd Snelgrove * Global Vice President Value, SKF * For those of us grappling with increased customer complexity, cost containment and commoditization of innovative technologies, this book is a must-read and a great resource. It answers pivotal questions on why, what and how to develop a customer-centric, value-based organization, capable of delivering sustainable partnerships with our key customers. -- Huw Watkins * Global Head of KAM Excellence, Novartis * Based on practical insights and a profound theoretical background, Mark Davies is able to provide a very complete and structured guidance for successful sales. -- Dr Hajo Rapp * Customer Relationship Management, Siemens One * Infinite Value provides a refreshing view of how to manage the complexity of modern business. It is an 'outside in' view of how to assess customers needs as opposed to the traditional 'inside out' view of new product development ... His practical management experience combined with thorough academic rigour has produced a valuable guide for management teams to galvanise their internal resources to create a competitive advantage that will accelerate growth and profitability. -- Des Evans OBE * Honorary Professor, Aston Business School * Mark, through his leadership in helping us develop not only our Country KAM plans, has helped broaden our horizons as we tackle a greater strategic opportunity, Pan European Accounts. The road map he walked us through, using many of the tools and insights from Infinite Value, has helped us strengthen not only the value propositions we bring to the market, but also bring greater value to our ultimate customer, the WD-40 end user. Infinite Value is pragmatic as a tool and outward focused as a resource binding our Tribe together to be a better, value-based business. -- William Noble * Managing Director, WD-40 Company EIM
Mark Davies is MD of Segment Pulse Limited, a Visiting Fellow with Cranfield School of Management, and a Visiting Fellow with Aston Business School. Mark has an MBA and an MSc in Advanced Manufacturing Systems; he is a Chartered Engineer, Chartered Marketer and a Fellow of the Institute of Marketing.
Part One: The Infinite Value Concept Chapter 1 Challenging trends for business markets Chapter 2 A faltering response Chapter 3 Is Value-Based Business a better way? Chapter 4 The 7 elements of the Infinite Value Organisation Part Two: The 7 Elements of Value-Based Business Chapter 5 The Customer Value Strategy Chapter 6 Offer Development & Innovation Chapter 7 Value-Based Selling Chapter 8 Key Account Management Chapter 9 Channel Partnerships Chapter 10 Value-Based Pricing Chapter 11 The Value-Centric Organisation Part Three: Transforming to a Value-Based Organisation Chapter 12 The Value Management Team Chapter 13 Developing Value Management Capability Standards Chapter 14 Value-Based Business Transformation Chapter 15 Final thoughts and future predictions