David Pugh – författare
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Terry Bacon and David Pugh showed how great companies outperform good ones through "behavioral differentiation" -- going beyond superior products and dependable service to connect with customers at every touchpoint.
The Behavioral Advantage broadens the concept, applying behavioral differentiation to the business-to-business arena. The best B2B companies depend on a multifront approach to business interaction, and this book reveals the secrets behind what is essentially a chess game with competitors.
To win the game, companies must develop a carefully plotted opening game, with the following internal factors being fully aligned:
values,policies,practices,and behaviors.A smart and efficient middle game lets the company build and strengthen its position, and the endgame assures victory and lays the groundwork for future business. Just as individual customers do, B2B customers remember those companies whose behavior consistently and significantly outshines even strong competitors. These firms create a lasting advantage -- and reap the profits that come with it.
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How does a company constantly win more business than its rivals? A key factor is the ability to create proposals that outshine those from even the strongest competitors.
Powerful Proposals helps businesses maximize the selling power of their proposals, with proven strategies for going beyond "this is what we do" documents in favor of customer-centered offers that highlight the tangible benefits your company offers.
This helpful resource offers tools and techniques that will let any firm:
assess their ""winner or loser"" proposal status and take proactive steps to become a winneraddress the ""Big Four"" questions that a proposal must answer to be successfulcreate ""A+"" proposals in less time with less wasted effort via a simple, repeatable processneutralize the issue of price when the firm is not the low-price providerPowerful Proposals takes you step by step through designing executive summaries, writing themes, and generating the text. There is also valuable information on strategy, graphics, callouts, and other visual elements.
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189 kr
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171 kr
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