Creating the Strategy: Winning and Keeping Customers in B2B Markets
Rennie Gould
Aug 2012 · Kogan Page Publishers
Ebook
248
Pages
About this ebook
Creating the Strategy is a practical guide that brings together the most important elements of business strategy, B2B marketing theory and sales management.
Aimed at those wanting to structure their organizations around the winning and keeping of customers in B2B markets, the book introduces a number of unique and powerful methodologies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance. It is structured around the Sales & Business Performance Value Chain, a unique and integrated process that builds awareness and understanding of all factors impacting on sales and business performance, providing an important diagnostic tool.
Whether you are working for a large organisation or a small company, Creating the Strategy will help you recognise and implement the key elements responsible for creating outstanding sales and business performance in B2B markets.
Aimed at those wanting to structure their organizations around the winning and keeping of customers in B2B markets, the book introduces a number of unique and powerful methodologies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance. It is structured around the Sales & Business Performance Value Chain, a unique and integrated process that builds awareness and understanding of all factors impacting on sales and business performance, providing an important diagnostic tool.
Whether you are working for a large organisation or a small company, Creating the Strategy will help you recognise and implement the key elements responsible for creating outstanding sales and business performance in B2B markets.
About the author
As CEO and creator of Customize UK Training, Rennie Gould is a highly qualified consultant and professional practitioner in B2B sales, customer strategy and sales management with significant experience with a variety of clients from around the world, including Mercedes Benz, AXA, and Pirelli.
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