The Loyalty Leap For B2b

Author : Bryan Pearson
Publisher : Penguin
ISBN 13 : 0698138236
Total Pages : 110 pages
Book Rating : 4.30/5 ( download)

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Download or read book The Loyalty Leap for B2B written by Bryan Pearson and published by Penguin. This book was released on 2013-07-09 with total page 110 pages. Available in PDF, EPUB and Kindle. Book excerpt: The bestselling author of The Loyalty Leap applies the principles of customer intimacy to a business-to-business context. Since the publication of New York Times bestseller The Loyalty Leap, Bryan Pearson’s customer loyalty approach to marketing has changed the way many organizations use their customer data. Small coffee shops and large corporations have applied the Loyalty Leap principles to effectively deliver mutual value to customers. But many readers have asked the same question: “How can I apply these lessons in a business-to-business context?” While the principles outlined in The Loyalty Leap hold true whether the customer is an individual or a business, the application of the Loyalty Leap steps can vary. While an individual might respond favorably to one sales pitch, a large corporation with a complicated sales chain might respond very differently. Drawing on his own experience and extensive research, Pearson helps B2B marketers avoid the pitfalls of loyalty marketing to businesses. He helps marketers segment their market into small business, large enterprise, and channel marketers, and explains how a customer loyalty plan can be adapted for each segment. Sharing case studies of successful B2B loyalty initiatives from leaders such as American Express, PHX, Teradata and Salesforce.com, he shows that B2B organizations can successfully take The Loyalty Leap. The Loyalty Leap for B2B is a practical guide that will help you cultivate loyalty among your business customers.

Author : Bryan Pearson
Publisher : Penguin Canada
ISBN 13 : 0143189727
Total Pages : 272 pages
Book Rating : 4.25/5 ( download)

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Download or read book The Loyalty Leap For B2B written by Bryan Pearson and published by Penguin Canada. This book was released on 2013-07-09 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: The bestselling author of The Loyalty Leap applies the principles of customer intimacy to a business-to-business context. Since the publication of New York Times bestseller The Loyalty Leap, Bryan Pearson’s customer loyalty approach to marketing has changed the way many organizations use their customer data. Small coffee shops and large corporations have applied the Loyalty Leap principles to effectively deliver mutual value to customers. But many readers have asked the same question: “How can I apply these lessons in a business-to-business context?” While the principles outlined in The Loyalty Leap hold true whether the customer is an individual or a business, the application of the Loyalty Leap steps can vary. While an individual might respond favorably to one sales pitch, a large corporation with a complicated sales chain might respond very differently. Drawing on his own experience and extensive research, Pearson helps B2B marketers avoid the pitfalls of loyalty marketing to businesses. He helps marketers segment their market into small business, large enterprise, and channel marketers, and explains how a customer loyalty plan can be adapted for each segment. Sharing case studies of successful B2B loyalty initiatives from leaders such as American Express, PHX, Teradata and Salesforce.com, he shows that B2B organizations can successfully take The Loyalty Leap. The Loyalty Leap for B2B is a practical guide that will help you cultivate loyalty among your business customers

Author : McKinsey & Company Inc.
Publisher : John Wiley & Sons
ISBN 13 : 1119281091
Total Pages : 320 pages
Book Rating : 4.92/5 ( download)

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Download or read book Sales Growth written by McKinsey & Company Inc. and published by John Wiley & Sons. This book was released on 2016-04-08 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

Author : Keeling, Debbie I.
Publisher : Edward Elgar Publishing
ISBN 13 : 1800371632
Total Pages : 384 pages
Book Rating : 4.37/5 ( download)

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Download or read book Handbook of Research on Customer Loyalty written by Keeling, Debbie I. and published by Edward Elgar Publishing. This book was released on 2022-07-19 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt: Identifying customer loyalty as a crucial success factor in contemporary marketing thinking and practice, this innovative Handbook incorporates a rich collection of perspectives on the current topics and research-driven practices in the field. Leading scholars offer an insightful reimagining of the research methods, metrics, and designs for the future of measuring and predicting customer loyalty.

Author : Mila Baker
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1609947487
Total Pages : 198 pages
Book Rating : 4.84/5 ( download)

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Download or read book Peer-to-Peer Leadership written by Mila Baker and published by Berrett-Koehler Publishers. This book was released on 2014-01-06 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: Our leadership models are stuck in an Industrial Age, top-down mentality. But in our complex, data-drenched, 24/7 world, there is simply too much information coming from too many different directions too quickly for any one leader or group to stay on top of it. Hierarchy is breaking down everywhere—why should leadership be any different? Inspired by the peer-to-peer model of computing used in social networking and crowdsource technologies, Mila Baker shows a new way to lead. Organizations, she says, must become networks of "equipotent" nodes of power—peer leaders. The job of the leader is now to set the overall goals and direction and optimize the health of that network, not tell it what to do. In these organizations, leadership roles shift rapidly to fit the needs of any given situation. Information flows freely so those who need it can find it easily and act on it immediately. Feedback becomes an organic part of the workflow, enabling rapid course corrections. Baker shows how companies like Gore and Herman Miller have achieved long-term success practicing these principles and provides a structure that any organization can adapt to build flexibility, resiliency, and accountability.

Author : Harrison Owen
Publisher : Berrett-Koehler Publishers
ISBN 13 : 1576757757
Total Pages : 217 pages
Book Rating : 4.58/5 ( download)

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Download or read book Open Space Technology written by Harrison Owen and published by Berrett-Koehler Publishers. This book was released on 2008-04-28 with total page 217 pages. Available in PDF, EPUB and Kindle. Book excerpt: A revised and updated edition of an acknowledged classic of the Organizational Development literature. Over 30,000 of first and second editions sold.

Author : Max Lenderman
Publisher : McClelland & Stewart
ISBN 13 : 1551991691
Total Pages : 331 pages
Book Rating : 4.96/5 ( download)

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Download or read book Experience the Message written by Max Lenderman and published by McClelland & Stewart. This book was released on 2010-01-05 with total page 331 pages. Available in PDF, EPUB and Kindle. Book excerpt: Finalist for the National Business Book Award. Consumers have changed dramatically in the age of mass media, and the brand world is moving toward guerrilla and viral marketing to cut past the media clutter. In Experience the Message, Max Lenderman explains who the new marketers are, how they work, and why they matter. He guides us through today’s experiential marketing revolution, revealing how companies can interact with consumers in meaningful ways and what consumers can demand and expect.

Author : Simon Hall
Publisher : Kogan Page Publishers
ISBN 13 : 1398604771
Total Pages : 377 pages
Book Rating : 4.73/5 ( download)

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Download or read book Innovative B2B Marketing written by Simon Hall and published by Kogan Page Publishers. This book was released on 2022-08-03 with total page 377 pages. Available in PDF, EPUB and Kindle. Book excerpt: Navigate the B2B marketing sphere with this fully updated guide on how to better understand new customer habits, the digital era and how to shift away from outdated traditional practices. Innovative B2B Marketing is an essential guide for marketers looking for the latest approaches, models and solutions for B2B marketing. Written by one of the leading voices in the B2B marketing sphere who works with the Chartered Institute of Marketing (CIM) and other major associations, this book features real-life examples from a diverse range of sectors including marine, information technology and pharmaceutical, plus topical discussion points and challenges from key B2B marketing forums and associations. Now fully updated, the second edition of Innovative B2B Marketing features new chapters on customer attrition, B2B partnership marketing and lead nurturing, as well as further content on influencer marketing and the behaviours of millennial customers. It is accompanied by online resources which consist of case studies, web links to insightful videos and articles, and presentation slides with practical models and templates.

Author : John Newhouse
Publisher : Vintage
ISBN 13 : 1400078725
Total Pages : 274 pages
Book Rating : 4.21/5 ( download)

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Download or read book Boeing versus Airbus written by John Newhouse and published by Vintage. This book was released on 2008-01-08 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: The commercial airline industry is one of the most volatile, dog-eat-dog enterprises in the world, and in the late 1990s, Europe’s Airbus overtook America’s Boeing as the preeminent aircraft manufacturer. However, Airbus quickly succumbed to the same complacency it once challenged, and Boeing regained its precarious place on top. Now, after years of heated battle and mismanagement, both companies face the challenge of serving burgeoning Asian markets and stiff competition from China and Japan. Combining insider knowledge with vivid prose and insight, John Newhouse delivers a riveting story of these two titans of the sky and their struggles to stay in the air.

Author : Florence Isaacs
Publisher : Potter Style
ISBN 13 : 0307874249
Total Pages : 155 pages
Book Rating : 4.45/5 ( download)

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Download or read book Business Notes written by Florence Isaacs and published by Potter Style. This book was released on 2010-06-16 with total page 155 pages. Available in PDF, EPUB and Kindle. Book excerpt: Isaacs takes her own advice and offers a very personal and very engaging view of an etiquette practice many would prefer to forget.