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Infinite Value : Accelerating Profitable Growth Through Value-Based Selling.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
London :
Bloomsbury Publishing PLC,
2017.
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| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- FC ; Half title; Title; Copyright; Dedication; Contents; Foreword Professor Hugh Wilson; Introduction: Accelerating profitable growth through value-based selling; Part One The Infinite Value concept; 1 Challenging trends for business markets; Ever-decreasing circles; All the macro-economic levers are being pulled; The buyer perspective; New norms: New challenges, new rules; 2 A faltering response; Observations from business marketing organizations; Value leakage
- money that is being left on the table; Tensions and the headaches they cause; 3 Is value-based business a better way?
- Is there a different way to do business?Will focusing on value improve things?; Refresh your business model; Focus on value co-creation; Infinite Value
- a value-based business blueprint; 4 The seven elements of the Infinite Value organization; The seven elements of the value-based business; The Infinite Value proposition; Value matters; Part Two The seven elements of value-based business; 5 The customer value strategy; Why do you need a customer value strategy (CVS)?; The customer value strategy cycle; Building an effective customer value strategy; Value matters.
- 6 Offer development and innovationImproving the future state of your customer; Cost, price and value; Defining value proposition and customer offer; Innovation: 'Today a peacock, tomorrow a feather duster'; The value equation; The four sources of value impact; Total cost of ownership; Total cost of partnership; How to write a compelling (customer) value proposition; The customer value proposition framework; Linking customer proposition to the offer; Value matters; 7 Value-based selling; The value cloud; The four relationship zones; The value-based selling cycle; Engage with the customer.
- Agree supply termsDeliver the value promise; Value matters; 8 Key account management (KAM); Strategy: Customer by customer; Seven reasons why you might need a KAM programme; Strategy. Capability. Transformation; Building KAM capability; Challenges for the key account manager; The key account plan; Silo busting (managing virtual teams); Nesting KAM plans with the customer footprint; The key account manager
- a competence framework; The critical partnership: KAM and service-based offerings; KAM as the future of value-based business; Value matters; 9 Channel partnerships.
- What are third-party channels?Why are third-party channels so important for a value-centric business?; The many faces of your channel partners; A secret competitive advantage?; Extending your business; Selecting and appointing channel partners; Extending customer value strategy principles with channel partners; Developing and building channel capability; Value matters; 10 Value-based pricing; Pricing 'customer by customer'; Price and the marketing mix; The top and bottom line leverage effect; Connecting value-based business and pricing; Pricing and contract structure options.