Think Like Your Customer A Winning Strategy To Maximize Sales By Understanding And Influencing How And Why Your Customers Buy

Author : Bill Stinnett
Publisher : McGraw Hill Professional
Page : 288 pages
File Size : 55,5 Mb
Release : 2004-11-21
Category : Business & Economics
ISBN : 9780071460125

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Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy by Bill Stinnett Pdf

How to capture customers by learning to think the way they do The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business." In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions. Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys. In addition, you receive: Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers

Author : Bill Stinnett
Publisher : Tata McGraw-Hill Education
Page : 0 pages
File Size : 42,9 Mb
Release : 2005-04
Category : Consumer behavior
ISBN : 0070600023

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Think Like Your Customer by Bill Stinnett Pdf

The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers just don't understand our business. In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions.Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys.

Author : BusinessNews Publishing,
Publisher : Primento
Page : 45 pages
File Size : 51,9 Mb
Release : 2014-10-28
Category : Business & Economics
ISBN : 9782511020395

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Summary: Think Like Your Customer by BusinessNews Publishing, Pdf

The must-read summary of Bill Stinnett's book: "Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding How and Why Your Customers Buy". This complete summary of the ideas from Bill Stinnett's book "Think Like Your Customer" shows that in order to sell more of your products and services, you need to step into your customers' shoes and learn to think the way they do. In his book, the author explains that doing this will help you to understand why customers buy and how they reach a purchase decision. This summary highlights how you can do this and then use your findings to interact with your customers to increase the likelihood of them making a positive decision. Added-value of this summary: • Save time • Understand key concepts • Expand your knowledge To learn more, read "Think Like Your Customer" and discover why putting yourself in your customer's shoes will change the way you think about selling.

Author : Susan A. Friedmann
Publisher : Red Wheel/Weiser
Page : 257 pages
File Size : 42,9 Mb
Release : 2007-01-01
Category : Business & Economics
ISBN : 9781564149305

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Riches in Niches by Susan A. Friedmann Pdf

In Riches in Niches: How to Make It BIG in a Small Market, Susan explores the multiple factors that separate the experts from the service professionals who may have identicalif not betterskills, but whom no one has ever heard of.

Author : Colin Barrow
Publisher : Kogan Page Publishers
Page : 385 pages
File Size : 44,8 Mb
Release : 2008-06-03
Category : Business & Economics
ISBN : 9780749454487

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The Business Plan Workbook by Colin Barrow Pdf

Without a business plan no bank, venture capital house, or corporate parent will consider finance for start up, expansion or venture funding. The Business Plan Workbook has established itself as the essential guide to all aspects of business planning for entrepreneurs, senior executives and students alike. Based on methodology developed at Cranfield School of Management and using successful real-life business plans, The Business Plan Workbook brings together the process and procedures required to produce that persuasive plan. The case examples have been fully updated and include a cross section of businesses at various stages in their development, making the book invaluable reading for anyone in business - whatever their background.

Author : Anonim
Publisher : ReadHowYouWant.com
Page : 394 pages
File Size : 43,6 Mb
Release : 2024-06-02
Category : Electronic
ISBN : 9781442957367

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Riches in Niches (Volume 2 of 2) (EasyRead Super Large 24pt Edition) by Anonim Pdf

Author : Bill Stinnett
Publisher : Unknown
Page : 128 pages
File Size : 40,5 Mb
Release : 2000
Category : Electronic
ISBN : OCLC:958507577

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Think Like Your Customer by Bill Stinnett Pdf

Author : Henry C. (Sandy) Waters III
Publisher : Lulu.com
Page : 236 pages
File Size : 51,5 Mb
Release : 2011-10-29
Category : Business & Economics
ISBN : 9781105246548

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Sales - What A Concept!: A Guidebook for Sales Process Performance Improvement by Henry C. (Sandy) Waters III Pdf

Improve sales performance by developing a clear understanding of your sales systems and the sales processes that impact selling and buying of your product, service or solution. Understand how to improve results, assess what works and what does not work in your organization and implement changes resulting from analyzing your processes. Any organization benefits from reviewing the concepts presented, performing the exercises using the templates and activities supplied in the workbook. Understanding your sales system and the selling and buying processes will enhance your ability to win more business. You will learn new ways to assess your competition and to develop strategies and tactics that differentiate your company from the competitors. You will learn the importance of aligning the business, marketing, sales and operational support plans to improve responsiveness, reduce costs, manage to metrics more effectively and with fewer communication problems. Learn a new view on improving customer perspectives.

Author : D. Keith Pigues,Jerry D. Alderman
Publisher : John Wiley & Sons
Page : 502 pages
File Size : 52,5 Mb
Release : 2010-08-09
Category : Business & Economics
ISBN : 9780470547991

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Winning with Customers by D. Keith Pigues,Jerry D. Alderman Pdf

Do Your Customers Make More Money Doing Business With You? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win and win big. Winning with Customers offers a step-by-step playbook to help companies develop this capability for themselves, act on it, build a culture around it and sustain it over time. The playbook includes case studies, interviews, and tools from leading B2B companies who have demonstrated success. Written by recognized business thought leaders and practitioners, this book will guide you to profitable growth. The book also serves as a launch point into a community of like-minded executives that includes a companion website which offers exercises, access to thought leaders, and other tools help you win with customers.

Author : Kevin Davis
Publisher : AMACOM
Page : 288 pages
File Size : 51,7 Mb
Release : 2011-01-05
Category : Business & Economics
ISBN : 9780814416860

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Slow Down, Sell Faster! by Kevin Davis Pdf

Faster sales pitches won’t lead to faster sales. The key to speeding up the sales process is to actually slow down and get in sync with your customer’s buying process. The biggest mistake salespeople make in their careers is equating a faster pitch with a faster close. Sales guru Kevin Davis shows you how to slow down and focus on the customer buying process, so they can identify and quantify customers’ real needs--and adapt their sales pitches accordingly. In Slow Down, Sell Faster!, you’ll learn how to: Match your sales behaviors to your customers’ needs throughout the buying process Get more appointments by using a problem-focused approach Combat your most lethal competitor: customer complacency Use probing questions to diagnose small problems that point to bigger needs Master the complicated politics of complex sales Overcome common selling dilemmas Davis introduces a simple yet powerful method for buyer-focused selling that is practical, repeatable, and easily customizable. This buyer-focused approach extends to proposals and presentations, loyalty, retention, and, of course, cultivating more business. Packed with examples from the author's extensive experience and detailed research on customer buying patterns, Slow Down, Sell Faster! offers an alternative to traditional selling that leads to increased sales--and happier customers.

Author : Argyris Goulas
Publisher : Argyris Goulas
Page : 113 pages
File Size : 54,7 Mb
Release : 2018-05-09
Category : Electronic
ISBN : 8210379456XXX

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SEO Made Easy: How to Win Clients and Influence Sales with SEO by Argyris Goulas Pdf

Many businesses struggle to stand out from competition as they don’t know how to optimize their website appropriately to appear first on search engine results pages. They are missing traffic, not to mention sales. However, SEO does not require an expert - you just need to figure out how it works and how to make the most of the right tools to boost your sales. Argyris Goulas, the author of SEO Made Easy: How to Win Clients and Influence Sales with SEO, helps you understand what search engine optimization is and how to enhance your ranking on search engines to turn traffic into customers. With this comprehensive guide, you will be able to master the latest best practices and adhere to SEO techniques to have an edge over your competitors. Argyris Goulas discloses tips and tricks as well as different approaches to search engine optimization and provides guidance on how to use local or global SEO to your advantage. SEO is not complicated. On the contrary, it is easy. And with SEO Made Easy: How to Win Clients and Influence Sales with SEO you will discover advantageous strategies you can actually follow and increase your business website’s discoverability on search engines. With this book, you will learn: · How to Get Started with SEO · Why SEO is Vital to Your Website · The Anatomy of Search Engine Optimization with Website Factors, On-Page and Off-Page Factors, Website Promotion, and Domain Factors · How to Analyze Search Engine Results Page · How to Perform Keyword Analysis and Select the Best Keywords · How to Generate Quality Content · How to Select the Best Social Media Platform for your Niche · Tips and Tricks for E-Commerce Stores · About Different SEO Approaches · The Balance between Content Marketing and SEO · How to Understand Your Competition · How to Evaluate Existing SEO Results · + FREE BONUS: Your SEO Plan Checklist!

Author : Niko Lahtinen,Kimmo Pulkka,Heikki Karjaluoto,Joel Mero
Publisher : Edward Elgar Publishing
Page : 169 pages
File Size : 40,8 Mb
Release : 2023-07-01
Category : Business & Economics
ISBN : 9781035311316

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Digital Marketing Strategy by Niko Lahtinen,Kimmo Pulkka,Heikki Karjaluoto,Joel Mero Pdf

This cutting-edge book presents a detailed overview of digital marketing strategy, which has evolved following rapid digitalization that occurred during the COVID-19 pandemic. Providing detailed examinations of different digital marketing techniques, it demonstrates how organizations’ digital marketing strategies can be developed and implemented.

Author : Rajagopal
Publisher : IGI Global
Page : 274 pages
File Size : 54,9 Mb
Release : 2013-05-31
Category : Business & Economics
ISBN : 9781466640955

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Marketing Decision Making and the Management of Pricing by Rajagopal Pdf

"This book provides the latest research studies, market analysis, and best practices utilized in emerging markets to gain competitive advantage and market leadership"--Provided by publisher.

Author : Brian E. Becker,David Ulrich,Mark A. Huselid
Publisher : Harvard Business Press
Page : 235 pages
File Size : 48,7 Mb
Release : 2001-04-11
Category : Business & Economics
ISBN : 9781422163511

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The HR Scorecard by Brian E. Becker,David Ulrich,Mark A. Huselid Pdf

Three experts in Human Resources introduce a measurement system that convincingly showcases how HR impacts business performance. Drawing from the authors' ongoing study of nearly 3,000 firms, this book describes a seven-step process for embedding HR systems within the firm's overall strategy--what the authors describe as an HR Scorecard--and measuring its activities in terms that line managers and CEOs will find compelling. Analyzing how each element of the HR system can be designed to enhance firm performance and maximize the overall quality of human capital, this important book heralds the emergence of HR as a strategic powerhouse in today's organizations.

Author : Gregg Lederman
Publisher : Brand Integrity
Page : 121 pages
File Size : 51,7 Mb
Release : 2007
Category : Business & Economics
ISBN : 9780979587504

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Achieve Brand Integrity! by Gregg Lederman Pdf