The mind of the customer how great companies like UPS, Lexus, and Nokia have reinvented the sales process to accelerate their customers' success
"The Mind of the Customer offers an in-depth analysis of today's customers' wants, needs, and problems, and reveals groundbreaking insights into the new expectations of today's top sales executives. Drawing from their interviews with 96 high-level executives at corporations such...
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| Format: | eBook |
| Language: | English |
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New York
McGraw-Hill
2006
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| Series: | McGraw Hill professional
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| Collection: | O'Reilly - Collection details see MPG.ReNa |
Table of Contents:
- Includes bibliographical references and index
- A parable : how would you treat your one last customer?
- Ch. 1. The big picture
- Ch. 2. Context is everything
- Ch. 3. Accelerating value creation
- Ch. 4. Earn your way into the mind of your customer
- Ch. 5. Aligning with executives
- Ch. 6. Giving customers what they want
- Ch. 7. Traveling among multiple dimensions of value
- Ch. 8. Get to the core by asking high-impact questions
- Ch. 9. Organize your brand around the customer
- Ch. 10. Calculate the value your offerings create for your customers
- Ch. 11. Express the value you personally create for your customers
- Ch. 12. Loyalty comes from individualizing value
- Ch. 13. Overcoming existing relationships
- Ch. 14. From one-way presentations to two-way interactions
- Ch. 15. Negotiate on all the value your customer obtains, not just price
- Ch. 16. Negotiating cooperatively with value in mind
- Ch. 17. Building partnerships
- Ch. 18. Customers expect sales managers to focus on business results
- Ch. 19. The systems solution
- Ch. 20. The six competencies that distinguish world-class salespeople
- Ch. 21. Six ways to drive salesperson performance
- Ch. 22. The best practices in coaching salespeople
- Ch. 23. Focusing the telescopic lens
- Ch. 24. The leader's role
- Ch. 25. There's help around the corner