東華大學圖書館 |

語系: 繁體中文

說明(常見問題)

回圖書館首頁

手機版館藏查詢

登入

回首頁

切換: 標籤 | MARC模式 | ISBD

Value-ology = aligning sales and mar...

Kelly, Simon.

FindBook

Google Book

Amazon

博客來

Value-ology = aligning sales and marketing to shape and deliver profitable customer value propositions /

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	Value-ology/ by Simon Kelly, Paul Johnston, Stacey Danheiser.
其他題名:	aligning sales and marketing to shape and deliver profitable customer value propositions /
作者:	Kelly, Simon.
其他作者:	Johnston, Paul.
出版者:	Cham :Springer International Publishing : : 2017.,
面頁冊數:	xx, 199 p. :ill., digital ;24 cm.
內容註:	Chapter1 -- Unlocking Customer Value Chapter2 -- What is Value? Chapter3 -- Value Propositions Chapter4 -- Value Conversations Chapter5 -- Unearthing Customer Value Chapter6 -- From Value Propositions to solutions Chapter7 -- Developing Coherent Campaigns Chapter8 -- Align or Die Chapter9 -- New Value Curve.
Contained By:	Springer eBooks
標題:	Marketing. -
電子資源:	http://dx.doi.org/10.1007/978-3-319-45626-3
ISBN:	9783319456263

Value-ology = aligning sales and marketing to shape and deliver profitable customer value propositions /
Kelly, Simon.

Value-ologyaligning sales and marketing to shape and deliver profitable customer value propositions /[electronic resource] :by Simon Kelly, Paul Johnston, Stacey Danheiser. - Cham :Springer International Publishing :2017. - xx, 199 p. :ill., digital ;24 cm.

Chapter1 -- Unlocking Customer Value Chapter2 -- What is Value? Chapter3 -- Value Propositions Chapter4 -- Value Conversations Chapter5 -- Unearthing Customer Value Chapter6 -- From Value Propositions to solutions Chapter7 -- Developing Coherent Campaigns Chapter8 -- Align or Die Chapter9 -- New Value Curve.

This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America. It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it's not relevant to the audience or the prospect doesn't even know the content exists. Furthermore 58% of deals end up in "no decision" because Sales has not presented value effectively. Companies are creating lots of noise but failing to resonate with the customers. So what? The danger, aside from marketing wasting tens of millions of dollars on ineffective content and tools, is that customers will disengage. 94% of prospects say they have completely disengaged with vendors because of irrelevant content. In order to grow fast, the authors argue, Sales and Marketing teams need to slow down. They need to work together to truly understand their customers' needs, wants, motivations and pain points so that they can offer customized "value". The book sets out how to establish a formal program to continuously capture customer intelligence and insights - the shiny gems of understanding that help prospects to connect the dots - so that value can be consistently articulated in marketing and sales conversations. By integrating the best ideas and practice from commercial experience and academic research the authors show how to create value across the entire marketing and sales value chain - not only get a new customer, but to continue to create value for future purchases by creating "post-sales" value.

ISBN: 9783319456263

Standard No.: 10.1007/978-3-319-45626-3doiSubjects--Topical Terms:

536353
Marketing.

LC Class. No.: HF5415

Dewey Class. No.: 658.8

Value-ology = aligning sales and marketing to shape and deliver profitable customer value propositions /
LDR:03119nmm a2200325 a 4500 001 2089527
003 DE-He213
005 20170802132256.0
006 m d
007 cr nn 008maaau
008 171013s2017 gw s 0 eng d
020 $a 9783319456263 $q (electronic bk.)
020 $a 9783319456256 $q (paper)
024 7 $a 10.1007/978-3-319-45626-3 $2 doi
035 $a 978-3-319-45626-3
040 $a GP $c GP
041 0 $a eng
050 4 $a HF5415
072 7 $a KJMV6 $2 bicssc
072 7 $a PDG $2 bicssc
072 7 $a BUS087000 $2 bisacsh
082 0 4 $a 658.8 $2 23
090 $a HF5415 $b .K29 2017
100 1 $a Kelly, Simon. $3 630368
245 1 0 $a Value-ology $h [electronic resource] : $b aligning sales and marketing to shape and deliver profitable customer value propositions / $c by Simon Kelly, Paul Johnston, Stacey Danheiser.
260 $a Cham : $b Springer International Publishing : $b Imprint: Palgrave Macmillan, $c 2017.
300 $a xx, 199 p. : $b ill., digital ; $c 24 cm.
505 0 $a Chapter1 -- Unlocking Customer Value Chapter2 -- What is Value? Chapter3 -- Value Propositions Chapter4 -- Value Conversations Chapter5 -- Unearthing Customer Value Chapter6 -- From Value Propositions to solutions Chapter7 -- Developing Coherent Campaigns Chapter8 -- Align or Die Chapter9 -- New Value Curve.
520 $a This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America. It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it's not relevant to the audience or the prospect doesn't even know the content exists. Furthermore 58% of deals end up in "no decision" because Sales has not presented value effectively. Companies are creating lots of noise but failing to resonate with the customers. So what? The danger, aside from marketing wasting tens of millions of dollars on ineffective content and tools, is that customers will disengage. 94% of prospects say they have completely disengaged with vendors because of irrelevant content. In order to grow fast, the authors argue, Sales and Marketing teams need to slow down. They need to work together to truly understand their customers' needs, wants, motivations and pain points so that they can offer customized "value". The book sets out how to establish a formal program to continuously capture customer intelligence and insights - the shiny gems of understanding that help prospects to connect the dots - so that value can be consistently articulated in marketing and sales conversations. By integrating the best ideas and practice from commercial experience and academic research the authors show how to create value across the entire marketing and sales value chain - not only get a new customer, but to continue to create value for future purchases by creating "post-sales" value.
650 0 $a Marketing. $3 536353
650 0 $a Business. $3 627273
650 0 $a Industrial management $x Environmental aspects. $3 542602
650 0 $a Organization. $3 529074
650 0 $a Planning. $3 552734
650 0 $a Manpower policy. $3 780229
650 1 4 $a Business and Management. $2 eflch $3 1485455
650 2 4 $a Innovation/Technology Management. $3 1565353
650 2 4 $a Human Resource Development. $3 2182035
650 2 4 $a Sustainability Management. $3 2181857
700 1 $a Johnston, Paul. $3 3220208
700 1 $a Danheiser, Stacey. $3 3220209
710 2 $a SpringerLink (Online service) $3 836513
773 0 $t Springer eBooks
856 4 0 $u http://dx.doi.org/10.1007/978-3-319-45626-3
950 $a Business and Management (Springer-41169)