PDF-[EBOOK] - Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding

How to capture customers by learning to think the way they doThe most common complaint Bill Stinnett hears from his corporate clients is that wouldbe vendors and suppliers just dont 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 decisionsDrawing 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 companys organizational structure and decisionmaking psychology and using that information to develop a winning strategy for influencing how and why the customer buysIn addition you receiveSolid marketing insights delivered in a fun breezy style by a top corporate consultant and seminar leaderExpert tips on how to maximize the value and profitability of relationships with corporate clients and customers. 1.02B Explain the role of customer service as a component of selling relationships.. Distinguish . between customer service as a process and customer service as a function.. Customer . service in selling. There’s nothing here to take by storm; to strategy we must conform.. Johann Wolfgang von Goethe (Faust,1808). Principle 1. (Value Maximization) The goal of strategy is to maximize the long run NPV of the organization.. Tank You. 1. Chapter. What Is Selling?. Personal Selling Today. A New Definition of Personal Selling. The Golden Rule of Personal Selling. Everybody Sells!. What Salespeople Are Paid to Do. Why Choose a Sales Career?. Peter Welling. Executive Director VicRoads Registration & Licensing. September 2013. Culture is about followers following . followers. 1. . Deconstruct our thinking on everything. People – Systems – Technology – Processes. Leveraging a Customer Focused Approach to Drive Both New and . Up-Sells. Melissa Harris, MBA. CEO, Telecom Training Corporation. CANTO Sales, Marketing and Customer Care Forum. August 4-5, 2016. 1. Agenda. Relationship. Management Today. Overview. . Topics discussed:. From the marketing to the customer concept . CRM and customer value. The concept. of CRM . CRM from a business strategy perspective. Relevance of . Personal & Professional Sales. (Spelunking Activity). Personal & Professional Sales. “How Can You Sell Anything . . . ?” Activity. Personal & Professional Sales. Personality Traits of Effective Sales People?. Managing . with . an organization with the goal of increasing customer loyalty and retention and an organization's profitability. Chapter 11 pages 147-155. Business Plug-In B9 pages 348-362. . Customer Relationship Management (CRM). Implementing Marketing Principles and Data Analytics. All Customers Differ. All Competitors React. All Resources are Limited. All Customers Change. Managing Customer Heterogeneity. Managing . Competitive Sustainable Advantage. The Highly Influential Talent Development Practitioner Quality Management Systems Professional Sandia National Labs Katie Snapp ROADMAP Why influence and where does this fit in? The anatomy of an influencing discussion & why it works . b. y: . Berk TUNCALI. A short video about CRM…... https://. www.youtube.com/watch?v=N35SicxQvsI. Customer relationship . management refers . to the practices, strategies and technologies that companies use to manage, record and evaluate customer interactions in order to drive sales growth by deepening and enriching relationships with their customers. CONFIDENTIAL AND PROPRIETARYAny use of this material without specific permission of McKinsey Company is strictly prohibitedPresentation October 12 20182Influencing others successfully and with integ Influencing Style QuestionnaireAB1I often delegate important tasks to others even when there is a risk that I willbe personally criticised if they are not done well 2I put forward lots of ideas and pl WVDOT West Virginia Department of TransportationDivisionof HighwaysIve learned that you cant have everything and do everything at the same timeOprah WinfreyPersuasionInfluencing Others for Effective C