Managing Customer Value
In my Microsoft Newsletter this week, I received the following enticement: Find, Keep, and Grow Customer Relationships with Microsoft Dynamics CRM Online. Start Your 30-Day Free Trial Today! Today, businesses are asked to do more with less. Microsoft Dynamics CRM Online delivers exceptional value because it combines your everyday Microsoft Office applications with powerful CRM Read More …
I have always been a big fan of The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market by Treacy and Wiersma. I have seen little in other writings the past 15 years to displace their value discipline model which basically states that you must decide on which one of their Read More …
I advocate the use of the value stream map to outline your customer’s buying process and to vividly demonstrate how your marketing efforts mimic that process. Consider the map as a tool designed to highlight activities. The current state serves as a guideline to communicate the opportunities so they may be prioritized and then acted Read More …
If you follow my blog you know what a fan I am of SPIN Selling and Neal Rackham. Though I feel the book is getting somewhat dated, Rackham is still offering great advice. Understanding your Value Proposition from your customers perspective may be the most important strategic advantage you can have as a company. Related Read More …
This is one of the few books that I not only listened to it, but afterwards purchased the hard copy.Borrowing Brilliance: The Six Steps to Business Innovation by Building on the Ideas of Others is simply a good book. The author of Borrowing Brilliance, David Kord Murray, has an impressive résumé. Not only is he Read More …
I have the opportunity to offer this book on my website at a low introductory price of $14.99. Dominating Markets with Value will show you how value driven, nationally known organizations have harnessed the power of customer value analysis through a systematic and logical process of customer value management. The book provides an approach to Read More …