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THE OUTCOME GENERATION IBD

PAUL J HENDERSON
OUTCOME LEADERS
08 / 2018
9780648216100
Anglès

Sinopsi

Stand aside, we&rsquo,re coming through! That&rsquo,s the cry of a new generation of technology vendors. They have a new approach to enabling success for their customers. And they&rsquo,re thriving as a result. These vendors all have subscription pricing at the heart of their business. Each has learned that if customers don&rsquo,t feel they&rsquo,ve had success, recurring revenue doesn&rsquo,t grow and may even decline.What makes them different? They have absolute clarity about what the customer considers success to be. And they&rsquo,ve built their business around enabling that success. They know it&rsquo,s the outcomes for the customer that count. They&rsquo,re all members of the Outcome Generation.This book shows how to join the Outcome Generation. You&rsquo,ll learn how to leverage true customer success at every stage of the customer lifecycle. For existing customers, you&rsquo,ll learn how to engage customer executives at the start of the buying cycle&mdash,and often create a buying cycle.You&rsquo,ll learn how to increase new business (new logo) sales by employing the third generation of technology sales&mdash,selling outcomes. And exactly what type of outcome to sell. Using the third-generation approach, you&rsquo,ll create greater emotional connections, differentiate from the competition and win more business.You&rsquo,ll also learn how to evolve Services and Support to focus on enabling true customer success, and how that&rsquo,s producing great references.And Marketing will have a whole new way of attracting attention, creating interest and engaging prospects.Most vendors have evolved past solution-selling and its approaches to marketing, sales, services and support. The Outcome Generation shows how to align the whole business around a common theme&mdash,enabling outcomes the customers regard as success. And why that allows vendors to thrive! Buy the book now and join the Outcome Generation.

PVP
18,66€