Presents original research documenting the size and nature of the 'sea of sameness' customers face, and delivers a framework of strategic marketing competencies to help organizations differentiate themselves and deliver value.
Presents original research documenting the size and nature of the 'sea of sameness' customers face, and delivers a framework of strategic marketing competencies to help organizations differentiate themselves and deliver value.
Dr Simon Kelly is President of Shake Marketing, and was formerly Marketing Director (SVP) of British Telecom. He is also Senior Lecturer in Marketing at Sheffield Business School, and Lecturer in Marketing and Sales at University of York. Dr Paul Johnston is a senior lecturer in marketing and innovation at Nottingham Trent University. Stacey Danheiser is CEO and founder of Shake Marketing. She is also CEO and Course Creator for Customer Value Link.
Inhaltsangabe
Chapter 01: B2B organizations are stuck in a Sea of Sameness; Chapter 02: Why does sameness happen in B2B marketing?; Chapter 03: The V.A.L.U.E. competency framework core competencies for B2B differentiation; Chapter 04: The role of sales and marketing in B2B organizations what is important?; Chapter 05: The visionary competencies for seeing the next competitive move; Chapter 06: The activator competencies for getting things done; Chapter 07: The learner competencies for staying in tune with your customers; Chapter 08: Usefulness competencies for becoming indispensable to your customers; Chapter 09: The evaluator competencies for making good decisions; Chapter 10: Building a V.A.L.U.E. competency culture; Chapter 11: Using V.A.L.U.E. competencies to stand out from your competitors;
Chapter 01: B2B organizations are stuck in a Sea of Sameness; Chapter 02: Why does sameness happen in B2B marketing?; Chapter 03: The V.A.L.U.E. competency framework core competencies for B2B differentiation; Chapter 04: The role of sales and marketing in B2B organizations what is important?; Chapter 05: The visionary competencies for seeing the next competitive move; Chapter 06: The activator competencies for getting things done; Chapter 07: The learner competencies for staying in tune with your customers; Chapter 08: Usefulness competencies for becoming indispensable to your customers; Chapter 09: The evaluator competencies for making good decisions; Chapter 10: Building a V.A.L.U.E. competency culture; Chapter 11: Using V.A.L.U.E. competencies to stand out from your competitors;
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