The B2B Executive Playbook: The Ultimate Weapon for Achieving Sustainable, Predictable and Profitable Growth
The first book completely focused on successfully running B2B, which is very different from B2C. The fate of a B2B lies in the hands of a few individuals so what ultimately determines if a company thrives, or even survives, is how these key relationships are targeted, structured and managed. Over 30 percent of all B2B product development, marketing, and other discretionary dollars are wasted. When the realities of B2B marketplace are not integrated into a company’s SOP, it is more likely that the company is wasting money as well as the employees’ time and efforts. If the budget and plans aren’t structured for B2B specifically, they won’t move the meter. But there is good news — there is a corresponding equal amount of potential revenue, growth and prosperity. The leading B2B companies dramatically build their top and bottom lines when leaders realize that success, undeniably and unquestionably, resides with how they engage with the their customers and how that will drive their internal alignment and operations. What is it that they are doing differently than their competition and others in their industry that drive revenue growth, deliver predictable earnings, retain and grow customers and develop new offerings that customers will not only buy, but for which they will pay premiums.
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Activating the B2B Ultimate Weapon to Capture Sustainable Predictable Profitable Growth
Understanding How B2B is Unique
Tapping the Power of Executive Customers
Creating a Market Collective
Aligning with the Market
Elevating Relationships and Unleashing Innovation
Leveraging Customer Advocates
B2B and Social Media
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ABI programs accounts Advisory Board advisory council alignment B2B companies B2B Executive Playbook B2B marketing B2B world brand business model business unit Celestica chief customer officer company’s competitors create credibility Crown Partners customer companies customer engagement customer relationships customer’s decision makers deliver ECAC end users executive customer programs Exhibit Facebook Fargo feedback focus focused Geehan Group global Harris Broadcast Hasan HCL Technologies HCL’s Hearn host company impact industry initiatives innovation input insight Intesource Intesource’s investment leadership team leverage LexisNexis margins market collective meeting million needs offerings opportunities Oracle Oracle’s organization pany peers PeopleSoft percent products and services profitable growth prospects Relationship Continuum revenue Richard Hearn says share social media solutions SPPG Springer Springer Science+Business Media strategic planning strategy success summits supplier tion Tom Webster tomer top customers Venn diagram vice president Webster