Tag: Customer

Superior Customer Value: Strategies for Winning and Retaining Customers, Third Edition

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A customer-centric culture provides focus and direction for the organization, ensuring that exceptional value will be offered to customers — this, in turn, results in enhanced market performance. Unfortunately, caught up in the daily economic and competitive pressures of running complex and fast-changing businesses, managers may lose sight of customers’ desires. And, consequently, customer experiences …

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Permanent link to this article: http://www.learnsale.com/sales-management/pipeline-management/superior-customer-value-strategies-for-winning-and-retaining-customers-third-edition/

Strategic Customer Management: Integrating Relationship Marketing and CRM

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Relationship marketing and customer relationship management (CRM) can be jointly utilised to provide a clear roadmap to excellence in customer management: this is the first textbook to demonstrate how it can be done. Written by two acclaimed experts in the field, it shows how an holistic approach to managing relationships with customers and other key …

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Permanent link to this article: http://www.learnsale.com/sales-training/strategic-selling/strategic-customer-management-integrating-relationship-marketing-and-crm/

The Challenger Sale: Taking Control of the Customer Conversation

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What’s the secret to sales success? If you’re like most business leaders, you’d say it’s fundamentally about relationships-and you’d be wrong. The best salespeople don’t just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and …

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Permanent link to this article: http://www.learnsale.com/sales-training/audio-books/the-challenger-sale-taking-control-of-the-customer-conversation-2/

The Challenger Sale: Taking Control of the Customer Conversation

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What’s the secret to sales success? If you’re like most business leaders, you’d say it’s fundamentally about relationships-and you’d be wrong. The best salespeople don’t just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and …

Continue reading

Permanent link to this article: http://www.learnsale.com/sales-management/the-challenger-sale-taking-control-of-the-customer-conversation/

Sales Management: Building Customer Relationships and Partnerships

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Sales Management: Building Customer Relationships and Partnerships is designed to cover all of the basic topics in sales management while emphasizing customer loyalty, customer relationship management, and the effects of technology on the sales function. Because of advances in telecommunications technology, the traditional role of sales managers is evolving toward managing sales people across multiple …

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Permanent link to this article: http://www.learnsale.com/sales-training/sales-call-planning/sales-management-building-customer-relationships-and-partnerships/

Sales Management: Building Customer Relationships and Partnerships

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Sales Management: Building Customer Relationships and Partnerships is designed to cover all of the basic topics in sales management while emphasizing customer loyalty, customer relationship management, and the effects of technology on the sales function. Because of advances in telecommunications technology, the traditional role of sales managers is evolving toward managing sales people across multiple …

Continue reading

Permanent link to this article: http://www.learnsale.com/sales-management/sales-management-building-customer-relationships-and-partnerships-2/