- Hardcover: 464 pages
- Publisher: John Wiley & Sons (17 Sep 2010)
- Language English
- ISBN-10: 0470547995
- ISBN-13: 978-0470547991
- Product Dimensions: 23.5 x 15.8 x 3.6 cm
- Average Customer Review: 5.0 out of 5 stars See all reviews (1 customer review)
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Amazon Bestsellers Rank:
1,184,834 in Books (See Top 100 in Books)
- #41 in Books > Business, Finance & Law > E-Commerce > B2B
- See Complete Table of Contents
Winning with Customers: A Playbook for B2B
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Product Description
Product Description
Do Your Customers Make More Money Doing Business With You?
Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth.
Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win and win big. Winning with Customers offers a step–by–step playbook to help companies develop this capability for themselves, act on it, build a culture around it and sustain it over time. The playbook includes case studies, interviews, and tools from leading B2B companies who have demonstrated success. Written by recognized business thought leaders and practitioners, this book will guide you to profitable growth. The book also serves as a launch point into a community of like–minded executives that includes a companion website which offers exercises, access to thought leaders, and other tools help you win with customers.
From the Inside Flap
"This book captures the invaluable lessons learned from a nearly decade–long journey focused on perfecting the business science of creating value for customers in the so–called business–to–business (B2B) segment of commerce. Keith and Jerry have clearly arrived at an important destination. Not only has the customer value creation (CVC) science been significantly advanced, it has been proven by real–world application in numerous B2B settings."
—From the Introduction, Glenn Dalhart, retired partner, Ernst & Young management consulting
—From the Introduction, Glenn Dalhart, retired partner, Ernst & Young management consulting
Providing deep insight into the discoveries that can help you win with your customers and, ultimately, increase the value of your business, Winning with Customers introduces you to proven ideas for helping your organization accelerate profitable growth. Sharing real experiences from real companies that have delivered significant results using the authors′ "Winning with Customers" approach, this effective guide reveals a wealth of practical information to help you put their winning formula to work in your organization.
Filled with case studies, examples, and workable tips, this easy–to–use handbook includes everything your corporation needs to succeed, including:
- Hands–on advice on what winning with customers means and the measures that really work
- Guidance for moving you from anecdotes and gut feelings to sound metrics for success
- The resources you need to collect your customers′ perspectives on the value you create for them
- Step–by–step customer plans that can be executed by the organization, understood by the sales force, and communicated easily to customers
- An accompanying web site (winningwithcustomers.com) packed with online exercises, a community forum, additional case studies, and more
Practical, useful, and readable, the tools and tactics in Winning with Customers will help your business create impactful changes that generate a sustainable competitive advantage in the process.
"Now" is always the right time to kick off a Winning with Customers effort in your organization. You now have the playbook to get started.
Inside This Book
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Customer Reviews
Most Helpful Customer Reviews
Format:Hardcover
If like me you have built a business from scratch and if like me you are not good at seeking out other peoples advice or opinions then this book may be for you. I wanted to know if my ideas for expanding my already multi million pound business were on the right lines or not. Now, I am not good at joining business clubs, going along to local enterprise initiatives or any of that stuff which is all very well but sometimes it leaves you in a lonely position when it comes to checking out your ideas.
This book is clever, it doesn't "teach" you, it doesn't speak at you, what it does is to explain how to get more out of your customers and sustain it. By involving you in the method it ensures that you will finish it, albeit at times that I found it a little repetitive but if you are looking for a fresh idea and the way to implement it or if you want verification of your own thoughts I thoroughly recommend it. BTW if you really are going to read it on holiday as I did, then I suggest a book cover from a novel may be a good alternative to divorce!
This book is clever, it doesn't "teach" you, it doesn't speak at you, what it does is to explain how to get more out of your customers and sustain it. By involving you in the method it ensures that you will finish it, albeit at times that I found it a little repetitive but if you are looking for a fresh idea and the way to implement it or if you want verification of your own thoughts I thoroughly recommend it. BTW if you really are going to read it on holiday as I did, then I suggest a book cover from a novel may be a good alternative to divorce!
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
7 reviews
Practical and proven ways for winning with customers
14 May 2011
Format:Hardcover
As an expert in commercial strategy, I have been helping clients with similar issues for 16 years. Keith and Jerry have managed to boil down into one book, the pure essence of what it takes to win. Many of these concepts have been in the marketplace for years. So now, with this insightful and practical how-to book, managers have no excuse for not doing what we know to be essential for winning. Bravo to Jerry and Keith.
New Thinking on Creating Customer Value
5 Mar 2011
Format:Hardcover|Amazon Verified Purchase
As a pricing consultant I was intrigued with the crisp and relevant answers to the question on how your products create more value for your customers vs. your competitors. The book provides a systematic process in determining the value, monetizing it and a complete program for profitably growing your business. It is the most focused business book that I have read to date.
Boost Your Business Value with Ideas in this Book
22 Sep 2010
Format:Hardcover
Jerry Alderman and Keith Pigues have changed the rules of B2B competition with Winning With Customers!
Use CVC to Dig Deeper and "Render" Fact-Based Customer insights into better decisions on capital and talent allocations.
With Fact-Based customer insights, leaders will be confident to "Act Sooner" and are sure to build value in any business.
CVC is a great process and system for obtaining continuous feedback and new value from any B2B sales force.
Use CVC to Dig Deeper and "Render" Fact-Based Customer insights into better decisions on capital and talent allocations.
With Fact-Based customer insights, leaders will be confident to "Act Sooner" and are sure to build value in any business.
CVC is a great process and system for obtaining continuous feedback and new value from any B2B sales force.
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