| 書目名稱 | Value-ology | | 副標題 | Aligning sales and m | | 編輯 | Simon Kelly,Paul Johnston,Stacey Danheiser | | 視頻video | http://file.papertrans.cn/981/980394/980394.mp4 | | 概述 | Provides unique insights into both Sales AND Marketing together, rather than offering a single approach.Blends academic rigor and professional experience of the authors from both sides of the Atlantic | | 圖書封面 |  | | 描述 | .This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America.?.It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it’s not relevant to the audience or the prospect doesn’t even know the content exists. Furthermore 58% of deals end up in “no decision” because Sales has not presented value effectively...Companies are creating lots of noise but failing to resonate with the customers...So what? The danger, aside from marketing wasting tens of millions of dollars on ineffective content and tools, is that customers will disengage. 94% of prospects say they have completely disengaged with vendors because of irrelevant content...In order to grow fast, the authors argue, Sales and Marketing teams need to slow down. They need to work together to truly understand their customers’ needs, wants, motivations and pain points so that they can offer custom | | 出版日期 | Book 2017 | | 關鍵詞 | Marketing ; B2B Marketing ; Value Propositions; Customer Value ; Marketing Strategy; Competitive Strategy | | 版次 | 1 | | doi | https://doi.org/10.1007/978-3-319-45626-3 | | isbn_softcover | 978-3-319-83333-0 | | isbn_ebook | 978-3-319-45626-3 | | copyright | The Editor(s) (if applicable) and the Author(s) 2017 |
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