How to Compete and Win When the Stakes are High 2 pptx

... is three to five times the average. We want to understand what they believe, how they think, and how they interact with their customers and colleagues. We’ve studied their reasoning and behavior patterns, ... pain they went through to perfect their process. Also, they a re too busy winning sales to spend time documenting what they are doing and analyzing how and why...

Ngày tải lên: 22/06/2014, 02:20

... Accordingly, their customers see them as professionals who are willing to take the time to under- stand their prob lems and who can be trusted to offer solu- tionsthatnotonly‘‘donoharm,’’butalsoimprovethe health ... its last links, the bridge helps define the expectations and alternatives for solving the customer’s problems and then narrows the search to a final soluti...

Ngày tải lên: 22/06/2014, 02:20

... phase of the Prime Process: Diagnose. 116 DISCOVER THE PRIME CUSTOMER E1C05 02/ 02/ 2010 Page 1 32 When indicators are present, we continue the question- ing process to expand our own and the customer’s— understanding ... Credibility 121 E1C05 02/ 02/ 2010 Page 123 Questions are more than tools to elicit information. When questions are being asked and answered, th...

Ngày tải lên: 22/06/2014, 02:20

... formalizing the sale and then delivering and imple- menting the solution. The sale is formalized when the salesperson prepares and presents the proposal and the customer accepts it. In delivery and i ... colleagues in their own and their customers’ companies to m anage the change process required to use the solution, mitigate the risks in the implementati...

Ngày tải lên: 22/06/2014, 02:20

... Deliver phases and in each phase, guide the customer through key deci- sions and produce the outcomes needed to move the customer to the next higher stage of the Value L ife Cycle in the pursuit ... Sales 20 3 E1C07 02/ 04 /20 10 Page 186 E1C08 02/ 03 /20 10 Page 197 it. Far too often, they neglect the cultural and skill demands of the new process. As a result, the...

Ngày tải lên: 22/06/2014, 02:20

... much more than the technical features and benefits of your offerings. They learn how to A 12- Stage Quick-Star t Plan 21 1 E1C09 02/ 03 /20 10 Page 22 2 into its existing facilities and assembly lines, ... Organization 20 9 E1C09 02/ 03 /20 10 Page 22 3 in marketing, the efforts and resulting success to connect and quantify value to the customer’s world in tangible a...

Ngày tải lên: 22/06/2014, 02:20

... post-sale support, 22 9 2 30 in pre-sale support, 22 9 prevention of, 22 4 22 5 in procurement, 22 2, 23 1 23 2 in research and development, 22 5 22 7 stages of, 22 0 22 4 and strategic alignment, 23 3 23 6 Value ... 94 exploration of, 23 9 24 0 and marketing, 22 8 validity of, 58 Value leakage, 21 9 24 0 in human resources, 23 0 23 1 in marketing, 22 2, 22 7 22 9 and o...

Ngày tải lên: 22/06/2014, 02:20

... perspective to your advantage. In the case of the kidney stone treatment, it could be “I went to the doc and nothing seemed to work. Then I started to ask my friends and found out that several of them ... Sanka. These days small is the new big. I’ve lost count of how many hundreds of television channels are out there, not to mention all the shows on YouTube, Hulu,...

Ngày tải lên: 16/03/2014, 10:56

... MCKAY AND CHARLTON How to Understand and Master the Language of Law Cover image © Getty Images 05 828 94360_COVER(McKay) 28 /2/ 05 1:48 pm Page 1 Chapter 3 ■ Shareholders’ meetings 29 05Chap03 03/07 /20 05 ... ordinary shares of £1 each. WE the subscribers to this Memorandum of Association wish to form into a Company pursuant to this Memorandum and we agree to take...

Ngày tải lên: 23/03/2014, 06:20