Competing for Customers VitalSource eText: Why Delivering Business Outcomes is Critical in the Customer First Revolution : 9780134172941

Competing for Customers VitalSource eText: Why Delivering Business Outcomes is Critical in the Customer First Revolution

 
Edition
 
1
ISBN
 
9780134172941
ISBN 10
 
0134172949
Published
 
25/12/2015
Published by
 
Pearson Higher Ed USA
Pages
 
Format
 
 
Title type
eBook
$42.49
NZ/Pacific customers only
 
 
This eText can only be purchased by people residing in New Zealand, Fiji, Samoa, Tonga or Cook Islands with a credit card from the same country. Click here to find the Pearson website for your region.
 
Description

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About the book

Business-to-business customer expectations have changed. To survive—and thrive—in today’s economy, where customers are constantly reevaluating their purchases and looking at options never available before, you need to deliver business outcomes, not features and functionality.

Suddenly, your “sale” is no longer a one-time event: it’s a relationship that demands continuous care and nurturing. You need to constantly deliver, measure, and demonstrate the value you create for your customers.

Like it or not, it’s your job to make sure your customers succeed—and keep on succeeding—with what you’ve sold them. That job has a name: “Customer Success.”

Delivering customer success means radically changing the way you engage with customers—from sales, to marketing, to engineering and support. This book gives you a complete framework for doing just that. Step by step, you’ll learn how to make sure your customers are achieving business outcomes from your offerings…now, next year, and for years to come.

Embed customer success in your organizational DNA, in 3 steps:

  • Listen: Truly understand what it means for your customers to succeed with your offerings
  • Engage: Start a productive dialogue, collaborate to solve problems, and promote awareness of the value you create
  • Ensure: Innovate to deliver on your promises, prove it to the customer, and build retention
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Please note: VitalSource eTexts are available for download immediately and cannot be returned once purchased