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Marketing High Profit Product/Service Solutions addresses one of the most exciting and growing strategic marketing opportunities facing product and service companies - ’bundling’. Many customers want bundled products and services which represent integrated solutions to their problems, rather than buying individual products and services piecemeal, and if you become that supplier it can transform a company. There are many outstanding examples: Magna International grew in several stages from a supplier of basic individual auto parts to a company manufacturing a product/service 'super-bundle'; ultimately sourcing and assembling the entire car itself. GE developed their business involving the supply of medical imaging machines to hospitals to become a 'super-bundler' of complete hospital radiological floor imaging operations planning, installation, and integration. IBM transformed their position as a supplier of individual hardware, software, and peripherals to companies into a product/service solution 'bundler' of increasing complexity, and finally into the 'super-bundle' of BPO (Business Process Outsourcing); representing an outsourced and complete integrated IT solution set for clients’ entire global operations. Roger More explores what was learned by these leading companies (amongst others) when they transformed their market strategies to become bundlers of complex integrated customer solutions. Over many years the author has developed and tested new concepts, maps and tools for use by a wide variety of managers in developing strategies for these bundled product/service solutions. His book now offers these maps and tools to all who invest in a copy.
You have a home-run startup idea and a whip-smart team to execute it. Everything should be in place to kick-start your company and secure funding. However, there is one more step that can make or break the entire deal: the pitch. Founders everywhere struggle to nail the perfect pitch to garner VC backing, and this book is here to help. Pitch Perfect by Haje Jan Kamps expertly teaches you how to tell your startup’s story. To raise venture capital, it is absolutely crucial that your foundation is a story that is accessible, compelling, and succinct. Kamps uses his invaluable experiential knowledge to guide you through your presentation, from slide deck specifics to storytelling details to determining a fundamental philosophy for your business. In the process of creating and formulating a pitch deck and the story to go with it, founders often discover deep flaws in their business idea. Perhaps the market is non-existent. It could be that the “problem” isn’t worth solving. Maybe the idea is so simple that it would be too easy to copy. Maybe it’s already been done, or the team simply is not up to the job. Pitch Perfect has all of those bases covered so that you can excel. How do you convince an institutional investor to part with their money and fund your company? The small block of time you are given for a pitch holds your startup’s future in its grasp. Learn how to craft your startup story in a way that will get people to lean into your message with Pitch Perfect. Your dream is only one pitch away.
In this pathbreaking book, world-renowned Harvard Business School service firm experts James L. Heskett, W. Earl Sasser, Jr. and Leonard A. Schlesinger reveal that leading companies stay on top by managing the service profit chain. Why are a select few service firms better at what they do -- year in and year out -- than their competitors? For most senior managers, the profusion of anecdotal "service excellence" books fails to address this key question. Based on five years of painstaking research, the authors show how managers at American Express, Southwest Airlines, Banc One, Waste Management, USAA, MBNA, Intuit, British Airways, Taco Bell, Fairfield Inns, Ritz-Carlton Hotel, and the Merry Maids subsidiary of ServiceMaster employ a quantifiable set of relationships that directly links profit and growth to not only customer loyalty and satisfaction, but to employee loyalty, satisfaction, and productivity. The strongest relationships the authors discovered are those between (1) profit and customer loyalty; (2) employee loyalty and customer loyalty; and (3) employee satisfaction and customer satisfaction. Moreover, these relationships are mutually reinforcing; that is, satisfied customers contribute to employee satisfaction and vice versa. Here, finally, is the foundation for a powerful strategic service vision, a model on which any manager can build more focused operations and marketing capabilities. For example, the authors demonstrate how, in Banc One's operating divisions, a direct relationship between customer loyalty measured by the "depth" of a relationship, the number of banking services a customer utilizes, and profitability led the bank to encourage existing customers to further extend the bank services they use. Taco Bell has found that their stores in the top quadrant of customer satisfaction ratings outperform their other stores on all measures. At American Express Travel Services, offices that ticket quickly and accurately are more profitable than those which don't. With hundreds of examples like these, the authors show how to manage the customer-employee "satisfaction mirror" and the customer value equation to achieve a "customer's eye view" of goods and services. They describe how companies in any service industry can (1) measure service profit chain relationships across operating units; (2) communicate the resulting self-appraisal; (3) develop a "balanced scorecard" of performance; (4) develop a recognitions and rewards system tied to established measures; (5) communicate results company-wide; (6) develop an internal "best practice" information exchange; and (7) improve overall service profit chain performance. What difference can service profit chain management make? A lot. Between 1986 and 1995, the common stock prices of the companies studied by the authors increased 147%, nearly twice as fast as the price of the stocks of their closest competitors. The proven success and high-yielding results from these high-achieving companies will make The Service Profit Chain required reading for senior, division, and business unit managers in all service companies, as well as for students of service management.
This book presents an extensive discussion of the strategic and tactical aspects of customer relationship management as we know it today. It helps readers obtain a comprehensive grasp of CRM strategy, concepts and tools and provides all the necessary steps in managing profitable customer relationships. Throughout, the book stresses a clear understanding of economic customer value as the guiding concept for marketing decisions. Exhaustive case studies, mini cases and real-world illustrations under the title “CRM at Work” all ensure that the material is both highly accessible and applicable, and help to address key managerial issues, stimulate thinking, and encourage problem solving. The book is a comprehensive and up-to-date learning companion for advanced undergraduate students, master's degree students, and executives who want a detailed and conceptually sound insight into the field of CRM. The new edition provides an updated perspective on the latest research results and incorporates the impact of the digital transformation on the CRM domain.
Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating marginsùshort-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher priceàand that success comes only to those focused on ôprofitable sales.ö This eye-opening book shows readers how to: Avoid negotiating ò Actively listen to customers ò Match the benefits of their product or service with the customer's needs and pains ò Confidently communicate value ò Successfully execute a price increase with existing customers ò Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.
"Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"
This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.
The Seven Figure Agency Roadmap is the must-have resource for digital marketing agency owners. Increase your income, work when and how you want, get your clients get incredible results...... and live your desired lifestyle. The Seven Figure Agency is designed to solve these issues you may be experiencing such as: * Too many agencies hit an income ceiling, and never make the kind of money (or the kind of impact) that they are capable of. They get stuck at one of the 3 plateaus: Startup, Struggle or even Success * Most agencies blame themselves, and try to work on their MINDSET -- But nothing changes because it's not your mindset that's the problem. It's the MODEL that needs to change. * The model that you bought into when you started your agency business is completely unscalable (Manual prospecting to get a few leads, chasing prospects down rather than getting them to come to you... and living off of project revenue so there's never consistent income or time for you). * For the last 5 years, the author has been working with a select group of agencies, taking them from Struggle to Success, Scale and Significance. Josh Nelson has a very new approach and he shares the very best of what is working in his business & for the agencies he works with to build million dollar agencies. This book is essential reading for agencies of all types and experience-levels and is of particular value for anyone looking to start a digital marketing agency to short cut growing pains and accelerate their growth to Seven Figures & Beyond.Forget the old concept of a general, digital marketing agency that takes years to establish - there's no need to wait when you have The Seven Figure Agency Roadmap. Whether your dream is to control your schedule or earn six figures in a month, The Seven Figure Agency Roadmap is your manual.This set of turn-by-turn directions to building a digital agency teaches: * How Josh went from virtually bankrupt to running a hypergrowth agency that made the Inc 5000 list of fastest growing companies in the Untied States 4 years in a row * How to build the team that will manage the day-to-day operations * How top agency owners grow to seven figures within a year * How to add $5,000 in monthly recurring revenue to your agency every single month * How to rapidly establish authority in any niche, so clients ask to work with you When you purchase the book you get access to a workbook that help you put the ideas into action: * Multiple case studies & long form interviews with members of Seven Figure Agency Coaching who have grown their revenue to seven figures, hired teams to replace themselves, or sold their agencies for a nice profit * Josh's templates you can copy for setting goals, designing your marketing, and tracking performance * How the Seven Figure Agency principles create a life shaped to your goals