Winning By Design
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Author | : Rob Westrick |
Publisher | : Createspace Independent Pub |
Total Pages | : 298 |
Release | : 2012-12-15 |
Genre | : Business & Economics |
ISBN | : 9781478111979 |
Download Winning by Design Book in PDF, Epub and Kindle
Winning by Design is a practical book for both the people concerned with the real world of change and its results and for the people expected to execute this change. The first part of the book was written for the leaders - those who wish to create a vision and initiate the changes. The second is aimed at the people who are tasked with implementing and driving the change to a better new product development process and environment, providing a very practical guide for project teams working on new products and services. The authors believe and hope that this book will initiate a new approach to product development and the way it is managed. Both Westrick and Cooper have had many successes with this approach and have a strong desire to share it with others through Winning by Design.
Author | : Fernando Pizarro |
Publisher | : |
Total Pages | : 112 |
Release | : 2021-07-29 |
Genre | : |
ISBN | : |
Download The SaaS Sales Method Book in PDF, Epub and Kindle
In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.
Author | : Fred Reichheld |
Publisher | : Harvard Business Press |
Total Pages | : 159 |
Release | : 2021-12-07 |
Genre | : Business & Economics |
ISBN | : 1647821797 |
Download Winning on Purpose Book in PDF, Epub and Kindle
Great leaders embrace a higher purpose to win. The Net Promoter System shines as their guiding star. Few management ideas have spread so far and wide as the Net Promoter System (NPS). Since its conception almost two decades ago by customer loyalty guru Fred Reichheld, thousands of companies around the world have adopted it—from industrial titans such as Mercedes-Benz and Cummins to tech giants like Apple and Amazon to digital innovators such as Warby Parker and Peloton. Now, Reichheld has raised the bar yet again. In Winning on Purpose, he demonstrates that the primary purpose of a business should be to enrich the lives of its customers. Why? Because when customers feel this love, they come back for more and bring their friends—generating good profits. This is NPS 3.0 and it puts a new take on the age-old Golden Rule—treat customers the way you would want a loved one treated—at the heart of enduring business success. As the compelling examples in this book illustrate, companies with superior NPS consistently deliver higher returns to shareholders across a wide array of industries. But winning on purpose isn't easy. Reichheld also explains why many NPS practitioners achieve just a small fraction of the system's full potential, and he presents the newest thinking and best practices for doing NPS right. He unveils the Earned Growth Rate (EGR): the first reliable, complementary accounting measure that can truly leverage the power of NPS. With keen insight and moving personal stories, Reichheld advances the thinking and practice of NPS. Winning on Purpose is your indispensable guide for inspiring customer love within your own teams and using Net Promoter to achieve both personal and business success.
Author | : Vivien Walsh |
Publisher | : John Wiley & Sons |
Total Pages | : 310 |
Release | : 1992 |
Genre | : Business & Economics |
ISBN | : 0631185119 |
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The crucial role of product design in international competition is only now becoming fully appreciated. Based on a wide range of research in over 100 leading companies worldwide, this book describes and analyzes from a new perspective how good product design contributes to competitiveness and profitability.
Author | : Judith Strong |
Publisher | : Architectural Press |
Total Pages | : 216 |
Release | : 1996 |
Genre | : Architecture |
ISBN | : |
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Architectural competitions attract both young practices and established names. This book provides an opportunity for architects to gain information for their own reference in competition entry. It covers procedures in the administration of competition
Author | : Jacco Van Der Kooij |
Publisher | : |
Total Pages | : 140 |
Release | : 2018-03-14 |
Genre | : |
ISBN | : 9781986269797 |
Download Blueprints for a SaaS Sales Organization Book in PDF, Epub and Kindle
An updated version of the must-have book for SaaS sales teams, which The SaaS Sales Method defines to include Marketing, Sales, and Customer Success. Because of their very nature, SaaS companies live and die on revenue growth. And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity. With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early stage companies build their sales teams by the seat of their pants. This book distills the authors' years of building high performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all around sales plans.Blueprints for a SaaS Sales Organization provides detailed guidance for SaaS sales leaders on how to build an sales organization that works together across the entire customer relationship. It builds on the concepts in The SaaS Sales Method and provides detailed information on how to structure teams so that they apply fundamental sales skills during Moments That Matter.
Author | : Alan G. Lafley |
Publisher | : Harvard Business Press |
Total Pages | : 274 |
Release | : 2013 |
Genre | : Business & Economics |
ISBN | : 142218739X |
Download Playing to Win Book in PDF, Epub and Kindle
Explains how companies must pinpoint business strategies to a few critically important choices, identifying common blunders while outlining simple exercises and questions that can guide day-to-day and long-term decisions.
Author | : Shan Preddy |
Publisher | : Gower Publishing, Ltd. |
Total Pages | : 244 |
Release | : 2004 |
Genre | : Design services |
ISBN | : 9780566085949 |
Download How to Market Design Consultancy Services Book in PDF, Epub and Kindle
The fast-paced nature of the design business means that you probably spend most of your time, energy and resources looking after your clients' needs, not your own. In our current, increasingly competitive marketplace where supply far outstrips demand, no design business will survive for long - let alone grow and develop - without a really effective marketing programme. It is no longer enough for you to provide a good product and simply hope for the best. Potential clients need to know exactly what you can do for them and what makes you different from your competitors. Existing clients need to know exactly why they should develop and continue their business with you. Quite simply, you need to convince design buyers that you are unequivocally the right consultancy for them, time and time again. This second, fully revised and updated, edition of Shan Preddy's popular book will help you to improve your marketing skills, no matter how large or small your design company, or which of the many disciplines you specialise in. Packed full of accessible, practical advice and information, this book is indispensable for all design consultancies.
Author | : Jacco Van Der Kooij |
Publisher | : |
Total Pages | : 146 |
Release | : 2018-03-14 |
Genre | : |
ISBN | : 9781986270922 |
Download The SaaS Sales Method for Account Executives: Book in PDF, Epub and Kindle
Sales account executives today face challenges from all directions. Customers want to do their own research. Sales cycles are shorter. Contract sizes are smaller. And few companies have the time or resources to invest in ongoing sales training. This set of Blueprints provides a detailed and structured approach to succeeding as a sales account executive. With advice for both individual salespeople as well as for sales team leaders, The SaaS Sales Method for Account Executives: How to Win Customers builds on The SaaS Sales Method by focusing on the fundamental sales skills needed to help customers commit, as opposed to just closing them.
Author | : Guy Nirpaz |
Publisher | : Guy Nirpaz |
Total Pages | : 140 |
Release | : 2016-02-21 |
Genre | : Customer relations |
ISBN | : 9780692620939 |
Download Farm Don't Hunt Book in PDF, Epub and Kindle
Across entire verticals of the economy the new normal is the recurring revenue business. Charging customers on a monthly basis, firms with this model have to play by an entirely new set of rules, rules which generally favor the customer over the seller. But this new model also opens up fantastic opportunities to provide and extract more value from the relationship as well. To create that value business needs to move away from a hunting mindset to a farming mindset. That change is the new paradigm of Customer Success. Many business leaders have heard of Customer Success but few understand what it really means to run their business from the Customer Success standpoint. Even fewer have the experience to build the Customer Success function and optimize its performance. As a pioneer in the field of Customer Success, Guy Nirpaz is acknowledged as one of the earliest proponents of this business realignment. In