In a series of richly detailed case studies, the authors paint vivid portraits of B2B organizations wrestling with front--burner issues such as channel complexity, customer valuation, account development, sales force automation, knowledge--based selling, and new modes of compensation. They squarely tackle the question of how much technology is too much, arguing that one shouldna t ask "How can you use technology to automate a relationship?" but rather, "How can you use technology to strengthen a relationship and make it more valuable over time?" In One to One B2B, readers will discover the critical role that a "learning relationship" plays in developing new and existing customers to their fullest potential, as well as strategies designed specifically to unlock higher levels of profitability, ensure client loyalty, and fight margin erosion in the face of intense global competition. The result is an indispensable handbook on how to create and develop business--to--business sales and marketing techniques successfully in the bump and grind of the real world.
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Editorial Reviews
Review
"..undoubtedly find invaluable insights." (Information Age, January 2002
About the Author
Globally respected thought leaders, futurists, and management consultants, DON PEPPERS and MARTHA ROGERS, Ph.D., are the authors of four business best sellers: The One to One Future, Enterprise One to One, The One to One Fieldbook (Co--authored with Bob Dorf), and the One to One Manager. Their company, Peppers and Rogers Group, is the worlds pre--eminent customer--focused management consulting and training firm, with offices on six continents and dozens of B2B and B2C arenas. Before teaming up with Dr. Rogers, Don Peppers was a celebrated Madison Avenue rainmaker and CEO of a major direct marketing agency. Martha Rogers is adjunct professor at the Fuqua School of Business at Duke University and leads multiyear, multi--million--dollar research efforts in the emerging CRM field.
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Inside This Book
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First Sentence:
In our first book, The One to One Future, we described a "future world" in which businesses would use interactive technologies and computer databases to compete for one customer at a time, constantly trying to strengthen their relationships with their most valuable customers. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
technology entanglement, account development strategy, treating different customers, differentiate your customers, account management strategy, individual customer relationships, deal bonus, crop protection products, future business strategy, integrated value chain, account scenarios, cost transparency, managing customer relationships, margin erosion, customer intimacy, consumer space, scenario manager, demand chain Key Phrases - Capitalized Phrases (CAPs): (learn more)
Premier Dell, New York, Bentley Systems, Sunday School, Learning Relationship, Eastman Chemical, Greg Bentley, Harvard Business Review, Church Resources, Customer Team, Michael Dell, Recommended Reading, The Wall Street Journal, Enterprise One, Gene Mims, Southern Baptist, United States, World Wide Web, Christian Resources, Harvard Business School Press, General Mills, Buenos Aires, Cincinnati Bell, Crossing the Chasm, Customer Management Group New!
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
In our first book, The One to One Future, we described a "future world" in which businesses would use interactive technologies and computer databases to compete for one customer at a time, constantly trying to strengthen their relationships with their most valuable customers. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
technology entanglement, account development strategy, treating different customers, differentiate your customers, account management strategy, individual customer relationships, deal bonus, crop protection products, future business strategy, integrated value chain, account scenarios, cost transparency, managing customer relationships, margin erosion, customer intimacy, consumer space, scenario manager, demand chain Key Phrases - Capitalized Phrases (CAPs): (learn more)
Premier Dell, New York, Bentley Systems, Sunday School, Learning Relationship, Eastman Chemical, Greg Bentley, Harvard Business Review, Church Resources, Customer Team, Michael Dell, Recommended Reading, The Wall Street Journal, Enterprise One, Gene Mims, Southern Baptist, United States, World Wide Web, Christian Resources, Harvard Business School Press, General Mills, Buenos Aires, Cincinnati Bell, Crossing the Chasm, Customer Management Group New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
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