Customer Reviews

Winning with Customers: A Playbook for B2B

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With this book (and the companion website & software solution) Keith and Jerry have achieved quite a feat: They link a quantitative, logical and rigorous methodology with a simple and effective way to execute. "Winning with Customers" provides step-by-step instructions to answer the two key question to commercial success:
-Why do my customers buy from me?
-How do I get them to spend more with me?
If you want to finally go beyond the stock answers ("We have the best products"; "We have the lowest prices"; "We have the highest customer satisfaction")to understand customer value and put it to everyday use, then this book needs to be on your reading list.

As an expert in commercial strategy, I have been helping clients with similar issues for 16 years. Keith and Jerry have managed to boil down into one book, the pure essence of what it takes to win. Many of these concepts have been in the marketplace for years. So now, with this insightful and practical how-to book, managers have no excuse for not doing what we know to be essential for winning. Bravo to Jerry and Keith.

As a pricing consultant I was intrigued with the crisp and relevant answers to the question on how your products create more value for your customers vs. your competitors. The book provides a systematic process in determining the value, monetizing it and a complete program for profitably growing your business. It is the most focused business book that I have read to date.

Jerry Alderman and Keith Pigues have changed the rules of B2B competition with Winning With Customers!
Use CVC to Dig Deeper and "Render" Fact-Based Customer insights into better decisions on capital and talent allocations.

With Fact-Based customer insights, leaders will be confident to "Act Sooner" and are sure to build value in any business.

CVC is a great process and system for obtaining continuous feedback and new value from any B2B sales force.

This book has provided me with insight and inspiration to find out what my customers really value. These principles help the both of us make money and I'm anxious to put them to work in my business. I'm ordering extra copies for my management team.

An uncomplicated read that really gets down to the business of improving your B2B relationships. This book in conjunction with the companion website [...] provides a practical way for companies to get started.

As a strategy consultant to large and small companies, I have seen first hand the need for new thinking on how to quantify the value proposition. Keith and Jerry in this book give us the argument and the tools to bring the idea to life. They teach us to win!

This book is likely to change the playing field for B2B companies for years to come -- you do not want to be a follower (loser).