or
Sign in to turn on 1-Click ordering.
 
 
Express Checkout with PayPhrase
What's this? | Create PayPhrase
Sorry!
More Buying Choices
41 used & new from $14.23

Have one to sell? Sell yours here
 
   
Customer Message Management: Increasing Marketing's Impact on Selling (American Marketing Association)
 
 
Tell the Publisher!
I’d like to read this book on Kindle

Don’t have a Kindle? Get your Kindle here.
 
  

Customer Message Management: Increasing Marketing's Impact on Selling (American Marketing Association) (Hardcover)

~ (Author), Diane Emo (Author)
4.4 out of 5 stars  See all reviews (5 customer reviews)

List Price: $39.95
Price: $29.16 & this item ships for FREE with Super Saver Shipping. Details
You Save: $10.79 (27%)
o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o
In Stock.
Ships from and sold by Amazon.com. Gift-wrap available.

Want it delivered Tuesday, November 10? Choose One-Day Shipping at checkout. Details
25 new from $22.47 16 used from $14.23

Frequently Bought Together

Customer Message Management: Increasing Marketing's Impact on Selling (American Marketing Association) + The Back of the Napkin: Solving Problems and Selling Ideas with Pictures + Presentation Zen: Simple Ideas on Presentation Design and Delivery
Price For All Three: $69.23

Show availability and shipping details

  • This item: Customer Message Management: Increasing Marketing's Impact on Selling (American Marketing Association) by Tim Riesterer

    In Stock.
    Ships from and sold by Amazon.com.
    This item ships for FREE with Super Saver Shipping. Details

  • The Back of the Napkin: Solving Problems and Selling Ideas with Pictures by Dan Roam

    In Stock.
    Ships from and sold by Amazon.com.
    Eligible for FREE Super Saver Shipping on orders over $25. Details

  • Presentation Zen: Simple Ideas on Presentation Design and Delivery by Garr Reynolds

    In Stock.
    Ships from and sold by Amazon.com.
    Eligible for FREE Super Saver Shipping on orders over $25. Details


Customers Who Bought This Item Also Bought

The Leaky Funnel

The Leaky Funnel

by Hugh Macfarlane
4.8 out of 5 stars (9)  $22.95
Escaping the Black Hole: Minimizing the Damage from the Marketing-Sales Disconnect

Escaping the Black Hole: Minimizing the Damage from the Marketing-Sales Disconnect

by Robert J. Schmonsees
4.3 out of 5 stars (14)  $25.80
Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI

Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI

by Brian Carroll
4.2 out of 5 stars (33)  $21.33
Zag: The Number One Strategy of High-Performance Brands

Zag: The Number One Strategy of High-Performance Brands

by Marty Neumeier
4.7 out of 5 stars (33)  $16.47
Your Attention Please: How to Appeal to Today's Distracted, Disinterested, Disengaged, Disenchanted, and Busy Consumer

Your Attention Please: How to Appeal to Today's Distracted, Disinterested, Disengaged, Disenchanted, and Busy Consumer

by Paul B. Brown
4.5 out of 5 stars (8)  $13.45
Explore similar items

Editorial Reviews

Product Description

In today's complex market, product advantage is fleeting. It is no longer what you sell, but how you sell it - meaning it is now vital to bridge the gap between sales and marketing. CUSTOMER MESSAGE MANAGEMENT does just that, eradicating the disconnect that for years has plagued the two departments and, in the process, increasing the effectiveness of both. With its thorough, practical coverage of CMM, this comprehensive guidebook gives readers invaluable insight into how to create effective brand, marketing, and sales messaging based on customer business roles and goals. It also equips readers with the skills to deliver those messages efficiently and effectively across all selling touch-points in a way that can be personalized for each prospect and customer. More than just creating customer-ready messages for the sales force to use, CMM helps companies discern how best to create messages, stimulate conversations, and continue customer dialogues that activate purchase intent.


About the Author

TIM RIESTERER, CEO of CustomerMessage Management (CMM), developed this approach for creating more customer-relevant messaging and sales-ready marketing, communications, and sales support. He has lead CMM initiatives for world-class companies such as American Express, Manpower, Caterpillar, FedEx,ADP, AmerisourceBergen, HP, Océ Systems, Unisys, and others. Tim has presented training seminars on the CMM approach for more than 1,000 companies and 19,000 participants over the last three years.He is co-host of the AMA’s Internet talk radio show—Marketing Matters Live. Prior to co-founding CMM Group, Tim was Chief Marketing Officer and VP of Strategic Services for Ventaso, a provider of sales and marketing effectiveness software and consulting services. Tim also was president and CEO of Brady Marketing Group, a 60-person marketing communications services firm, specializing in B2B clients.

DIANE EMO is the president and co-founder of Customer Message Management. She co-developed the CMM approach for creating more customer-focused, salesready marketing, communications, and sales support. She has led CMM initiatives for companies such as Caterpillar, Experian, SAS Institute, AmerisourceBergen, Cisco,IBM Canada, Covance, Galileo/Cendant, and ChartOne. Diane is the American Marketing Association’s training program designer and lead instructor for marketing and sales integration, and has taught the CMM process to hundreds of AMA members and marketing practitioners in world-class companies. Prior to co-founding Customer Message Management, Diane was the vice president of market development with Ventaso, a San Francisco-based provider of sales and marketing effectiveness software and consulting services.


Product Details

  • Hardcover: 192 pages
  • Publisher: South-Western Educational Pub; 1 edition (July 13, 2006)
  • Language: English
  • ISBN-10: 0324313160
  • ISBN-13: 978-0324313161
  • Product Dimensions: 9.1 x 5.9 x 1 inches
  • Shipping Weight: 15.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon.com Sales Rank: #574,190 in Books (See Bestsellers in Books)

More About the Author

Tim Riesterer
Discover books, learn about writers, read author blogs, and more.

Visit Amazon's Tim Riesterer Page

What Do Customers Ultimately Buy After Viewing This Item?

Customer Message Management: Increasing Marketing's Impact on Selling (American Marketing Association)
96% buy the item featured on this page:
Customer Message Management: Increasing Marketing's Impact on Selling (American Marketing Association) 4.4 out of 5 stars (5)
$29.16
Presentation Zen: Simple Ideas on Presentation Design and Delivery
4% buy
Presentation Zen: Simple Ideas on Presentation Design and Delivery 4.5 out of 5 stars (146)
$23.09

Tags Customers Associate with This Product

 (What's this?)
Click on a tag to find related items, discussions, and people.
 

Your tags: Add your first tag
 

Sell a Digital Version of This Book in the Kindle Store

If you are a publisher or author and hold the digital rights to a book, you can sell a digital version of it in our Kindle Store. Learn more

 

Customer Reviews

5 Reviews
5 star:
 (2)
4 star:
 (3)
3 star:    (0)
2 star:    (0)
1 star:    (0)
 
 
 
 
 
Average Customer Review
4.4 out of 5 stars (5 customer reviews)
 
 
 
 
Share your thoughts with other customers:
Most Helpful Customer Reviews

 
1 of 1 people found the following review helpful:
5.0 out of 5 stars Empowered salespeople sell more -- this tells you how, November 14, 2007
By Jeffrey Ogden (Bethpage, NY) - See all my reviews
(REAL NAME)   
I loved this book. With 25 years of sales experience, I was struck by how little is provided to salespeople.

When I pick up the phone, what do I say? This book does an excellent job of focusing on the critical conversations between a salesperson and a prospective customer.
Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)



 
1 of 1 people found the following review helpful:
4.0 out of 5 stars Sound principles, but implementation could be simpler, June 6, 2007
This book presents sound principles for how marketing can better help sales in communications with customers. The detailed activity lists will be useful in putting a customer messaging program into action. However, the processes proposed by the authors are overly complicated and may be impractical for many marketing departments to implement. The book would also be more useful if it included attributed, real-life examples and results.
Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)



 
4.0 out of 5 stars Customer message management for Sales & Marketing, June 7, 2009
I bought this as a follow-up to a MGMA class I attended at which the author was the presenter. The book was almost better than the presentation. It really drives home the need to listen to what your customers are saying and the importance of using language they understand - not just what you think they're saying. It also takes the guess work out of creating marketing communication messages. Sales managers the concept of developing a common message make this a MUST READ for new and experience sales people!
Comment Comment | Permalink | Was this review helpful to you? Yes No (Report this)


Share your thoughts with other customers: Create your own review
 
 
 
Most Recent Customer Reviews

5.0 out of 5 stars Customer Message Management
The book is great. It truly depicts a typical business environment, relationship between sales and marketing, their miscommunication and describes how combining sales and... Read more
Published 9 months ago by Natalia Marshall

4.0 out of 5 stars Bridging the Gap Between Marketing Strategies and Sales Tactics
CMM provides actionable information - nitty-gritty tactical exercises - to get buyer intelligence out of the heads of front-line sales people and into the hands of marketing... Read more
Published 19 months ago by Brenda Shipley

Only search this product's reviews



Customer Discussions

This product's forum
Discussion Replies Latest Post
No discussions yet

Ask questions, Share opinions, Gain insight
Start a new discussion
Topic:
First post:
Prompts for sign-in
 


Active discussions in related forums
Search Customer Discussions
Search all Amazon discussions
   




Product Information from the Amapedia Community

Beta (What's this?)


Look for Similar Items by Category


Look for Similar Items by Subject

 

Feedback

If you need help or have a question for Customer Service, contact us.
 Would you like to update product info or give feedback on images?
Is there any other feedback you would like to provide?

Your comments can help make our site better for everyone.


Your Recent History

 (What's this?)

After viewing product detail pages or search results, look here to find an easy way to navigate back to pages you are interested in.