Infinite value: accelerating profitable growth through value-based selling
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
London ; Oxford ; New York ; New Delhi ; Sydney
Bloomsbury Business
2017
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis Inhaltsverzeichnis |
| Beschreibung: | Includes bibliographical references and index |
| Beschreibung: | xiii, 323 Seiten Diagramme |
| ISBN: | 9781472935298 |
Internformat
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| 500 | |a Includes bibliographical references and index | ||
| 650 | 4 | |a Selling | |
| 650 | 4 | |a Value | |
| 650 | 4 | |a Organizational change | |
| 650 | 4 | |a Customer relations | |
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Datensatz im Suchindex
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|---|---|
| adam_text | INFINITE VALUE
/ DAVIES, MARKYYD1962-YYEAUTHOR
: 2017
TABLE OF CONTENTS / INHALTSVERZEICHNIS
FOREWORD / PROFESSOR HUGH WILSON
INTRODUCTION: INFINITE VALUE
ACCELERATING PROFITABLE GROWTH THROUGH VALUE-BASED SELLING
THE INFINITE VALUE CONCEPT
CHALLENGING TRENDS FOR BUSINESS MARKETS
A FALTERING RESPONSE
IS VALUE-BASED BUSINESS A BETTER WAY?
THE 7 ELEMENTS OF THE INFINITE VALUE ORGANISATION
THE 7 ELEMENTS OF VALUE-BASED BUSINESS
THE CUSTOMER VALUE STRATEGY
OFFER DEVELOPMENT & INNOVATION
VALUE-BASED SELLING
KEY ACCOUNT MANAGEMENT
CHANNEL PARTNERSHIPS
VALUE-BASED PRICING
THE VALUE-CENTRIC ORGANISATION
TRANSFORMING TO A VALUE-BASED ORGANISATION
THE VALUE MANAGEMENT TEAM
DEVELOPING VALUE MANAGEMENT CAPABILITY STANDARDS
VALUE-BASED BUSINESS TRANSFORMATION
FINAL THOUGHTS AND FUTURE PREDICTIONS
DIESES SCHRIFTSTUECK WURDE MASCHINELL ERZEUGT.
Titel: Infinite value
Autor: Davies, Mark
Jahr: 2017
Contents
Foreword xi
Professor Hugh Wilson
Introduction: Accelerating profitable growth through
value-based selling 1
Part One The Infinite Value concept
1 Challenging trends for business markets 9
Ever-decreasing circles 9
All the macro-economic levers are being pulled 11
The buyer perspective 13
New norms: New challenges, new rules 15
2 A faltering response 17
Observations from business marketing organizations 17
Value leakage - money that is being left on the table 19
Tensions and the headaches they cause 22
3 Is value-based business a better way? 27
Is there a different way to do business? 27
Will focusing on value improve things? 29
Refresh your business model 32
Focus on value co-creation 34
Infinite Value - a value-based business blueprint 37
4 The seven elements of the Infinite Value organization 39
The seven elements of the value-based business 39
The Infinite Value proposition 43
Value matters 44
Part Two The seven elements of value-based business
5 The customer value strategy 49
Why do you need a customer value strategy (CVS)? 49
The customer value strategy cycle 52
Building an effective customer value strategy 54
Value matters 77
6 Offer development and innovation 79
Improving the future state of your customer 79
Cost, price and value 80
Defining value proposition and customer offer 82
Innovation: Today a peacock, tomorrow a feather duster 85
The value equation 86
The four sources of value impact 90
Total cost of ownership 96
Total cost of partnership 99
How to write a compelling (customer) value proposition 100
The customer value proposition framework 101
Linking customer proposition to the offer 108
Value matters 110
7 Value-based selling 113
The value cloud 113
The four relationship zones 115
The value-based selling cycle 118
Engage with the customer 121
Agree supply terms 139
Deliver the value promise 140
Value matters 146
8 Key account management (KAM) 149
Strategy: Customer by customer 149
Seven reasons why you might need a KAM programme 150
Strategy. Capability. Transformation 153
Building KAM capability 154
Challenges for the key account manager 157
The key account plan 164
Silo busting (managing virtual teams) 169
Nesting KAM plans with the customer footprint 170
The key account manager - a competence framework 176
The critical partnership: KAM and service-based offerings 178
KAM as the future of value-based business 184
Value matters
185
9 Channel partnerships 187
What are third-party channels? 187
Why are third-party channels so important for a value-
centric business? 188
The many faces of your channel partners 190
A secret competitive advantage? 192
Extending your business 194
Selecting and appointing channel partners 196
Extending customer value strategy principles with channel
partners 201
Developing and building channel capability 202
Value matters 206
10 Value-based pricing 209
Pricing customer by customer 209
Price and the marketing mix 212
The top and bottom line leverage effect 214
Connecting value-based business and pricing 215
Pricing and contract structure options 220
Five key focus areas to build value-based pricing capability 222
Value matters 224
11 The value-centric organization 227
The purpose of a business 227
The customer-centric mantra 229
Is value-celling a better way to do business? 234
Treat others as you would like to be treated yourself 239
Challenges and tensions 241
Tips and ideas to build a value-centric business 244
Value matters 246
Part Three Transforming to a value-based organization
12 The value management team 251
Transforming to become a value-based business 251
The missing function: The customer management team 257
Do you need a customer or value management team? 259
How to structure the value management team 261
Tips: How to work as a central consulting function 263
Value matters 265
13 Developing value management standards 267
The capability standards model 267
Mind the gap! 269
Customer value strategy standards 272
Offer development and innovation standards 275
Value-based selling standards 278
Key account management standards 280
Channel management standards 282
Value-based pricing standards 284
Value-based business capability 286
Addressing performance issues (you can t boil the ocean) 288
Value matters 290
14 Value-based business transformation 293
Why transformation is difficult 293
Analysing transformation forces 295
A transformation top tip 297
Planning transformation: Adopting a balanced scorecard
approach 299
Value matters 305
15 Final thoughts and future predictions 309
Final thoughts about Infinite Value 309
Ten predictions for the future 310
Is Infinite Value robust enough to cope with the future? 314
Bibliography 317
Index 321
|
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| isbn | 9781472935298 |
| language | English |
| lccn | 016046565 |
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| spelling | Davies, Mark Verfasser (DE-588)1125476605 aut Infinite value accelerating profitable growth through value-based selling Mark Davies London ; Oxford ; New York ; New Delhi ; Sydney Bloomsbury Business 2017 xiii, 323 Seiten Diagramme txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index Selling Value Organizational change Customer relations Erscheint auch als Online-Ausgabe, ePDF 978-1-4729-3530-4 Erscheint auch als Online-Ausgabe, ePub 978-1-4729-3532-8 LoC Fremddatenuebernahme application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029688506&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029688506&sequence=000003&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Davies, Mark Infinite value accelerating profitable growth through value-based selling Selling Value Organizational change Customer relations |
| title | Infinite value accelerating profitable growth through value-based selling |
| title_auth | Infinite value accelerating profitable growth through value-based selling |
| title_exact_search | Infinite value accelerating profitable growth through value-based selling |
| title_full | Infinite value accelerating profitable growth through value-based selling Mark Davies |
| title_fullStr | Infinite value accelerating profitable growth through value-based selling Mark Davies |
| title_full_unstemmed | Infinite value accelerating profitable growth through value-based selling Mark Davies |
| title_short | Infinite value |
| title_sort | infinite value accelerating profitable growth through value based selling |
| title_sub | accelerating profitable growth through value-based selling |
| topic | Selling Value Organizational change Customer relations |
| topic_facet | Selling Value Organizational change Customer relations |
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