"In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpose. Account managers and salespeople must be able to identify and capture key opportunities and use a systematic approach to growing the accounts. Here's where they'll find the powerful tools, processes, and techniques to succeed.
Selling to Major Accounts is full of practical, proven approaches to account management. Loaded with examples, tables, charts, checklists, and real-life case studies from the author's vast consulting experience, it...
"In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpo...
"In an age where even the best products are quickly imitated, businesses must constantly find new ways to outpace competitors. Successful companies differentiate themselves not just with superior products, but also by how they behave toward their customers at every touchpoint: service, product development, marketing, branding, bids and proposals, presentations, negotiations, and more.
Behavioral Differentiation is emerging as the ""final frontier"" in competitive strategy, and "Winning Behavior" shows how leading companies use it to exceed expectations and outperform competitors. This...
"In an age where even the best products are quickly imitated, businesses must constantly find new ways to outpace competitors. Successful companie...
"In their book "Winning Behavior," Terry Bacon and David Pugh showed how great companies outperform good ones through ""behavioral differentiation"" -- going beyond superior products and dependable service to connect with customers at every touchpoint. "The Behavioral Advantage" broadens the concept, applying behavioral differentiation to the business-to-business arena.
The best B2B companies depend on a multifront approach to business interaction, and "The Behavioral Advantage" reveals the secrets behind what is essentially a chess game with competitors. To win the game, companies...
"In their book "Winning Behavior," Terry Bacon and David Pugh showed how great companies outperform good ones through ""behavioral differentiation...
Managing a diverse workforce has become even more difficult in today's world. What do Gen-Y employees need from their Baby Boomer managers that Gen-Xers don't? How does gender affect employee-manager relationships? What separates introverts and extroverts? A diverse workforce requires flexibility, sensitivity to a range of values, and respect for each person's intrinsic needs, rights and differences. What People Want combines interesting insights from Terry Bacon's own original research with a set of proven best practices, focusing on the seven needs that matter most to co-workers: trust,...
Managing a diverse workforce has become even more difficult in today's world. What do Gen-Y employees need from their Baby Boomer managers that Gen-Xe...
