Creating the Strategy

Creating the Strategy

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Creating the Strategy is a practical, qhow-toq book that brings together the most important elements of business strategy, B2B marketing theory and sales management. Aimed at those wanting to structure their organisations around the winning a keeping of customers in B2B markets, the book introduces a number of unique and powerful methodologies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance. It looks at those elements responsible for creating outstanding sales and business performance in B2B markets. The book identifies the importance of sales a customer strategy and the role of management; considers all the elements in creating sales and customer strategy, such as Strategic Vision, The Value Proposition and Customer Strategy; examines how sales and customer strategy is managed and considers Direction a Leadership, People a Performance and Motivation a Development; and considers how sales a customer strategy is implemented and considers Action Priorities, Leading Change and Lessons from Consultancy.... of the classic behaviours associated with forming, storming, norming, performing and decaying are being displayed. ... 2 Draw this diagram on a sheet of flip-chart paper and mark the stages from forming through to decaying on the curve.

Title:Creating the Strategy
Author:Rennie Gould
Publisher:Kogan Page Publishers - 2012-08-03


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