Competing for Customers

Why Delivering Business Outcomes is Critical in the Customer First Revolution

Business & Finance, Management & Leadership, Leadership, Management
Cover of the book Competing for Customers by Jeb Dasteel, Amir Hartman, Craig LeGrande, Pearson Education
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Author: Jeb Dasteel, Amir Hartman, Craig LeGrande ISBN: 9780134172941
Publisher: Pearson Education Publication: January 29, 2016
Imprint: Pearson FT Press Language: English
Author: Jeb Dasteel, Amir Hartman, Craig LeGrande
ISBN: 9780134172941
Publisher: Pearson Education
Publication: January 29, 2016
Imprint: Pearson FT Press
Language: English

Business-to-business customer expectations have changed. To survive—and thrive—in today’s economy, where customers are constantly reevaluating their purchases and looking at options never available before, you need to deliver business outcomes, not features and functionality.

 

Suddenly, your “sale” is no longer a one-time event: it’s a relationship that demands continuous care and nurturing. You need to constantly deliver, measure, and demonstrate the value you create for your customers.

 

Like it or not, it’s your job to make sure your customers succeed—and keep on succeeding—with what you’ve sold them. That job has a name: “Customer Success.”

 

Delivering customer success means radically changing the way you engage with customers—from sales, to marketing, to engineering and support. This book gives you a complete framework for doing just that. Step by step, you’ll learn how to make sure your customers are achieving business outcomes from your offerings…now, next year, and for years to come.

 

Embed customer success in your organizational DNA, in 3 steps:

**Listen *:***Truly understand what it means for your customers to succeed with your offerings
***Engage:***Start a productive dialogue, collaborate to solve problems, and promote awareness of the value you create
***Ensure:***Innovate to deliver on your promises, prove it to the customer, and build retention 

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

Business-to-business customer expectations have changed. To survive—and thrive—in today’s economy, where customers are constantly reevaluating their purchases and looking at options never available before, you need to deliver business outcomes, not features and functionality.

 

Suddenly, your “sale” is no longer a one-time event: it’s a relationship that demands continuous care and nurturing. You need to constantly deliver, measure, and demonstrate the value you create for your customers.

 

Like it or not, it’s your job to make sure your customers succeed—and keep on succeeding—with what you’ve sold them. That job has a name: “Customer Success.”

 

Delivering customer success means radically changing the way you engage with customers—from sales, to marketing, to engineering and support. This book gives you a complete framework for doing just that. Step by step, you’ll learn how to make sure your customers are achieving business outcomes from your offerings…now, next year, and for years to come.

 

Embed customer success in your organizational DNA, in 3 steps:

**Listen *:***Truly understand what it means for your customers to succeed with your offerings
***Engage:***Start a productive dialogue, collaborate to solve problems, and promote awareness of the value you create
***Ensure:***Innovate to deliver on your promises, prove it to the customer, and build retention 

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