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There is an emerging art and science of customer value management that is proving its worth inincreased market share and shareholder value for the companies that practice it. Customer value management is about: choosing value (determining what customers really value and developing your value proposition ) delivering value (making sure business processes are aligned with value proposition) communicating value (educating the market on your value proposition)The concepts of customer value management and the practical tools that have been developed to support them are the subject of this book.
There is an emerging art and science of customer value management that is proving its worth inincreased market share and shareholder value for the companies tha
Customer value management is a managerial approach in which customers are perceived as the company’s asset, the value of which may be measured and increased t
This book is an essential guide or foundational toolkit for anyone who is involved in the process of developing, offering or selling any type of product or serv
The key competing texts are practitioner-focused ‘how to’ guides, whilst our book combines rigorous theory with practical insight and examples, with authors
Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovation
