Competing for Customers: Why Delivering Business Outcomes Is Critical in the Customer First Revolution

By Jeb Dasteel, Amir Hartman, Craig Legrande
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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About the Hardcover

Publisher Pearson FT Press
Publish date 11/15/2015
Pages 224
ISBN-13 9780134172200
ISBN-10 0134172205
Language English