By Lilia Shirman
Customer relevance is on the middle of any profitable profit development technique. 42 ideas for growing to be company Revenue is for firms that are looking to subject extra to the company shoppers and markets that symbolize the best possibilities for development. those confirmed, cross-functional tasks let enterprise leaders to spot and comprehend consumers' context for purchases, and turn out their businesses' worth in ways in which are correct inside that context. Shirman combines years of expertise taking company items to marketplace and interviews with company leaders at Cisco, EMC, Adobe, VMware, Citrix, and others to distill actionable thoughts for B2B owners to force sustainable buyer relevance and profit progress.
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Additional resources for 42 Rules for Growing Enterprise Revenue. Go-to-Market Strategies that Increase Your Relevance to B2B Customers
Understanding the perspective of each stakeholder speeds up the sales process, but it also speeds up adoption and acceptance after the purchase is made. This in turn accelerates the benefits the customer gets from the product. Rule 12 Commit to Long Stays Abroad Growth in foreign markets takes time, patience, and help from the locals Foreign and developing markets provide one of the greatest opportunities for revenue growth. Entire categories of products may not yet be available. In other cases, such as communication, the market may be more advanced and ready for mass adoption of leading-edge products.
It’s core to every successful business. Shirman presents fresh thinking and pragmatic approaches for selecting target markets, understanding customer priorities, and communicating and delivering real value to customers. ” Ken Goldberg, VP, Business Planning and COO, Travel and Transportation Industry, HP Enterprise Services “To avoid commoditization, B2B companies must constantly expand their offerings and innovate how they sell, market, serve, and partner; in short, how they do business. If adding yet another product feature is no longer enough to differentiate, read this book.
As their market matures and competitors catch up on product features, the focus on task-centered needs exposes the vendor to commoditization and margin degradation. In this situation, both differentiation and value diminish over time. To matter to business customers, offer tangible, relevant, and unique value - TRU ValueTM - and deliver it in the way best suited to the customer’s company. That’s a much more ambitious mandate than selling products that meet customer requirements. It requires that you place task-specific and broader business needs in context.