Value-ology Aligning sales and marketing to shape and deliver profitable customer value propositions /

• Main Authors: Kelly, Simon (Author), Johnston, Paul (Author), Danheiser, Stacey (Author)
• Corporate Author: SpringerLink (Online service)
• Format: Electronic eBook
• Language: English
• Published: Cham : Springer International Publishing : Imprint: Palgrave Macmillan, 2017.
• Subjects: Business.; Industrial management > Environmental aspects.; Organization.; Planning.; Manpower policy.; Management.; Industrial management.; Business and Management.; Innovation/Technology Management.; Human Resource Development.; Sustainability Management.

This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America. It has never b...

Table of Contents:

• Chapter1
• Unlocking Customer Value Chapter2
• What is Value? Chapter3
• Value Propositions Chapter4
• Value Conversations Chapter5
• Unearthing Customer Value Chapter6
• From Value Propositions to solutions Chapter7
• Developing Coherent Campaigns Chapter8
• Align or Die Chapter9
• New Value Curve.