The Resource How customers buy<U+0085>& why they don't, Mapping and Managing the Buying Journey DNA, Martyn R. Lewis, (ebook)

How customers buy<U+0085>& why they don't, Mapping and Managing the Buying Journey DNA, Martyn R. Lewis, (ebook)

Label
How customers buy<U+0085>& why they don't, Mapping and Managing the Buying Journey DNA
Title
How customers buy<U+0085>& why they don't
Title number
Mapping and Managing the Buying Journey DNA
Statement of responsibility
Martyn R. Lewis
Creator
Contributor
Subject
Genre
Language
eng
Summary
Lewis makes a compelling argument that businesses must look beyond their own internal view of how something is sold, to the external reality of how customers actually buy. He asserts that no one buys anything because of a sales process; customers only buy because of their own buying process. And so, for all those whose livelihood depends upon successful revenue generation, the only rational course of action is to positively influence and effectively manage the end-to-end customer-buying journey. The simple failure of mousetrap logic-that is, the quality of the product or value proposition of the service is sufficient to convince customers to make a purchase-is at the heart of most revenue generation challenges today. How Customers Buyảnd Why They Don't shows that vendors are too often trying to solve the wrong problem, because customers actually do "get it," they just don't buy tithe book starts by explaining Outside-in Revenue Generation. It then decodes the six elements of the Customer Buying Journey DNA. It defines the nine Buying Concerns, any one of which can derail a purchase. It unveils the deceptively simple and elegant 4Q Buying Style Quadrant that unlocks the intricacies of how buyers actually think. The second section of the book explains what you can do about customers not buying your products or services. It reveals that there are only four things-Sales and Marketing Imperatives-that can be done to positively impact the market. It goes on to walk the reader through the development of the Market Engagement Strategy. The final section of the book translates the five components of the Market Engagement Strategy into actionable sales and marketing behaviors
Cataloging source
Midwest
http://library.link/vocab/creatorName
Lewis, Martyn R
Index
no index present
Literary form
non fiction
Nature of contents
dictionaries
http://library.link/vocab/relatedWorkOrContributorName
hoopla digital
http://library.link/vocab/subjectName
  • Strategic planning
  • Development
  • Business Development
Target audience
adult
Label
How customers buy<U+0085>& why they don't, Mapping and Managing the Buying Journey DNA, Martyn R. Lewis, (ebook)
Link
Instantiates
Publication
Distribution
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Dimensions
unknown
Extent
1 online resource
Form of item
  • online
  • electronic
Governing access note
Digital content provided by hoopla
Isbn
9781635765236
Isbn Type
(electronic bk.)
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Publisher number
MWT12199045
Specific material designation
remote
Stock number
12199045
System control number
MWT12199045
System details
Mode of access: World Wide Web
Label
How customers buy<U+0085>& why they don't, Mapping and Managing the Buying Journey DNA, Martyn R. Lewis, (ebook)
Link
Publication
Distribution
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Dimensions
unknown
Extent
1 online resource
Form of item
  • online
  • electronic
Governing access note
Digital content provided by hoopla
Isbn
9781635765236
Isbn Type
(electronic bk.)
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Publisher number
MWT12199045
Specific material designation
remote
Stock number
12199045
System control number
MWT12199045
System details
Mode of access: World Wide Web

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