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The Hidden Wealth of Customers - Realizing the Untapped Value of Your Most Important Asset (Hardcover)
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The Hidden Wealth of Customers - Realizing the Untapped Value of Your Most Important Asset (Hardcover)
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Total price: R631
Discovery Miles: 6 310
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Introducing "return on relationship" with your most valued
customers The traditional model of growing your business--by
relying on employees in sales, marketing, and product
development--is dying. Today's most successful companies are taking
a different approach: getting customers to market, sell, and create
products for them. In assessing client value, most companies look
at the money paid for their goods and services. But in this book,
Customer Strategy Group CEO Bill Lee offers a compelling new vision
for growth by maximizing your "return on relationship" with select
customers--those that offer rich sources of hidden wealth. A
different type of ROI, this strategy of making the most of your
firm's existing relationships is a modern approach to customer
relations--one that yields a distinct business advantage.
Illustrated by numerous case studies--Salesforce.com, SAS
Institute, 3M, Microsoft, and others--The Hidden Wealth of
Customers shows the value some customers can have by helping to
market your offerings, penetrate foreign markets, leverage the
demand-generating power of social media, build customer
communities, improve innovation, and more. Lee explains how to
effectively engage this crucial audience, which has the power to
keep your strategy focused on important customer issues and
increase profitability. When done right, your best customers will
prospect for you while also speeding product adoption and improving
customer satisfaction and long-term loyalty. Consider this book a
blueprint for finally making the most out of your most valuable
customer relationships.
General
Imprint: |
Harvard Business Review Press
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Country of origin: |
United States |
Release date: |
June 2012 |
First published: |
June 2012 |
Authors: |
Bill Lee
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Dimensions: |
234 x 155 x 22mm (L x W x T) |
Format: |
Hardcover
|
Pages: |
240 |
ISBN-13: |
978-1-4221-7231-5 |
Categories: |
Books >
Business & Economics >
General
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LSN: |
1-4221-7231-7 |
Barcode: |
9781422172315 |
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