"Hawks, Seagulls, & Mice" is an eye-opening resource for
executives, entrepreneurs, venture capitalist, and everyone else
involved in sales and marketing in business markets. It presents
business-tested conceptual and quantitative models for driving
performance in creating customers and capturing profits in
plain-spoken terms and supported by numerous case studies and
examples. Explore business markets from the following perspectives:
Strategic growth patterns Sales and marketing organization design
Sales and marketing activity management Customer buying process
Psychological and business value communication Sales and marketing
performance audits
"Finally Someone has shifted the old B2B paradigm of sales and
marketing and provided some dynamic, new, easy-to-use, quantitative
models for integrating the two around business goals."
-Gordon Hochhalter, Partner, Creativitystrategyconnectivity, Mobium
Creative Group
""HSM" fills two major gaps in the marketing book
universe-marketing in business-to-business markets and the
integration of sales and marketing functions. Smith addresses these
gaps in a systematic and comprehensive manner. A solid
effort."
-Puneet Manchanda, Associate Professor of Marketing, University of
Chicago Graduate Schools of Business
"Smith's."Hawks, Seagulls, & Mice" is a just-in-time work,
immediately needed by many and useful to all those businesses that
wish to grow their revenues in today's dynamic and exceedingly
complex competitive marketplace."
-Green R. Miller, PhD, Professor of Economics, Morehead State
University
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