42 Rules for Growing Enterprise Revenue. Go-to-Market - download pdf or read online

By Lilia Shirman

ISBN-10: 1607730014

ISBN-13: 9781607730019

Customer relevance is on the middle of any winning profit development process. 42 ideas for growing to be company Revenue is for corporations that are looking to subject extra to the enterprise shoppers and markets that symbolize the best possibilities for development. those confirmed, cross-functional projects enable company leaders to spot and comprehend buyers' context for purchases, and end up their businesses' worth in ways in which are correct inside of that context. Shirman combines years of expertise taking company items to industry and interviews with enterprise leaders at Cisco, EMC, Adobe, VMware, Citrix, and others to distill actionable techniques for B2B owners to force sustainable client relevance and profit progress.

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Extra resources for 42 Rules for Growing Enterprise Revenue. Go-to-Market Strategies that Increase Your Relevance to B2B Customers

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You keep drifting around the room, throwing quarters in at random. Getting thirsty? No Cokes to show for all those quarters? This is obviously an inefficient way to spend your money. Yet, many companies drift into this pattern of investment as they grow. Product lines, sales channels, and go-to-market approaches diverge not only from each other, but from what really matters to customers—convenience, simplicity, and a ft for their businesses. Even seemingly clear objectives like revenue targets sometimes get derailed due to a lack of cross-functional alignment.

When you follow the excellent strategies outlined by Lilia Shirman in 42 Rules for Growing Enterprise Revenue, that’s exactly what will happen. com Intro The concept of customer centricity is over a decade old. In that time, companies have improved at tracking customer information, incorporating customer input into product design, and identifying customer needs in their sales and marketing messages. Despite these advances, the most frequent complaints by decision makers involved in complex purchases are that vendors don’t listen, don’t understand their problems, and don’t convincingly articulate value.

If you already have a presence in a region, bring your on-location staff to headquarters regularly and send executives to their region to develop firsthand understanding. If you do not yet have a presence in a specific country, gather insights from both locals and foreigners already conducting business in that country. Investigate the unique challenges that local customers and foreign companies encounter in the market, and be prepared to address them. Evaluate whether the cultural norms of doing business there align with your company’s values.

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42 Rules for Growing Enterprise Revenue. Go-to-Market Strategies that Increase Your Relevance to B2B Customers by Lilia Shirman


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