Unavailable
Unavailable
Unavailable
Ebook502 pages6 hours
Behavioral Advantage: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena
Rating: 0 out of 5 stars
()
Currently unavailable
Currently unavailable
About this ebook
In their book Winning Behavior, Terry Bacon and David Pugh showed how great companies outperform good ones through "behavioral differentiation" -- going beyond superior products and dependable service to connect with customers at every touchpoint. The Behavioral Advantage broadens the concept, applying behavioral differentiation to the business-to-business arena.
The best B2B companies depend on a multifront approach to business interaction, and The Behavioral Advantage reveals the secrets behind what is essentially a chess game with competitors. To win the game, companies must develop a carefully plotted opening game, with all internal values, policies, practices, and behaviors fully aligned. A smart and efficient middle game lets the company build and strengthen its position, and the endgame assures victory and lays the groundwork for future business.
Just as individual customers do, B2B customers remember those companies whose behavior consistently and significantly outshines even strong competitors. These firms create a lasting advantage -- and reap the profits that come with it.
The best B2B companies depend on a multifront approach to business interaction, and The Behavioral Advantage reveals the secrets behind what is essentially a chess game with competitors. To win the game, companies must develop a carefully plotted opening game, with all internal values, policies, practices, and behaviors fully aligned. A smart and efficient middle game lets the company build and strengthen its position, and the endgame assures victory and lays the groundwork for future business.
Just as individual customers do, B2B customers remember those companies whose behavior consistently and significantly outshines even strong competitors. These firms create a lasting advantage -- and reap the profits that come with it.
Unavailable
Related to Behavioral Advantage
Related ebooks
The Behavioral Advantage: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena Rating: 0 out of 5 stars0 ratingsSummary of The Challenger Sale: Taking Control of the Customer Conversation Rating: 0 out of 5 stars0 ratingsPowerful Proposals: How to Give Your Business the Winning Edge Rating: 0 out of 5 stars0 ratingsSpeaking Up at Work: Leading Change as an Independent Thinker Rating: 0 out of 5 stars0 ratingsThe Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon | Conversation Starters Rating: 5 out of 5 stars5/5The Business Tree Rating: 0 out of 5 stars0 ratingsMarketing the Legal Mind: A Search For Leadership - 2014 Rating: 0 out of 5 stars0 ratingsThe Breakthrough Imperative: How the Best Managers Get Outstanding Results Rating: 4 out of 5 stars4/5The Vitality Imperative: How connected leaders and their teams achieve more with less time, money, and stress Rating: 0 out of 5 stars0 ratingsYour Hidden Game: Ten Invisible Agreements That Can Make or Break Your Business Rating: 0 out of 5 stars0 ratingsBe Brilliant! How to Master the Sales Skill of Persuasive Questioning: How to Master the Sales Skill of Persuasive Questioning Rating: 0 out of 5 stars0 ratingsWhy Customers Really Buy: Uncovering the Emotional Triggers That Drive Sales Rating: 0 out of 5 stars0 ratingsRelax, It's Only Uncertainty: Lead the way when the way is changing Rating: 4 out of 5 stars4/5Hedge Funds For Dummies Rating: 0 out of 5 stars0 ratingsClosing the Execution Gap: How Great Leaders and Their Companies Get Results Rating: 0 out of 5 stars0 ratingsThe Conscience Code: Lead with Your Values. Advance Your Career. Rating: 0 out of 5 stars0 ratingsThe Secret Language of Influence: Master the One Skill Every Sales Pro Needs Rating: 0 out of 5 stars0 ratingsThe Other Side of the Table Rating: 0 out of 5 stars0 ratingsBrand Resilience: Managing Risk and Recovery in a High-Speed World Rating: 0 out of 5 stars0 ratingsFive Key Lessons from Top Money Managers Rating: 0 out of 5 stars0 ratingsPremeditated Selling: Tools for Developing the Right Strategy for Every Opportunity Rating: 0 out of 5 stars0 ratingsThrough Their Eyes - An Empathetic Sales Professional's Guide to Success Rating: 0 out of 5 stars0 ratingsMastering the Complex Sale: How to Compete and Win When the Stakes are High! Rating: 3 out of 5 stars3/5Influence and Impact: Discover and Excel at What Your Organization Needs From You The Most Rating: 0 out of 5 stars0 ratingsSales Success Stories - 60 Stories from 20 Top 1% Sales Professionals Rating: 4 out of 5 stars4/5Excellence Every Day: Make the Daily ChoiceInspire Your Employees and Amaze Your Customers Rating: 0 out of 5 stars0 ratings
Strategic Planning For You
Creating a Business Plan For Dummies Rating: 3 out of 5 stars3/5Strategy Skills: Techniques to Sharpen the Mind of the Strategist Rating: 4 out of 5 stars4/5Start with Strategy: Craft Your Personal Real Estate Portfolio for Lasting Financial Freedom Rating: 0 out of 5 stars0 ratingsPlay Bigger: How Pirates, Dreamers, and Innovators Create and Dominate Markets Rating: 4 out of 5 stars4/5Business Plan Checklist: Plan your way to business success Rating: 5 out of 5 stars5/5The 10X Rule: The Only Difference Between Success and Failure Rating: 5 out of 5 stars5/5The Art of War: A New Translation Rating: 4 out of 5 stars4/5The Checklist Manifesto (Review and Analysis of Gawande's Book) Rating: 0 out of 5 stars0 ratingsStart Your Own Business: The Only Startup Book You'll Ever Need Rating: 3 out of 5 stars3/5Summary of Blue Ocean Strategy: by W. Chan Kim and Renée A. Mauborgne | Includes Analysis Rating: 4 out of 5 stars4/5How to Master the Art of Selling (Review and Analysis of Hopkins' Book) Rating: 0 out of 5 stars0 ratingsSummary: Made to Stick: Review and Analysis of the Heath Brothers' Book Rating: 0 out of 5 stars0 ratingsSummary of The 33 Strategies of War: by Robert Greene - A Comprehensive Summary Rating: 0 out of 5 stars0 ratingsNeuroscience for Leadership: Harnessing the Brain Gain Advantage Rating: 0 out of 5 stars0 ratingsHagakure: The Book of the Samurai Rating: 4 out of 5 stars4/5Time Management (The Brian Tracy Success Library) Rating: 5 out of 5 stars5/5The One Page Business Plan (Review and Analysis of Horan's Book) Rating: 5 out of 5 stars5/5Start at the End: How Companies Can Grow Bigger and Faster by Reversing Their Business Plan Rating: 5 out of 5 stars5/5The 12 Week Year (Review and Analysis of Moran and Lennington's Book) Rating: 5 out of 5 stars5/5The Ultimate Sales Machine (Review and Analysis of Holmes' Book) Rating: 4 out of 5 stars4/5MONEY Master the Game (Review and Analysis of Robbins' Book) Rating: 5 out of 5 stars5/5Execution (Review and Analysis of Bossidy and Charan's Book) Rating: 0 out of 5 stars0 ratingsScaling Up: How a Few Companies Make It...and Why the Rest Don't (Rockefeller Habits 2.0 Revised Edition) Rating: 4 out of 5 stars4/5How to Grow Your Small Business: A 6-Step Plan to Help Your Business Take Off Rating: 4 out of 5 stars4/57 Powers: The Foundations of Business Strategy Rating: 5 out of 5 stars5/5Cracked it!: How to solve big problems and sell solutions like top strategy consultants Rating: 1 out of 5 stars1/5New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Rating: 4 out of 5 stars4/5The Nonprofit Strategy Revolution: Real-Time Strategic Planning in a Rapid-Response World Rating: 4 out of 5 stars4/5The AI Factor: How to Apply Artificial Intelligence and Use Big Data to Grow Your Business Exponentially Rating: 0 out of 5 stars0 ratings
Reviews for Behavioral Advantage
Rating: 0 out of 5 stars
0 ratings
0 ratings0 reviews