Download or read book Total Customer Growth written by Adam Turinas and published by Bublish, Inc.. This book was released on 2023-05-18 with total page 129 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Rock Solid ABM Bible,” - Charles Cantu, founder of Rest Digital “TCG Will be the Next Acronym on Every Marketers Lips,” - Bob Abrahamson, chief marketing officer, pCare “This book is very well written and full of actionable insight. I especially appreciate the many free tools offered for download as part of the book purchase,” - Kelly McDermott, chief marketing officer, of Caregility “A fresh take on ABM. It’s the sort of book you can come back to frequently for how-to’s and ideas,” - Drew Neisser, Founder of CMO Huddles and award-winning author If you have read or considered great books like ABM is B2B by Sangram Vajre or A Practitioner’s Guide to Account-based Marketing by Bev Burgess, you will enjoy this fresh and up-to-date take on ABM. Adam and Ben speak with hundreds of sales and marketing leaders every year. Several recurring issues come up: How to get started with ABM, how to win and grow a more profitable customer base and how to turn marketing into a competitive advantage. This book will answer these questions about ABM and propose a new, more holistic model for making your sales and marketing more effective. ABM is part of the answer and is emerging as the way to acquire new and more profitable customers. In addition, a relatively new concept has emerged called “account-based experience” (ABX) that addresses how to cross-sell, upsell, and convert customers into evangelists. This book proposes a new more efficient model that combines ABM, ABX, and other account-based strategies. We call it… Total Customer Growth Total Customer Growth is a system involving sales, marketing, and customer success to find, engage, convert, and grow profitable customers for life. It is a holistic approach to building a sustainable, long-term business model. We wrote this book as a comprehensive practical guide to ABM, ABX, and Total Customer Growth. The book includes how-to guides, strategic rationales, examples, and references to online resources to help in your journey. The book is divided into four parts: Part 1 - Strategic Foundations of Total Customer Growth Chapter 1 Why ABM Is Transforming B2B Sales and Marketing Chapter 2 The Total Customer Growth Framework Chapter 3 Starting with Intent Chapter 4 Targeting Chapter 5 The Buyer Journey Chapter 6 ABM Campaign Strategies and Personalization Chapter 7 Engagement and Content Planning Part 2 - Putting ABM into Action Chapter 8 The ABM Technology Platform Chapter 9 SDRs: ABM’s Secret Weapon Chapter 10 Measurement Matters Part 3 - ABM to ABX Chapter 11 Envisioning ABX and Total Customer Growth Chapter 12 Account Insight-Driven Growth Chapter 13 Turning Customers into Positive Influencers Part 4 - Get Moving. Get Scaling. Chapter 14 Think/Crawl/Walk/Run Chapter 15 Scaling and Evolving Chapter 16 Being Agile Chapter 17 The Total Customer Growth Organization

Download or read book Product Led Growth written by Bush Wes and published by . This book was released on 2019-05 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"

Download or read book Traction written by Gabriel Weinberg and published by Penguin. This book was released on 2015-10-06 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most startups don’t fail because they can’t build a product. Most startups fail because they can’t get traction. Startup advice tends to be a lot of platitudes repackaged with new buzzwords, but Traction is something else entirely. As Gabriel Weinberg and Justin Mares learned from their own experiences, building a successful company is hard. For every startup that grows to the point where it can go public or be profitably acquired, hundreds of others sputter and die. Smart entrepreneurs know that the key to success isn’t the originality of your offering, the brilliance of your team, or how much money you raise. It’s how consistently you can grow and acquire new customers (or, for a free service, users). That’s called traction, and it makes everything else easier—fund-raising, hiring, press, partnerships, acquisitions. Talk is cheap, but traction is hard evidence that you’re on the right path. Traction will teach you the nineteen channels you can use to build a customer base, and how to pick the right ones for your business. It draws on inter-views with more than forty successful founders, including Jimmy Wales (Wikipedia), Alexis Ohanian (reddit), Paul English (Kayak), and Dharmesh Shah (HubSpot). You’ll learn, for example, how to: ·Find and use offline ads and other channels your competitors probably aren’t using ·Get targeted media coverage that will help you reach more customers ·Boost the effectiveness of your email marketing campaigns by automating staggered sets of prompts and updates ·Improve your search engine rankings and advertising through online tools and research Weinberg and Mares know that there’s no one-size-fits-all solution; every startup faces unique challenges and will benefit from a blend of these nineteen traction channels. They offer a three-step framework (called Bullseye) to figure out which ones will work best for your business. But no matter how you apply them, the lessons and examples in Traction will help you create and sustain the growth your business desperately needs.

Download or read book Fit for Growth written by Vinay Couto and published by John Wiley & Sons. This book was released on 2017-01-10 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: A practical approach to business transformation Fit for Growth* is a unique approach to business transformation that explicitly connects growth strategy with cost management and organization restructuring. Drawing on 70-plus years of strategy consulting experience and in-depth research, the experts at PwC’s Strategy& lay out a winning framework that helps CEOs and senior executives transform their organizations for sustainable, profitable growth. This approach gives structure to strategy while promoting lasting change. Examples from Strategy&’s hundreds of clients illustrate successful transformation on the ground, and illuminate how senior and middle managers are able to take ownership and even thrive during difficult periods of transition. Throughout the Fit for Growth process, the focus is on maintaining consistent high-value performance while enabling fundamental change. Strategy& has helped major clients around the globe achieve significant and sustained results with its research-backed approach to restructuring and cost reduction. This book provides practical guidance for leveraging that expertise to make the choices that allow companies to: Achieve growth while reducing costs Manage transformation and transition productively Create lasting competitive advantage Deliver reliable, high-value performance Sustainable success is founded on efficiency and high performance. Companies are always looking to do more with less, but their efforts often work against them in the long run. Total business transformation requires total buy-in, and it entails a series of decisions that must not be made lightly. The Fit for Growth approach provides a clear strategy and practical framework for growth-oriented change, with expert guidance on getting it right. *Fit for Growth is a registered service mark of PwC Strategy& Inc. in the United States

Download or read book D2C Growth Revolution written by Ramershoven Stefan and published by . This book was released on 2021-02-10 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: WARNING! READING THIS BOOK YOU WILL CHANGE YOUR ENTIRE PERSPECTIVE ON THE CONCEPT OF MARKETING. This book reveals the step-by-step formula for building and growing consumer brands in an environment of ever-increasing consumer-centricity. Are you struggling to turn awareness into sales? Are you sick of throwing money down the bottomless pit called mass media? Do you want to create a competitive edge for your brand? Or do you just want to learn what makes modern D2C brands so successful? Then this is the book for you! Stefan Ramershoven, founder of Kjero - a leading provider of D2C Marketing solutions - and Forbes Under 30 Honoree finally reveals the secrets behind the success of D2C marketing and discloses how to avoid the most common pitfalls of traditional marketing methods. Learn from best practice examples of brands like Nivea, Dollarshaveclub, and Volvo and use these timeless principles to create explosive the growth for your consumer brand. This book will help your brand navigate these turbulent times we live in! A way to generate real, lasting brand growth!

Download or read book Customer Growth A Complete Guide 2019 Edition written by Gerardus Blokdyk and published by . This book was released on 2019 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Customer Growth A Complete Guide - 2019 Edition.

Download or read book Growth Units written by Paul Orlando and published by Paul Orlando. This book was released on 2020-09-03 with total page 104 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do businesses sustainably grow? Whether you're a startup founder trying to improve your odds of success, or a Fortune 100 businessperson looking for ways to optimize an already sustainable business, you will benefit from understanding the ways you acquire customers and generate revenue from them. This book can help. We demonstrate methods to assess and calculate Customer Acquisition Costs (CAC), Lifetime Value (LTV), and more. Looking at 15 case studies from a wide range of business types, we also show how metrics can vary depending on situation and goals. You will learn: - Ways to calculate Customer Acquisition Cost and Lifetime Value with additions like customer segments, cohorts, retention, and more (and why they can be imperfect methods). - How to manage the cost of growth along with potential value generated. - The difference between growing and scaling a business. - Why food delivery businesses with good unit economics shut down. - The difference between taxi and rideshare business models. - Why it made sense for data storage companies to launch too soon. - How varied business types, including mobility, consumer packaged goods, organized crime, art, subscriptions, mattress stores, food delivery, and more thrive or struggle because of these metrics. Written by Paul Orlando, who built and operated startup accelerators in Los Angeles, Hong Kong, and Rome, and who teaches at the University of Southern California, the book explains various approaches you can use in your own company as well as when you evaluate other businesses. The book is a direct, practical guide for startup founders, operators, and students of business.

Download or read book Marketbusters written by Rita Gunther McGrath and published by Harvard Business Press. This book was released on 2005 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: If all firms face similar obstacles to profitable growth, how do some companies successfully burst through these barriers, leaving their competitors in the dust? Rita Gunther McGrath and Ian C. MacMillan argue that an answer to this question lies in MarketBusters. Best of all, the authors say, opportunities for identifying and executing such moves can be unearthed throughout a company’s existing business platform—if managers know where and how to look for them. The authors practical tools and checklists to help leaders determine the best marketbusting move to use in a given situation. Vivid company examples illustrate the moves in practice, and clear guidelines aid managers in implementing their chosen moves effectively. Driving continuous growth is imperative for every leader in every industry. MarketBusters is the field guide that will help them succeed. MARKET BUSTERS OFFERS: * A Unique Perspective on Growth Opportunities: Big “breakthrough” moves are risky and often unsuccessful. Today’s executives are looking to drive growth off a platform of established markets, with existing customers, and with existing products and offerings. This book shows them how to do that. * A Highly Practical Approach: Actionable, tools-oriented focus of this book will appeal to executives under pressure to show results fast.

Download or read book Hacking Growth written by Sean Ellis and published by Crown Currency. This book was released on 2017-04-25 with total page 322 pages. Available in PDF, EPUB and Kindle. Book excerpt: The definitive playbook by the pioneers of Growth Hacking, one of the hottest business methodologies in Silicon Valley and beyond. It seems hard to believe today, but there was a time when Airbnb was the best-kept secret of travel hackers and couch surfers, Pinterest was a niche web site frequented only by bakers and crafters, LinkedIn was an exclusive network for C-suite executives and top-level recruiters, Facebook was MySpace’s sorry step-brother, and Uber was a scrappy upstart that didn’t stand a chance against the Goliath that was New York City Yellow Cabs. So how did these companies grow from these humble beginnings into the powerhouses they are today? Contrary to popular belief, they didn’t explode to massive worldwide popularity simply by building a great product then crossing their fingers and hoping it would catch on. There was a studied, carefully implemented methodology behind these companies’ extraordinary rise. That methodology is called Growth Hacking, and it’s practitioners include not just today’s hottest start-ups, but also companies like IBM, Walmart, and Microsoft as well as the millions of entrepreneurs, marketers, managers and executives who make up the community of Growth Hackers. Think of the Growth Hacking methodology as doing for market-share growth what Lean Start-Up did for product development, and Scrum did for productivity. It involves cross-functional teams and rapid-tempo testing and iteration that focuses customers: attaining them, retaining them, engaging them, and motivating them to come back and buy more. An accessible and practical toolkit that teams and companies in all industries can use to increase their customer base and market share, this book walks readers through the process of creating and executing their own custom-made growth hacking strategy. It is a must read for any marketer, entrepreneur, innovator or manger looking to replace wasteful big bets and "spaghetti-on-the-wall" approaches with more consistent, replicable, cost-effective, and data-driven results.

Download or read book Customer Growth A Complete Guide 2019 Edition written by Gerardus Blokdyk and published by 5starcooks. This book was released on 2019-08-15 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are missed customer growth opportunities costing your organization money? How have you defined all customer growth requirements first? How can you incorporate support to ensure safe and effective use of customer growth into the services that you provide? Record-keeping requirements flow from the records needed as inputs, outputs, controls and for transformation of a customer growth process, are the records needed as inputs to the customer growth process available? How are customer growth risks managed? This astounding Customer Growth self-assessment will make you the principal Customer Growth domain auditor by revealing just what you need to know to be fluent and ready for any Customer Growth challenge. How do I reduce the effort in the Customer Growth work to be done to get problems solved? How can I ensure that plans of action include every Customer Growth task and that every Customer Growth outcome is in place? How will I save time investigating strategic and tactical options and ensuring Customer Growth costs are low? How can I deliver tailored Customer Growth advice instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Customer Growth essentials are covered, from every angle: the Customer Growth self-assessment shows succinctly and clearly that what needs to be clarified to organize the required activities and processes so that Customer Growth outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Customer Growth practitioners. Their mastery, combined with the easy elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Customer Growth are maximized with professional results. Your purchase includes access details to the Customer Growth self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows you exactly what to do next. Your exclusive instant access details can be found in your book. You will receive the following contents with New and Updated specific criteria: - The latest quick edition of the book in PDF - The latest complete edition of the book in PDF, which criteria correspond to the criteria in... - The Self-Assessment Excel Dashboard - Example pre-filled Self-Assessment Excel Dashboard to get familiar with results generation - In-depth and specific Customer Growth Checklists - Project management checklists and templates to assist with implementation INCLUDES LIFETIME SELF ASSESSMENT UPDATES Every self assessment comes with Lifetime Updates and Lifetime Free Updated Books. Lifetime Updates is an industry-first feature which allows you to receive verified self assessment updates, ensuring you always have the most accurate information at your fingertips.

Download or read book Secrets of Question Based Selling written by Thomas Freese and published by Sourcebooks, Inc.. This book was released on 2013-11-05 with total page 441 pages. Available in PDF, EPUB and Kindle. Book excerpt: "After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

Download or read book Grow written by Jim Stengel and published by Crown Currency. This book was released on 2011-12-27 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ten years of research uncover the secret source of growth and profit … Those who center their business on improving people’s lives have a growth rate triple that of competitors and outperform the market by a huge margin. They dominate their categories, create new categories and maximize profit in the long term. Pulling from a unique ten year growth study involving 50,000 brands, Jim Stengel shows how the world's 50 best businesses—as diverse as Method, Red Bull, Lindt, Petrobras, Samsung, Discovery Communications, Visa, Zappos, and Innocent—have a cause and effect relationship between financial performance and their ability to connect with fundamental human emotions, hopes, values and greater purposes. In fact, over the 2000s an investment in these companies—“The Stengel 50”—would have been 400 percent more profitable than an investment in the S&P 500. Grow is based on unprecedented empirical research, inspired (when Stengel was Global Marketing Officer of Procter & Gamble) by a study of companies growing faster than P&G. After leaving P&G in 2008, Stengel designed a new study, in collaboration with global research firm Millward Brown Optimor. This study tracked the connection over a ten year period between financial performance and customer engagement, loyalty and advocacy. Then, in a further investigation of what goes on in the “black box” of the consumer’s mind, Stengel and his team tapped into neuroscience research to look at customer engagement and measure subconscious attitudes to determine whether the top businesses in the Stengel Study were more associated with higher ideals than were others. Grow thus deftly blends timeless truths about human behavior and values into an action framework – how you discover, build, communicate, deliver and evaluate your ideal. Through colorful stories drawn from his fascinating personal experiences and “deep dives” that bring out the true reasons for such successes as the Pampers, HP, Discovery Channel, Jack Daniels and Zappos, Grow unlocks the code for twenty-first century business success.

Download or read book The Product Led Organization written by Todd Olson and published by John Wiley & Sons. This book was released on 2020-09-23 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: A playbook on product-led strategy for software product teams There's a common strategy used by the fastest growing and most successful businesses of our time. These companies are building their entire customer experience around their digital products, delivering software that is simple, intuitive and delightful, and that anticipates and exceeds the evolving needs of users. Product-led organizations make their products the vehicle for acquiring and retaining customers, driving growth, and influencing organizational priorities. They represent the future of business in a digital-first world. This book is meant to help you transform your company into a product-led organization, helping to drive growth for your business and advance your own career. It provides: A holistic view of the quantitative and qualitative insights teams need to make better decisions and shape better product experiences. A guide to setting goals for product success and measuring progress toward meeting them. A playbook for incorporating sales and marketing activities, service and support, as well as onboarding and education into the product Strategies for soliciting, organizing and prioritizing feedback from customers and other stakeholders; and how to use those inputs to create an effective product roadmap The Product-Led Organization: Drive Growth By Putting Product at the Center of Your Customer Experience was written by the co-founder and CEO of Pendo—a SaaS company and innovator in building software for digital product teams. The book reflects the author’s passion and dedication for sharing what it takes to build great products.

Download or read book The Power of Customer Misbehavior written by M. Fisher and published by Palgrave Macmillan. This book was released on 2013-11-01 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: To stay competitive, firms need to build great products but they also need to lend these products to the uses and misuses of their customers and learn extensively from them. This is the first book to explore the idea that allowing customers to adapt features in online products or services to suit their needs is the key to viral growth.

Download or read book Traction written by Gino Wickman and published by BenBella Books, Inc.. This book was released on 2012-04-03 with total page 275 pages. Available in PDF, EPUB and Kindle. Book excerpt: OVER 1 MILLION COPIES SOLD! Do you have a grip on your business, or does your business have a grip on you? All entrepreneurs and business leaders face similar frustrations—personnel conflict, profit woes, and inadequate growth. Decisions never seem to get made, or, once made, fail to be properly implemented. But there is a solution. It's not complicated or theoretical.The Entrepreneurial Operating System® is a practical method for achieving the business success you have always envisioned. More than 80,000 companies have discovered what EOS can do. In Traction, you'll learn the secrets of strengthening the six key components of your business. You'll discover simple yet powerful ways to run your company that will give you and your leadership team more focus, more growth, and more enjoyment. Successful companies are applying Traction every day to run profitable, frustration-free businesses—and you can too. For an illustrative, real-world lesson on how to apply Traction to your business, check out its companion book, Get A Grip.

Download or read book Superconsumers written by Eddie Yoon and published by Harvard Business Review Press. This book was released on 2016-11-29 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Pork dorks. Craftsters. American Girl fans. Despite their different tastes, these eclectic diehards have a lot in common: they’re obsessed about a specific brand, product, or category. They pursue their passions with fervor, and they’re extremely knowledgeable about the things they love. They aren’t average consumers—they’re superconsumers. Although small in number, superconsumers can have an outsized impact on a company’s bottom line. Representing 10% of total consumers, they can drive between 30% to 70% of sales, and they’re usually willing to spend considerably more than the average consumer. And because they’re so engaged and passionate, they can offer invaluable advice to managers looking to improve their products, change their business models, energize their cultures, and attract new customers. In Superconsumers, growth strategy expert Eddie Yoon lays out a simple but extremely effective framework that has helped companies of all types and sizes achieve more sustainable growth: he’ll show you how to find, listen to, and engage with your most passionate and profitable consumers, and then tailor your decisions to meet their wants and needs. Along the way, he’ll let you into the minds and homes of superconsumers of all kinds, revealing what makes them tick and why they’re willing to spend so much more than other consumers. Rich with data and case studies of companies that have implemented superconsumer strategies with great success, Superconsumers is a fun, practical, and inspiring guide for anyone interested in making their best customers even better.

Download or read book Electrical World written by and published by . This book was released on 1925 with total page 1622 pages. Available in PDF, EPUB and Kindle. Book excerpt: