9781578604463

The B2B Executive Playbook The Ultimate Weapon for Achieving Sustainable, Predictable and Profitable Growth

by
  • ISBN13:

    9781578604463

  • ISBN10:

    157860446X

  • Format: Hardcover
  • Copyright: 2011-11-29
  • Publisher: Clerisy Press
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Supplemental Materials

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Summary

B2B companies aren't like B2C companies. They don't acquire and retain customers with Super Bowl ads, Twitter accounts, or cute, little green geckos. To achieve sustainable, predictable, and profitable growth, you MUST follow a different playbook. Is your planning process true Outside-Inside? Is your executive team directly connected with the management? If you are part of the senior team at a business-to-business enterprise, The B2B Executive Playbook is the most important business book you need to read this year. You may already know that the rules for success are different. But until now, you could not have known how dramatically different...nor the magnitude of how market-driven change will revamp and align your organizations, your career, and your long-term path to success.

Table of Contents

Forewordp. ix
Introductionp. 1
Setting the Stagep. 10
A Different Gamep. 16
Six Benefits, Four Stepsp. 38
Engagep. 56
Planp. 72
Collboratep. 90
Growp. 110
Implementing The Play Bookp. 126
Avoiding The Four Pitfallsp. 134
Conclusionp. 140
Marketing And Social Mediap. 144
Leveraging Marketing to Drive Organizational Valuep. 146
B2B and Social Mediap. 165
Case Studiesp. 173
HCLp. 174
Oraclep. 182
Harrisp. 194
Intesourcep. 208
Springerp. 216
Wells Fargop. 224
Crown Partnersp. 234
Indexp. 238
Acknowledgmentsp. 243
Table of Contents provided by Ingram. All Rights Reserved.

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