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42 Rules for Growing Enterprise Revenue (2nd Edition): by Lilia Shirman

By Lilia Shirman

Worth is within the eye of the beholder. Do your consumers see your value?

Business purchasers barraged with a ceaseless, deafening cacophony of banal marketing-speak discover ways to concentration completely on details that's without delay proper to them at once. to interact dealers and develop firm revenues, businesses needs to create and show tangible and unique
customer relevance with each buyer contact. during this time-crunched, information-overload reality:

  • Customer relevance is the single technique to generate buyer curiosity and profit growth
  • Customer relevance can't be finished through a unmarried sensible group
  • There isn't any silver bullet--you need to preserve making an attempt new issues and checking out new strategies

42 ideas for starting to be firm Revenue offers sensible rules and confirmed suggestions that strengthen B2B revenues by means of making each point of your enterprise extra correct to shoppers. the foundations disguise serious suggestions, including:

  • Making "Mattering to consumers" your company's center competence
  • Pursuing markets the place you are such a lot relevant
  • Cultivating purchaser collaboration
  • Defining worth and relevance utilizing the shoppers context
  • Using suggestions and specialization to extend relevance
  • Putting shopper relevance into perform via your revenues channels

Lilia Shirman, CEO of a hugely revered Silicon Valley method consultancy, trainer at Stanford University's worldwide Entrepreneurial advertising software, and start-up investor and consultant, stocks the simplest rules and practices from her personal and different executive's reviews taking B2B items to marketplace. Heres an opportunity to benefit from enterprise leaders at Cisco, Adobe, Citrix, VMware, and others to distill actionable thoughts that force sustainable client relevance and profit progress.

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Extra resources for 42 Rules for Growing Enterprise Revenue (2nd Edition): Go-To-Market Strategies that Increase Your Relevance to B2B Customers

Sample text

Existing channel partners and service and support personnel will also need new tools and capabilities. In many cases, you may need to recruit new reps or channel partners with different expertise or within new geographies, and in-region resources deployed to support them. Though entry into a new market does not necessarily involve new products, success will lead to demand for new or modified product features or processes for implementation and service delivery. Make sure product management, R&D, and services groups are prepared to add at least some of these changes to their road map.

Your relevance to customers starts from understanding needs in context, and your ability to deliver tangible, unique value comes from meeting those needs in a way that fits the context of the customer’s business. 42 Rules for Growing Enterprise Revenue focuses on becoming more relevant—about mattering more to the customers and markets that represent the greatest opportunity for growth. Here are numerous integrated, cross-functional initiatives that enable companies to grasp and define the context for revenue opportunities.

But salespeople can’t do it alone. 42 Rules for Growing Enterprise Revenue gives dozens of ideas for turning customer relevance into a company-wide effort. Sales reps want products that deliver on customer needs and are simple to deploy and use in the context of the customer’s business. They want the intelligence and awareness that an effective marketing organization provides. They want the extra boost in deal size that comes from selling well-thought-out service offerings. Sales reps need to be able to articulate to partners and customers why their products are a great ft alongside complementary offerings.

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