Can I read Value-ology : Aligning Sales and Marketing to Shape and Deliver Profitable Customer Value Propositions on EtoBox?

Value-ology : Aligning Sales and Marketing to Shape and Deliver Profitable Customer Value Propositions by Simon Kelly, Paul Johnston, Stacey Danheiser (auth.) is a nonfiction available to read on EtoBox.

What is Value-ology : Aligning Sales and Marketing to Shape and Deliver Profitable Customer Value Propositions about?

This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America.  It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it’s not relevant to the audience or the prospect doesn’t even know the content exists. Furthermore 58% of deals end up in “no decision” because Sales has not presented value effectively. Companies are creating lots of noise but failing to resonate with the customers. So what? The danger, aside from marketing wasting tens of millions of dollars on ineffective content and tools, is that customers will disengage. 94% of prospects say they have completely disengaged with vendors because of irrelevant content. In order to grow fast, the authors argue, Sales and Marketing teams need to slow down. They need to work together to truly understand their customers’ needs, wants, motivations and pain points so that they can offer customized

Who reads Value-ology : Aligning Sales and Marketing to Shape and Deliver Profitable Customer Value Propositions?

Author

Simon Kelly, Paul Johnston, Stacey Danheiser (auth.)

Publisher

Springer International Publishing Imprint : Palgrave Macmillan

Published

2017

Language

EN

ISBN

9783319456256

Category

nonfiction

Updated

2026-03-24