Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy by Bristol and Shipley Press Staff, Kristin Zhivago |, NOOK Book (eBook) | Barnes & Noble
Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy

Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy

by Kristin Zhivago
     
 

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Buyers have changed the way they buy. But sellers have been slow to change the way they sell. This disconnect is proving to be frustrating for both sellers and buyers. Sellers aren't getting the sales they need, and buyers aren't getting the information they need to make a buying decision. In this one-of-a-kind revenue-growth how-to book, Revenue Coach Kristin Zhivago

Overview

Buyers have changed the way they buy. But sellers have been slow to change the way they sell. This disconnect is proving to be frustrating for both sellers and buyers. Sellers aren't getting the sales they need, and buyers aren't getting the information they need to make a buying decision. In this one-of-a-kind revenue-growth how-to book, Revenue Coach Kristin Zhivago lays out the method that she has used to help hundreds of business owners and managers reverse-engineer their successful sales so they can manufacture new sales in quantity. Armed with these methods, managers can map out their customers' buying process and take the right steps to support every stage of that buying process. They can position their products and services in a way that will make them more attractive and valuable to prospective customers. They can focus their efforts on marketing and selling methods that will work (and stop wasting money on those that won't); produce content that satisfies buyer concerns; and use social media channels in a way that appeals to customers - and leads to more sales.

Product Details

ISBN-13:
9780974917948
Publisher:
Bristol & Shipley Press
Publication date:
03/01/2011
Sold by:
Barnes & Noble
Format:
NOOK Book
Pages:
294
File size:
854 KB

Meet the Author

Kristin Zhivago is a Revenue Coach who helps CEOs and entrepreneurs increase their revenue by understanding what their customers want to buy and how they want to buy it. Zhivago's proven Roadmap to Revenue method makes it possible to reverse-engineer successful sales so new sales can be manufactured in quantity. It can be used by companies of all sizes, from one-person operations to the largest firms, to remove barriers to the sale and make it easy for customers to buy. Zhivago founded her consultancy, Zhivago Management Partners, Inc., in Silicon Valley in 1979. Clients have included IBM, Dow Jones, Johnson & Johnson, and Bazaarvoice. Zhivago has published hundreds of articles in business publications and sites. She speaks worldwide on revenue generation and is an expert in the customer's buying process. She is the author of a revenue advice blog called The Revenue Journal.

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