Winning Behavior

Overview

In an age where even the best products are quickly imitated, businesses must constantly find new ways to outpace competitors. Successful companies differentiate themselves not just with superior products, but also by how they behave toward their customers at every touchpoint: service, product development, marketing, branding, bids and proposals, presentations, negotiations, and more.

Behavioral Differentiation is emerging as the ""final frontier"" in competitive strategy, and ...

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Overview

In an age where even the best products are quickly imitated, businesses must constantly find new ways to outpace competitors. Successful companies differentiate themselves not just with superior products, but also by how they behave toward their customers at every touchpoint: service, product development, marketing, branding, bids and proposals, presentations, negotiations, and more.

Behavioral Differentiation is emerging as the ""final frontier"" in competitive strategy, and Winning Behavior shows how leading companies use it to exceed expectations and outperform competitors. This eye-opening book offers case histories and examples from companies like GE, Volvo, EMC, Ritz-Carlton, Wal-Mart, and Harley-Davidson, plus interviews with executives like George Zimmer (Men's Wearhouse), Colleen Barrett (Southwest Airlines), and Gerry Roche (Heidrick & Struggles).

In today's ultracompetitive business landscape, product quality and competitive pricing are prerequisites for staying afloat. Winning Behavior reveals the secrets the best companies use -- and any business can use -- to stay at the pinnacle of success in their industry.

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Product Details

  • ISBN-13: 9780814413678
  • Publisher: AMACOM
  • Publication date: 4/23/2008
  • Pages: 372
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.77 (d)

Meet the Author

Terry R. Bacon (Durango, CO) is the author of Selling to Major Accounts (0-8144-0462-6) and dozens of other books and publications, and the cofounder and president of Lore International Institute. David G. Pugh (Durango, CO) is cofounder and executive vice president of Lore and a recognized authority on marketing, sales, and proposal training.

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Table of Contents

"Preface

1. The Final Frontier

2. We Will Assimilate You

3. You Are How You Behave

4. The Four Ways to Create Behavioral Differentiation

5. The Gold Standards in Behavioral Differentiation

6. Random Acts of Kindness

7. Exceptional Values

8. Living the Promise

9. The Engines that Drive It

10. Why Southwest Airlines Soars: B2C Behavioral Differentiation

11. Searching for Stars: B2B Behavioral Differentiation

12. Creating and Sustaining the Difference"

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