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01/16/2020
Relevant Selling
Jaynie L Smith
Research Proves Customers Value More than Just Price
Relevant Selling, the sequel to best-seller, Creating Competitive Advantage, challenges the all-too-familiar price issue. Many companies lament that price pressure has destroyed their margins – but when customers are surveyed in double-blind studies, we learn that more than 90% of the time, price is not the most important buying factor. This book will teach you how to uncover what is relevant to your market and stop caving in on price. Without relevance, successful negotiation is seriously hindered. More than Just Price
Differentiators are not competitive advantages if they are not relevant to the customer.
Companies must not only sell value, they must also sell what is specifically of value to the customer.
The majority of marketing and advertising efforts rely too heavily on creativity instead of relevance.
Relevant Selling shows you the importance of learning what is most relevant to your customers, your prospects and your different target markets, noting they almost always require tailored messaging to be relevant. You will learn how to obtain and use that valuable information.
Each chapter is loaded with actual case studies and research that demonstrates how companies achieve remarkable results when they sell what is relevant. Many companies are leaving profits on the table each day simply because they lack the research described in this book.
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Who Comes Next? Leadership Succession Planning Made Easy
Mary C. Kelly
Leaders leave. It's inevitable. It might even happen today. Are you prepared? Every organization needs a plan for leadership succession, but few leaders know how to start the process. WHO COMES NEXT? solves that problem and easily guides you through the steps of creating and implementing a viable succession plan.
This essential guidebook simplifies the process and gives you the tools you need to build and activate your leadership succession. You’ll find a comprehensive action plan, a library of all the tools needed to develop and sustain your plan, and a resource guide. You’ll learn how to:
- Communicate with customers about the change
- Identify talent gaps in your succession plan
- Decide which succession planning model to adapt
- Find the next generation of leadership within your organization
- Handle the unique emotional complexities of succession in a family-owned business
Whether you are part of a small, family business, a Fortune 500 company, or a non-profit, you need to start now by answering the question: WHO COMES NEXT?