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Customer Relations

  • The must-read summary of Michael Basch's book: "Customer Culture: How FedEx and Other Great Companies Put the Customer First Every Day".This summary of the ideas from Michael Basch's book "Customer Culture" shows how building a business that focuses exclusively on what the customer wants requires the right systems to be put in place so that the company consistently acts to...
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  • The must-read summary of Michael Bosworth and John Holland's book: "Customer Centric Selling: The Message Driven Sales Process".This complete summary of the ideas from Michael Bosworth and John Holland's book "Customer Centric Selling" shows how marketers and salespeople should work together to achieve more. Customer centric selling is a system where salespeople and marketers come together and use sales-ready messages...
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  • The must-read summary of Michael Treacy and Fred Wiersema’s book: “The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market”. This complete summary of the ideas from Michael Treacy and Fred Wiersema’s book “The Discipline of Market Leaders” shows how it is important for companies to select a unique value to deliver to customers in order...
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  • The must-read summary of Michael Watkins' book: "Shaping the Game: The New Leader's Guide to Effective Negotiating".This complete summary of the ideas from Michael Watkins' book "Shaping the Game" shows that the only real source of business momentum comes from effective negotiation with others: the most powerful leaders are always the most successful negotiators. In his book, the author explains...
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  • The must-read summary of Mike Schultz and John E. Doerr's book: "Rainmaking Conversations: Influence, Persuade and Sell in Any Situation".This complete summary of the ideas from Mike Schultz and John E. Doerr's book "Rainmaking Conversations" explains that sales conversations which fill the new customer pipeline, win new deals and create new opportunities are based on the RAIN acronym: Rapport, Aspirations...
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  • The must-read summary of Patricia B. Seybold's book: Customers.com: How to Create a Profitable Business Strategy for the Internet and Beyond".This complete summary of the ideas from Patricia B. Seybold's book "Customers.com" shows how your existing customers are the key to developing and implementing a successful e-commerce strategy. In her book, Patricia B. Seybold explains how you can position yourself...
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  • The must-read summary of Patricia Seybold's book: "Outside Innovation: How Your Customers Will Co-Design Your Company's Future".This complete summary of the ideas from Patricia Seybold's book "Outside Innovation" shows how the best way to innovate today is to open up your business to your most passionate customers and let them become an integral part of your overall innovation process. This...
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  • The must-read summary of Patricia Seybold's book: "The Customer Revolution: How to Thrive When Customers Are in Control".This complete summary of the ideas from Patricia Seybold's book "The Customer Revolution" shows how a business revolution is underway – customers are literally transforming industries from the outside in and reshaping companies by deciding how they want to use the products and...
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  • The must-read summary of Patrick Barwise and Sean Meehan's book: "Simply Better: Winning and Keeping Customers by Delivering What Matters Most".This complete summary of the ideas from Patrick Barwise and Sean Meehan's book "Simply Better" highlights how the benefits of differentiation have been overstated. Instead of wanting something unique or even a cutting edge product, most customers simply want a...
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  • The must-read summary of Paul and Sarah Edwards and Laura C. Douglas' book: "Getting Business to Come to You: Everything You Need to Do Your Own Advertising & Sales Promotions".This complete summary of the ideas from Paul and Sarah Edwards and Laura C. Douglas' book "Getting Business To Come To You" shows that the only truly essential element for a...
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  • The must-read summary of Philip Kotler, Hermawan Kartajaya and Iwan Setiawan's book: "Marketing 3.0: From Products to Customers to the Human Spirit".This complete summary of the ideas from Philip Kotler, Hermawan Kartajaya and Iwan Setiawan's book "Marketing 3.0" charts the movements of marketing strategies and suggests how businesses should market themselves today. In their book, the authors explain the evolution...
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  • The must-read summary of Ram Charan's book: "What the Customer Wants You to Know: How Everybody Needs to Think About Sales Differently".This complete summary of the ideas from Ram Charan's book "What the Customer Wants You to Know" reveals that the traditional sales process is broken. Customers today have so many choices that if all you focus on is price,...
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  • The must-read summary of Richard C. Whiteley's book: "The Customer Driven Company: Moving from Talk to Action".This complete summary of the ideas from Richard C. Whiteley's book "The Customer Driven Company" shows that customer satisfaction is the key to a long-term, successful business. In his book, the author explains the seven fundamentals of a customer driven business. Successful companies will...
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  • The must-read summary of Robbie Kellman Baxter's book: "The Membership Economy: Find Your Superusers, Master the Forever Transaction and Build Recurring Revenue".This complete summary of the ideas from Robbie Kellman Baxter's book "The Membership Economy" highlights the fact that more and more corporate giants (like Apple and Amazon) are re-thinking their business models to go from selling individual products to...
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  • The must-read summary of Robert Bloom's book: "The New Experts: Win Today's Newly Empowered Customers at Their 4 Decisive Moments".This complete summary of the ideas from Robert Bloom's book "The New Experts" presents the four key customer contact moments: first contact, transaction, continued use of the product and advocacy (repeat customers). In his book, the author explains very specific ways...
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  • The must-read summary of Robert Hiebeler, Thomas Kelly and Charles Ketteman's book: "Best Practices: Building Your Business With Customer-Focused Solutions".This complete summary of the ideas from Robert Hiebeler, Thomas Kelly and Charles Ketteman's book "Best Practices" shows a research project to identify specifically what world-class companies do better than anyone else. Six business processes were identified and labeled ''best practices"...
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