Описание: Best-Practice EVA tells the new EVA story from the ground up. Stewart covers EVA essentials the classic economic profit version of EVA in the first three chapters of the book. He shows readers how simple and intuitive EVA really is, how it is defined, and why it is better than all other measures of corporate profit.
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 "value". The book sets out how to establish a formal program to continuously capture customer intelligence and insights - the shiny gems of understanding that help prospects to connect the dots - so that value can be consistently articulated in marketing and sales conversations.
By integrating the best ideas and practice from commercial experience and academic research the authors show how to create value across the entire marketing and sales value chain - not only get a new customer, but to continue to create value for future purchases by creating "post-sales" value.
Автор: Cespedes Frank V. Название: Aligning Strategy and Sales ISBN: 1422196054 ISBN-13(EAN): 9781422196052 Издательство: McGraw-Hill Рейтинг: Цена: 3947.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: "It's time to address the enormous cost of the strategy-sales gap." The most crucial connection in an organization seeking to grow is between sales and strategy. But if your company is like most, instead of a strong connection there is a widening gap and too little bang for the buck. This book will help turn the tide for your organization. US companies, for example, invest almost $900 billion annually in their sales forces--more than three times the amount they spend on all media advertising, and twenty times more than the total spent on digital marketing. Yet research indicates that, on average, companies deliver only about 50 to 60 percent of the financial performance their strategies promise. That's a lot of wasted money and managerial effort. "Aligning Strategy and Sales" will help you close the gap, establish the needed connections, and improve both sales and strategy in your organization. From the author's research, practice, and years of work with firms across many industries, you'll learn how to improve performance by: - Articulating strategy in ways that busy people can understand and embrace, and then translating strategic choices into sales tasks that bring results. - Hiring, compensating, and measuring salespeople and performance in ways that are consistent with strategic goals. - Selecting and developing people who can manage as well as sell, and finding practical ways to improve the coordination between sales and other functions required for profitable growth. Usable, thoughtful, and clear, this book will help you drive performance, evaluate sales numbers, and hire or train the people who deal with your customers--from sales and functional heads to HR and the C-suite. Informed by the author's experience and research as a business manager, board member, consultant, and professor at Harvard Business School, "Aligning Strategy and Sales" provides the know-how and tools to do exactly what its title promises.
Описание: The book outlines how companies should synchronize competitive strategies with extant strategies for social engagement and political and regulatory activism in order to build and sustain business success.
Описание: Featuring case studies from firms such as GT Automotive, GE Healthcare China, Vale, Dominos, Swiss Re Americas Division, and Polar Bank, among others, this book combines research and survey results to illustrate a critical set of cultural dynamics that firms need to manage in order to remain competitive.
Автор: Dermine, Jean Название: Bank valuation and value-based management ISBN: 0071624996 ISBN-13(EAN): 9780071624992 Издательство: McGraw-Hill Рейтинг: Цена: 16302.00 р. Наличие на складе: Поставка под заказ.
Описание: Addresses such bank management issues as Basel II and other capital management methods, securitization, resolution for non-performing loans and investments, and the measurement of interest rate risk. This title presents a valuation model that enables institutional bank managers and bank regulators to assess and control value creation and risk.
Автор: Michalski Grzegorz M. Название: Value-Based Working Capital Management ISBN: 1137397993 ISBN-13(EAN): 9781137397997 Издательство: Springer Рейтинг: Цена: 12157.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Value-Based Working Capital Management analyzes the causes and effects of improper cash flow management between entrepreneurial organizations with varying levels of risk.
Автор: Dermine Jean Название: Bank Valuation and Value Based Management: Deposit and Loan ISBN: 0071839488 ISBN-13(EAN): 9780071839488 Издательство: McGraw-Hill Рейтинг: Цена: 23507.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Details asset-liability management and provides rigorous foundations to discuss the control of value creation and risk in banks. This book covers important topics, such as capital management methods, resolution for non-performing loans and investments, and securitization and other structured products.
Описание: Explains various sides of Economic Value Added (EVA) and Value Based Management (VBM), and covers the factors in harnessing EVA and VBM to build shareholder value. This book provides coverage of the steps in implementing EVA, including: determining your cost of capital; and, using accounting adjustments to make EVA a better measure of performance.
Автор: Beames Colin Название: Aligning Workforce and Business Strategies ISBN: 0980644232 ISBN-13(EAN): 9780980644234 Издательство: Неизвестно Цена: 11035.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Автор: G. Michalski Название: Value-Based Working Capital Management ISBN: 1349485209 ISBN-13(EAN): 9781349485208 Издательство: Springer Рейтинг: Цена: 11179.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Value-Based Working Capital Management analyzes the causes and effects of improper cash flow management between entrepreneurial organizations with varying levels of risk.
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