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  • Image of What the Customer Wants You to Know
    Image of What the Customer Wants You to Know

    How Everybody Needs to Think Differently About Sales

    by Ram Charan

    More than ever these days, the sales process tends to be a war about price. But there's a better way to think about sales, says best-selling author Ram Charan. Charan defines this new approach to selling as value creation selling (VCS), which he says is radical but nonetheless practical. VCS differentiates you from the competition, paving the way to better pricing, better margins and higher revenue growth built on win-win relationships that deepen over time.

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  • Image of The Customer-Centered Enterprise
    Image of The Customer-Centered Enterprise

    How IBM and Other World-Class Companies Achieve Extraordinary Results by Putting Customers First

    by Harvey Thompson

    If you are going to succeed in business today, you have no choice but to become customer-centered. This summary teaches you exactly what steps you need to take to become customer-centered, and explains what leaders in the field have done to change their focus and vision from an internally driven idea of what the customer wants to an outside-in vision of what the customer wants.

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  • Image of Blown to Bits
    Image of Blown to Bits

    How the New Economics of Information Transforms Strategy

    by Philip Evans, Thomas S. Wurster

    Authors Evans and Wurster maintain that the central tenets of traditional business strategy have been “blown up” by the Internet, eliminating both borders and barriers long taken for granted as part of doing business, as well has hastening the development of standards and common connectivity for many years to come. They focus on several key pieces of what they call the “new economics of information,” including richness and reach, deconstruction, and disintermediation.

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