B2B Executive Playbook: The Ultimate Weapon for Achieving Sustainable, Predictable and Profitable Growth

by Sean Geehan

The first book completely focused on successfully running B2B, which is very different from B2C. The fate of a B2B lies in the hands of a few individuals so what ultimately determines if a company thrives, or even survives, is how these key relationships are targeted, structured and managed. Over 30 percent of all B2B product development, marketing, and other discretionary dollars are wasted. When the realities of B2B marketplace are not integrated into a company's SOP, it is more likely that the company is wasting money as well as the employees' time and efforts. If the budget and plans aren't structured for B2B specifically, they won't move the meter. But there is good news -- there is a corresponding equal amount of potential revenue, growth and prosperity. The leading B2B companies dramatically build their top and bottom lines when leaders realize that success, undeniably and unquestionably, resides with how they engage with the their customers and how that will drive their internal alignment and operations. What is it that they are doing differently than their competition and others in their industry that drive revenue growth, deliver predictable earnings, retain and grow customers and develop new offerings that customers will not only buy, but for which they will pay premiums.

Genres: Business

287 pages, Kindle Edition

First published April 1, 2010

Reviews

[Thakurani · Rating 2 out of 5]

Too focused on large organizations. These strategies dont really apply to smes

[John · Rating 3 out of 5]

The core message of this book is that the most critical lever for B2B success is executive-to-executive relationships between the B2B vendor and its customers. All other ideas in the book flow from this central point. Useful but lengthier than it needed to be.

[Silvio Pellas · Rating 4 out of 5]

Winding but solid

The idea of customer councils I believe is killer. But the book could have been edited much more to deliver the idea in a more succinct manner.

[Theodore Kinni · Rating 3 out of 5]

This is the first book I've seen on how to engage executive customers, by an expert in the field. I helped edit it.