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

by Sean Geehan

B2B companies aren’t like B2C companies. They don’t acquire and retain customers with Super Bowl ads, Twitter accounts, or cute, little green geckos. To achieve sustainable, predictable, and profitable growth, you MUST follow a different playbook. Is your planning process true Outside- Inside? Is your executive team directly connected with the management? If you are part of the senior team at a business-to-business enterprise, The B2B Executive Playbook is the most important business book you need to read this year. You may already know that the rules for success are different. But until now, you could not have known how dramatically different...nor the magnitude of how market-driven change will revamp and align your organizations, your career, and your long-term path to success. You’re holding in your hands the first book to address the critical differences between business-to-business (B2B) and business-to-consumer (B2C) companies. In this groundbreaking book, author, speaker, and leading expert in B2B executive strategies Sean Geehan draws upon over 20 years of designing and implementing winning executive playbooks for B2B companies of every size. This playbook is also supported by case studies and research from market-leading B2B companies, including HCL, Harris, Crown Partners, Henny Penny, Springer Science+Business Media, Wells Fargo, Intesource, Oracle, and more. “Leaders in every organization face challenges, but Sean Geehan uncovers the unique set of hurdles leaders in B2B organizations face―then provides us with a tactical playbook anyone can follow for success. This groundbreaking book is the B2B bible.”
―Marshall Goldsmith, author of the New York Times bestsellers MOJO and What Got You Here Won’t Get You There

Genres: Business

260 pages, Hardcover

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.