• Escaping the black hole : minimizing the damage from the marketing-sales disconnect
  • 紀錄類型: 書目-語言資料,印刷品 : 單行本
    副題名: minimizing the damage from the marketing-sales disconnect
    作者: SchmonseesRobert J., 1947-
    出版地: Mason, Ohio
    出版者: Thomson/South-Western;
    出版年: c2005.
    版本: 1st ed.
    面頁冊數: xxii, 211 p.ill. : 24 cm.;
    標題: Marketing -
    標題: Selling. -
    ISBN: 0324301251
    內容註: Discovering the event horizon -- The Schwarzschild radius -- The increasing market complexity -- The changing market dynamics -- The changing communications model -- Understanding the disconnect -- Strategic mistakes -- Missed opportunities -- Closing the gap -- Alignment as a core strategy -- Conceptualizing the ecosystem -- Discovering the holy grail -- Enabling the ecosystem -- Implementing the buyer-centric revenue model -- Understanding the model -- Integrated pipeline management -- Implementing the value-centric communications model -- Understanding the model -- Adopting the VCCM -- Building a value map -- Optimizing the sanctioned content.
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