The Keys to the Kingdom 51 Selling Tips for Efficiently Understanding Your Customer's Business |
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| Author:
| Shonka, Mark
Kosch, Dan |
| ISBN: | 978-0-9855277-0-9 |
| Publication Date: | Jul 2012 |
| Publisher: | Impax
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| Book Format: | Ebook |
| List Price: | USD $6.99 |
Book Description:
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As you read this book, keep this IMPAX Maxim in mind: It's not enough to understand your customer's need. You have to understand your customer's business. This requires a combination of art and science. Art is experience and skill, and science is process and tools. The IMPAX Process focuses on key elements of the research effort: gathering and utilizing data; obtaining information; determining the fit; developing coach relationships and networks; and conducting effective research...
More DescriptionAs you read this book, keep this IMPAX Maxim in mind: It's not enough to understand your customer's need. You have to understand your customer's business. This requires a combination of art and science. Art is experience and skill, and science is process and tools. The IMPAX Process focuses on key elements of the research effort: gathering and utilizing data; obtaining information; determining the fit; developing coach relationships and networks; and conducting effective research meetings. Together, art and science help us do efficient and effective research, which allows us to: determine the right solution, solution fit and business fit; identify the key players, the decision maker and the decision process; and optimize our chances for success.