http://worldcat.org/entity/work/id/35480731

The one to one B2B customer development strategies for the business-to-business world

Don Peppers and Martha Rogers pioneered the one to one customer movement that has swept corporate America, their books have sold more than 400,000 copies. In "One to One B2B," they laser in on the challenges and opportunities involved in implementing a one to one marketing program within companies that sell to other businesses, drawing on the experiences of executives on the front lines of the B2B sector. It's more essential than ever for companies to gain a competitive edge and build profits through strong customer relationships. Analyzing the experiences of seven companies in various industries, Peppers and Rogers shed light on such critical issues as hiring and training, structure, sales, channel conflicts, multiple product lines, and much more. Peppers and Rogers skillfully distill their lessons into proven, reliable guidelines -- from the recommendation that sales forces concentrate on increasing their share of customer rather than on increasing market share to invaluable advice on the art of selling to specific business customers. The result is an indispensable handbook for successful business-to-business sales and marketing techniques.

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