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Liozu, S: DOLLARIZING DIFFERENTIATION VA
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Description
value propositions. A must-read! - Pierre Schaeffer, Chief Marketing Officer, Thales B2B companies have to be better at understanding their true differentiation and how to translate it into financial benefits for their customers. This book proposes a practical framework for extracting true differentiation and for
dollarizing it. Reading it will change your views on how to draft your customer value propositions!
-Vishaal Jayaswal, Vice President of Client Solutions & Value Strategy, Cox Automotive Inc.
Value-based pricing is much more than a pricing strategy-it is a go-tomarket strategy. This book reinforces that reality and proposes a practical framework for managing value-based transformations. It covers the foundation of marketing: segmentation, differentiation, dollarization, and pricing. Stephan's energetic style and expert perspective shine throughout, making this book an engaging must-read for all commercially focused professionals.
-Kevin Lemke, Vice President of Pricing & Commercial Excellence, Stanley Black and Decker Dollarizing differentiation is the essence of value-based pricing. Liozu proposes concrete and practical guidelines for getting started and for using dollarization in go-to-market strategies. Reading this book will change the way you manage your customer value propositions across your entire organization!
-Tom Wingren, Director of Pricing & Sales Development, Wartsila Marine Solutions
Everyone believes he does value selling, but is that really so? We keep falling into the same traps: thinking value in absolute terms, without reference to a next-best competitive offer; listing benefits but stopping short of putting a dollar tag on them; or, very often, believing value is the same for all customers. Stephan's book is all about avoiding the product-centric traps to really become customer-centric. And unlike most of its kind, it is easy to read and loaded with humor. A compelling read!
-Benoit Rengade, Business Process Owner, Value-based Pricing, Michelin
Product details
Binding:
Paperback
Number of Pages:
256
Release Date:
2016-08-02
Publication Date:
2016-08-02
Publisher:
Value Innoruption Advisors Publishing
Languages:
Published:
English,
Original:
English
ISBN10:
1945815000
ISBN13:
9781945815003
Weight:
376 g
Height:
152 cm
Width:
229 cm
Thickness:
14 cm
Condition
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Good
The items bear minimal signs of past use, such as light scratches or memories in the form of markings. These signs of wear give the items a charming character and tell stories of their previous owners, while not affecting their functionality.
€1,49