Martyn R. Lewis makes the compelling argument that instead of focusing on their own internal view of how to position and sell their offerings, companies must look to the external reality of how their customers actually buy. Essentially blowing away the threadbare notion that customers buy because of the value they see in an offering, […]
Do you want to make your products successful? Need to adapt to an ever-changing marketplace? Want to learn about how to make your products successful? Need to re-invent the way you develop products? This is the first book that focuses on product owners in all industries for all teams, beyond the Scrum framework: Stop wasting […]
Customer Relationship Management, Fourth Edition continues to be the go-to CRM guide explaining with unrivalled clarity what CRM is, its uses, benefits and implementation. Buttle and Maklan take a managerial perspective to track the role of CRM throughout the customer journey stages of acquisition, retention and development. Theoretically sound and managerially relevant, the book is […]
Financial inclusion has been one of the most propagated ideologies in countries, and as a result, significant efforts have been taken to nurture institutions and systems to include an array of socio-economic classes. Various financial institutions and societies have taken steps toward financial inclusion, but to be successful, they need to understand how to accurately […]
How do you develop products that people will actually use and buy? This practical guide shows you how to validate product and company ideas through customer development research—before you waste months and millions on a product or service that no one needs or wants. With a combination of open-ended interviewing and fast and flexible research […]
Want to know what your users are thinking? If you’re a product manager or developer, this book will help you learn the techniques for finding the answers to your most burning questions about your customers. With step-by-step guidance, Validating Product Ideas shows you how to tackle the research to build the best possible product.
The ultimate guide for Sales Development Representatives, also known as SDRs. In this book you will learn the most advanced prospecting sales skills from recognized leaders in the sales profession. Covering everything from determining the right fit to going deeper and understanding what a customer’s real pain is, The SaaS Sales Method for Sales Development […]
A proven process to get from idea to product-market fit in B2B. Packed with more than 20 case studies, Lean B2B consolidates the best thinking around Business-to-Business (B2B) Customer Development to help entrepreneurs focus on the right actions each step of the way, leaving as little as possible to luck. The book helps: Assess the […]
Your business success is now forever linked to the success of your customers Customer Success is the groundbreaking guide to the exciting new model of customer management. Business relationships are fundamentally changing. In the world B.C. (Before Cloud), companies could focus totally on sales and marketing because customers were often ‘stuck’ after purchasing. Therefore, all […]
2019 Best Business Book, Digital Book World 2019 Axiom Business Book Award Winner Featured in Forbes, NPR’s Marketplace, and a Google Talk, The Customer Centricity Playbook offers “actionable insights to drive immediate value,” according to Neil Hoyne, Head of Customer Analytics and Chief Analytics Evangelist, Google. How did global gaming company Electronic Arts go from […]
The Mom Test is a quick, practical guide that will save you time, money, and heartbreak. They say you shouldn’t ask your mom whether your business is a good idea, because she loves you and will lie to you. This is technically true, but it misses the point. You shouldn’t ask anyone if your business […]
Customers who have inconsistent experiences with products and services are understandably frustrated. But it’s worse for organizations that can’t pinpoint the causes of these problems because they’re too focused on processes. This updated book shows your team how to use alignment diagrams to turn valuable customer observations into actionable insight. With this powerful technique, you […]
