What The Customer Wants You To Know by Ram Charan

What The Customer Wants You To Know by Ram Charan

The bestselling author of What the CEO Wants You to Know teaches you how to rethink sales from the outside in. More than ever, these days, the sales process often turns into a war about price -- a frustrating, unpleasant war that takes all the fun out of selling. But there's a better way to think about sales, says bestselling author Ram Charan, who is famous for clarifying and simplifying difficult business problems. Instead of starting with your product or service, start with your customer's problems. Focus on becoming your customer's trusted partner, someone he or she can turn to for creative, cost-effective solutions that are based on your deep knowledge of your customer's values, goals, and problems. This powerful book will teach you: -- How to gain a deeper knowledge of your customer's company, including costs, values, and how decisions really get made -- How to help your customer improve margins and drive revenue growth -- How to focus on your customer's customers -- How to work with other departments in your own company to customize better solutions -- How to make price much less of an issue Someday every company will listen more closely to the customer, and every manager will realize that sales is everyone's business, not just the sales department's. In the meantime, this eye-opening book will show you how to get started.

Ram Charan is an expert on corporate governance, author of four bestsellers (Execution, Confronting Reality, The Attacker's Advantage, and Boards That Lead), and winner of best-teacher awards at Northwestern and GE. With forty years of experience, he is a world-renowned adviser and problem solver to boards and CEOs. He serves on six boards.

Dominic Barton is the global managing partner of McKinsey & Company. He has authored more than eighty articles on capitalism, leadership, financial market development, Asia, history, and the issues and opportunities facing global and Asian markets, and he is the coauthor of three books, including Re-Imagining Capitalism.

Dennis Carey is Vice Chairman of Korn Ferry, where he recruits board directors, CEOs, and their direct reports. He has published five books, including Boards That Lead, coauthored with Ram Charan and Michael Useem, and more than fifty refereed journal articles covering topics ranging from CEO succession and corporate strategy to M&A, corporate governance, and human capital.

SKU	Unavailable
ISBN 13	9781591841654
ISBN 10	1591841658
Title	What The Customer Wants You To Know
Author	Ram Charan
Condition	Unavailable
Binding Type	Hardback
Publisher	Penguin Putnam Inc
Year published	2008-01-24
Number of pages	156
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
Note	Unavailable