Synergistic Marketing and Selling Vadim Kotelnikov Customer Value Proposition Service-Profit Chain Customer Intimacy Customer Care Customer Care Customer Partnership Positioning: 7 Tips Creative Marketing Marketing Strategy Listening To Customers Observing People Create More Value for Your Customers Value Innovation Branding 4 Steps of Your Differentiation Strategy Yin-Yang og Effective Communicaton Influencing People Selling by Coaching Relationship Marketing and Selling Persuading People Closing the Deal Customers for Life Customer Service Customer Relationship Management 4 Levels of Customer Satisfaction 1000ventures.com Creating Customers Synergy Marketing Strategy Sales Success Ten3 Business e-Coach at 1000ventures.om Customer Success 360: Creating Customer Value, Marketing, Selling, Retaining Customers, Growing Together

Yin-Yang of Marketing and Selling

YIN (passive, accepting side). Outside-In: outside-in communication; going inward to create your internal Core Marketing Message, knowing your customer; listening to the customer, responding to what customers say they need and want and tailoring your solutions to their needs.

YANG (active, aggressive side). Inside-Out: inside-out communication; making your customer know about you; developing and presenting your customer value proposition; exceeding customer expectations; creating new market niches and a need for a radically new product.

   

Creating Customer Value

Customer Care  ●  Love Your Customers

Value Innovation  >>  Innovation is Love

Virtuoso Marketing

White Marketing  ●  Creative Marketing

Content Marketing  >>  Headlines

Advertising

Checklist  ●  Slogans  >>  Contests  ●  Ad Targeting

   

Customer-driven Innovation: 7 Practice Tips (By: Vadim Kotelnikov)

  Marketing Strategy (By: Vadim Kotelnikov)

7 Tips for Effective Positioning (By: Vadim Kotelnikov)

  Competitive Strategies (By: Vadim Kotelnikov)

  Effective Selling  (By: Vadim Kotelnikov)

Selling by Coaching   (By: Vadim Kotelnikov)

Building Relationships  (By: Vadim Kotelnikov)

Your Business is Ruled by the Marketplace

"You don't decide what business you are in; the marketplace decides that for you... People will only buy what they want to buy, or are afraid not to buy, at a given moment in time," write Miles Spencer and Cliff Ennico in their book "MoneyHunt".

Tailoring your business plan to what the market will buy is always a better, more successful strategy than developing a new product or service without knowing precisely the customers for it and hoping that people would buy it because it's good.

3 Strategies of Market Leaders

Creating Customer Value

From the customer's point of view, your company exists only to create value for them, to provide them with results. In the new rapidly changing economy the nature of value is changing, involving new ways to price goods, innovation and emotion. You need to think in terms of offers, to merge products and services, and to be innovative to give customers a value-added experience.

 

 

Marketing and Selling as a Team Sport

"Selling, in the old days, was largely and act of personal heroism. The key to successful selling was knowing the products and the customers. The effective sales rep would present his or her product or service in the best possible light, forge a bond with the buyer, and triumph over the competition," writes Michael Hammer in his book 'Agenda'.

"This approach has little to do with the way sales are made in today's real world. Today's customers don't want products; they demand solutions, and solutions don't come in a box. They must be designed, fashioned to meet the customer's specific needs. Making such sales takes a lot more than personal charisma. Today's selling is system selling, solution selling, consultative selling; it entails analyzing customer needs, designing alternative solutions, scrutinizing costs, developing and implementing systems, and more. This is not the work of a heroic individual sales rep.

Modern selling is a team sport, and a complex one at that.

Winning at it takes discipline and structure. Making it up as you go along is a recipe for disaster."

 

  

 Coca Cola

Coca-Cola's national accounts program has long been noted as a leader in integrated marketing, sales, and any other group that might touch the customer. Coca Cola devotes to each national account a team that includes employees from marketing, sales, support, operations, and finance. They converge on a market, research the culture, people, and sociology, and then debrief each other. Through this process they understand their objectives and tasks better and are able to outsmart the competition.