Your 360 Success e-Coach

Achieving 360 balanced success in your life and business

 

Customer Success 360

 

By: Vadim Kotelnikov

Inventor, Author, and Founder, Ten3 Business e-Coach, 1000ventures.com, 1000advices.com, success360.com

 

"Authentic marketing is not the art of selling what you make but knowing what to make. It is the art of identifying and understanding customer needs and creating solutions that deliver satisfaction to the customers, profits to the producers and benefits for the stakeholders."

Philip Kotler

 

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Synergistic Selling Vadim Kotelnikov Customer Value Proposition Service-Profit Chain Customer Intimacy Customer Care Customer Care Customer Partnership Positioning Advertising 22 Laws of Marketing Marketing Strategy Listening To Customers Observing People Customer Value Creation Value Innovation Branding Differentiation Strategy Effective Communication Influencing People Sales Success Relationship Marketing and Selling Persuading People Closing the Deal Retaining Customer Customer Service Customer Relationship Management Customer Satisfaction 1000ventures.com

The Tao of Marketing and Selling

  1. 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.

  2. 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.

 Discover much more!

Creating Customer Value

Customer Care

Knowing Your Customer

Value Innovation

Customer Partnership

Innovation Success 360

Marketing Strategies

22 Laws of Marketing

Differentiation Strategies

Brand Management

Positioning

Emotional Marketing

Experiential Marketing

Internet Marketing

Advertising

Advertising Slogans

Public Relations Marketing

Marketing Plan

Effective Selling

Creating Customers

Winning Customers

Unique Selling Proposition (USP)

Customer Value Proposition

Effective Pricing

Make Your Competition Irrelevant

How To Become an Irresistible Sales Communicator with Integrity and Power

How To Present With Passion

The ABC of Selling: Always Be Closing

Selling by Listening

Selling by Coaching

Closing the Sale

Negotiating Tips

Influencing People

Persuading People

Retaining Customers

Customers for Life

Customers Will Usually Come Back If...

Customer Service

Listening To Your Customer

Customer Satisfaction

Service-Profit Chain

Customer Intimacy

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.

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.

Modern 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."

 Case in Point  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.