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A second volume in the series that began with The One to One Manager analyzes the experiences of seven top companies to offer guidance on such issues as hiring and training the best salespeople and selling multiple product lines. Reprint.
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From the Back Cover:
Critical Acclaim For Don Peppers And Martha Rogers:
One To One B2B
"Information technology is changing the way businesses manage sales forces and customers. Willy Loman now carries a laptop and links to some very expensive data systems. As firms incur these expenditures, they need a guiding philosophy. This book lays out, clearly and passionately, a vision for B2B customer relationship management systems."
--Jon Deighton, The Harold M. Brierly Professor of Business Administration, Harvard Business School.
The One To One Fieldbook
"If your company is launching a customer-focused strategy, give this book to all of your transition players; it sets the agenda."
--Fortune
Enterprise One To One
"Five Stars!"
--The Wall Street Journal
"First to map the uncharted new world of interactive business. Use it to unlock the immense potential value of your customers."
--Scott Cook, chairman of the board, Intuit
"Destined to become the business field guide to the twenty-first century."
--Jim Kouzes, chairman and CEO, TPG (Tom Peters Group) Learning Systems, and co-author of The Leadership Challenge
The One To One Future
"Book of the year."
--Tom Peters
"Unusual insight into how marketers can serve each other and every consumer."
--Regis McKenna, author, consultant, Regis McKenna, Inc.
"Peters was wrong. This is not the book of the year. It's not even the book of the decade. It's one of the two or three most important business books ever written."
--George Gendron, INC. magazine
From the Inside Flap:
One To One B2B
"Information technology is changing the way businesses manage sales forces and customers. Willy Loman now carries a laptop and links to some very expensive data systems. As firms incur these expenditures, they need a guiding philosophy. This book lays out, clearly and passionately, a vision for B2B customer relationship management systems."
--Jon Deighton, The Harold M. Brierly Professor of Business Administration, Harvard Business School.
The One To One Fieldbook
"If your company is launching a customer-focused strategy, give this book to all of your transition players; it sets the agenda."
--Fortune
Enterprise One To One
"Five Stars!"
--The Wall Street Journal
"First to map the uncharted new world of interactive business. Use it to unlock the immense potential value of your customers."
--Scott Cook, chairman of the board, Intuit
"Destined to become the business field guide to the twenty-first century."
--Jim Kouzes, chairman and CEO, TPG (Tom Peters Group) Learning Systems, and co-author of The Leadership Challenge
The One To One Future
"Book of the year."
--Tom Peters
"Unusual insight into how marketers can serve each other and every consumer."
--Regis McKenna, author, consultant, Regis McKenna, Inc.
"Peters was wrong. This is not the book of the year. It's not even the book of the decade. It's one of the two or three most important business books ever written."
--George Gendron, INC. magazine
you lived in a city made of steel and woke up one morning to discover the entire city had been turned to glass. Everything that had been opaque would be transparent, everything sturdy would be fragile. One false move, even the slightest slip and--boom!--everything around you could shatter.
Nowhere does this frightening image seem more real than in the realm of business-to-business commerce, where the Internet is recasting and remodeling nearly every existing relationship.
Although consumer marketers may have been first to launch Web-based, customer-centric initiatives, it is the business-to-business companies that have the most to gain.
They also have the most to lose by doggedly sticking with out-dated traditional market penetration strategies. In One to One B2B, marketing gurus Don Peppers and Martha Rogers argue persuasively that in the broad arena of business-to-business commerce, organizations will rise or fall on the basis of the
Nowhere does this frightening image seem more real than in the realm of business-to-business commerce, where the Internet is recasting and remodeling nearly every existing relationship.
Although consumer marketers may have been first to launch Web-based, customer-centric initiatives, it is the business-to-business companies that have the most to gain.
They also have the most to lose by doggedly sticking with out-dated traditional market penetration strategies. In One to One B2B, marketing gurus Don Peppers and Martha Rogers argue persuasively that in the broad arena of business-to-business commerce, organizations will rise or fall on the basis of the
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- PublisherCrown Business
- Publication date2001
- ISBN 10 0385502303
- ISBN 13 9780385502306
- BindingPaperback
- Number of pages368
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One to one, B2B customer develpment strategies for the business to business world
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Bantam Doubleday Dell, Inc., New York
(2001)
ISBN 10: 0385502303
ISBN 13: 9780385502306
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