Synopsis
Why Do Clients Only Buy From Certain Firms? (The Answer May Surprise You)For twenty-five years Joe Murphy has been asking clients what certain firms do to become their preferred partner and how stakeholders decide between competing solutions. In his book Clientize, client stakeholders explain how they decide and who becomes their preferred partner. What Murphy discovers is a link, a common denominator between all client answers. The common denominator is the professional who represents the firm and what they do to win. Clients reveal the strategies and tactics of these winning professionals. Clients further reveal the behavioral characteristics that make these winning professionals truly exceptional. Clients explain from their perspective how exceptional professionals build value-based relationships, stay relevant, and create lifelong trusted partnerships.One world-renown management consultant calls Clientize, "A Landmark Book," because Clientize captures the answers to why clients only do business with certain firms, what clients like and don't like, and how clients decide between competing solutions. The stakeholders representing clients from a wide range of organizations and industries responsible for making complex, strategic decisions explain how they choose between competing firms and solutions, and what exceptional professionals differently from product-type sales people in order win their business. In addition, these decision-makers explain what these professionals do to be more effective and relevant, and how these behaviors and actions create exclusive and preferred long-term partnerships.The former President of AT&T Global Services says, "This books offers new insights every time you pick it up."• Clientize explains how to establish trust.• Clientize explains why old sales models damage the client relationship.• Clientize helps you identify the key stakeholders.• Clientize shows you how to build value-based relationships.For the first time clients reveal how exceptional professionals use effective strategies to win their business, become relevant, and establish lifelong business partnerships. "Clientize is a roadmap of insights." (President of Virtustream/now Dell).
About the Author
Joe Murphy has beenpracticing what he preaches most ofthe time for over twenty-five years. He has managed sales and consulting organizationsboth large and small across four continents. He has served clients in multipleindustries including government, high tech, financial, healthcare, manufacturing,and professional services.
Joe has helped grow revenue, improve profits, and turnaround troubled organizations. He has held various positions in Fortune 100corporations, start-ups, and served as a corporate officer as a member of boththe New York Stock Exchange and NASDAQ.
He is a frequent speaker and presenter to corporations andconferences. He provides off-site workshops, training, as well as professionalcoaching to the C-level. He is also a sought after guest speaker to collegesand universities.
His speaking and related services are tailored to theorganization's needs on a wide range of topics including: winning profitablebusiness, leadership, creating high-performance teams and cultures, establishingvalue-based relationships, and winning lifelong clients.
Visit his website for more information josephbmurphy.com or email Joe@josephbmurphy.com or phone 770.662.5700.
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