Value-ology

Part 1. Building the Foundation of Value-ology

1. What Is Value?
Simon Kelly, Paul Johnston, Stacey Danheiser

2. Value Propositions: So What Are They?
Simon Kelly, Paul Johnston, Stacey Danheiser

3. The Value Proposing Professional
Simon Kelly, Paul Johnston, Stacey Danheiser

Part 2. Creating Your Value-ology Blueprint

4. Unearthing Customer Value
Simon Kelly, Paul Johnston, Stacey Danheiser

5. Aligning Products and Solutions to Themes: From Bombardment to Customer Value Conversations
Simon Kelly, Paul Johnston, Stacey Danheiser

6. Your Buyer’s Journey: Developing a Consistent Message
Simon Kelly, Paul Johnston, Stacey Danheiser

Part 3. Mobilising Value-ology in Your Organisation

7. Developing Coherent Campaigns
Simon Kelly, Paul Johnston, Stacey Danheiser

8. Driving Results Through Account-Based Marketing
Simon Kelly, Paul Johnston, Stacey Danheiser

9. Align or Die? Ensuring Marketing and Sales Are Aligned with the Customer
Simon Kelly, Paul Johnston, Stacey Danheiser

10. Cohesion Is the New Differentiator: Are You Ready?
Simon Kelly, Paul Johnston, Stacey Danheiser

Keywords: Business and Management, Innovation/Technology Management, Human Resource Development, Organization, Sustainability Management