The Customer Prevention Culture
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Narrated by:
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Tom Halpin
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By:
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Tom Halpin
About this listen
B2B companies everywhere get in their own way at great expense. Rather than deploying enterprise resources - people, process and technology - around the customer to support organizational outcomes, those practicing the "customer prevention culture" suffer from five key missteps that result in a friction-filled customer experience.
The Customer Prevention Culture highlights a systemic problem that exists in most organizations, the underlying causes and the effects on the customer. While no person, team or company would knowingly sabotage their own business, when left to their own devices and without leadership directing them to a higher standard, the customer prevention culture creeps in and begins to fester, causing the organization to become diseased. This book offers solutions by providing a framework to build culture, drive sales and create disciples. By teaching and equipping teams to call out the customer prevention culture wherever it's found, workflows are isolated to identify constraints to commerce. While the customer prevention culture is a toxic, accidental outcome, the "culture of commerce" is a proactive leadership mindset that shapes a values-based, organizational way of life that impacts how customers feel when doing business with a company. Teams begin to learn that their workflows are interdependent and interconnected, which increases employee engagement by persuading them to think differently about their role in the customer experience.
The Customer Prevention Culture also introduces companies struggling with inconsistent sales results to the "sales engine" - the road map to sales predictability. The sales engine is an irrefutable, business-agnostic framework that applies to B2B transactional, solution-based and consultative selling scenarios. Made up of six components, The sales engine is broken down into bite-sized pieces and presented over several chapters with supporting examples and stories. For those looking for a sales model to follow, the sales engine provides a cohesive sales and marketing strategy that is easily implemented and resourced. In the end, growth-oriented companies need a repeatable sales framework to follow and a winning culture to support their efforts. Prevention isn't just about culture - it's also about the inability to acquire new customers.
The Customer Prevention Culture will prompt leaders to think differently about their businesses by challenging their views of company culture and the resulting effects on customer experience. When the culture of commerce and the sales engine are embraced, it's game over for the competition!
©2019 Tom Halpin (P)2019 Tom HalpinListeners also enjoyed...
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Shortcut Your Startup
- Speed Up Success with Unconventional Advice from the Trenches
- By: Carter Reum, Courtney Reum
- Narrated by: Carter Reum
- Length: 6 hrs and 55 mins
- Unabridged
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Courtney and Carter Reum have years of experience in the field, from investing in over 130 companies, including Lyft, Pinterest, Warby Parker, and ClassPass, to driving the success of their own liquor brand, VEEV Spirits. The Reum brothers have learned from every triumph and tribulation and over the years have developed an effective and easy-to-understand guide to help entrepreneurs through the startup journey from inception to sale.
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A must read for start ups
- By Dave on 02-09-18
By: Carter Reum, and others
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Duct Tape Selling
- Think Like a Marketer - Sell Like a Superstar
- By: John Jantsch
- Narrated by: John Jantsch
- Length: 7 hrs and 53 mins
- Unabridged
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Many of the areas that salespeople struggle with these days have long been the domain of marketers, according to best-selling author John Jantsch. The traditional business model dictates that marketers own the message while sellers own the relationships. But now, Jantsch flips the usual sales approach on its head. It's no longer enough to view a salesperson's job as closing. Today's superstars must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.
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not quite for audible
- By Andrea on 05-08-16
By: John Jantsch
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Think Like Amazon
- 50 1/2 Ideas to Become a Digital Leader
- By: John Rossman
- Narrated by: Jeff Cummings, John Rossman
- Length: 9 hrs and 10 mins
- Unabridged
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“What would Jeff do?” Since leaving Amazon to advise start-ups and corporations, John Rossman has been asked this question countless times by executives who want to know “the secret” behind Amazon’s historic success. In this step-by-step guide, he provides 50½ answers drawn from his experience as an Amazon executive - and shows today’s business leaders how to think like Amazon, strategize like Bezos, and beat the competition like nobody’s business.
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A must read if you really want to innovate like Amazon
- By Npino on 05-19-19
By: John Rossman
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The Zappos Experience
- 5 Principles to Inspire, Engage, and Wow
- By: Joseph A. Michelli
- Narrated by: Joseph A. Michelli, Tom Parks
- Length: 8 hrs and 32 mins
- Unabridged
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The Zappos Experience takes you through - and beyond - the playful, offbeat company culture Zappos has become famous for. Michelli reveals what occurs behind the scenes at Zappos, showing how employees at all levels operate on a day-to-day basis while providing the "big picture" leadership methods that have earned the company $1 billion in annual gross sales during the last ten years - with almost no advertising. Michelli breaks the approach down into five key elements.
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Brand propaganda
- By MR A G ADELAAR on 05-22-15
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The High-Potential Leader
- How to Grow Fast, Take on New Responsibilities, and Make an Impact
- By: Ram Charan, Geri Willigan
- Narrated by: Bob Reed
- Length: 5 hrs and 48 mins
- Unabridged
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Companies need high potential leaders (Hi-Pos) more than ever before to help them adapt to today's tumultuous, digitally-driven business environment. If you meet the Hi-Po criteria, you're in high demand - and this book explains how to fast-track yourself.
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Good book for people wanting to climb the corporate ladder and for executives to accelerate high - potential leaders
- By Niel on 06-23-19
By: Ram Charan, and others
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The Science of Growth
- How Facebook Beat Friendster - and How Nine Other Startups Left the Rest in the Dust
- By: Sean Ammirati, Richard Florida - foreword
- Narrated by: Fajer Al-Kaisi
- Length: 6 hrs and 57 mins
- Unabridged
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The lean entrepreneurship movement has captivated Silicon Valley and entrepreneurs across the country. It provided an agile framework to develop the right product solution for a given target market and is now used by almost every fledgling company to do just that. The next challenge is growth - to achieve the financial returns and, more importantly, the impact they dreamed of when starting off on their adventure.
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Awesome book
- By Josh on 04-29-16
By: Sean Ammirati, and others
What listeners say about The Customer Prevention Culture
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Ann Pattie
- 06-10-20
A must read for business leaders!
Tom Halpin shares his wisdom and vast experience in this compelling treatise on the culture of commerce. Leaders from all realms of business will benefit from the principles set forth in The Customer Prevention Culture.
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