-
The Outcome Generation
- How a New Generation of Technology Vendors Thrives Through True Customer Success
- Narrated by: Paul Henderson
- Length: 4 hrs and 29 mins
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Publisher's summary
Stand aside, we’re coming through!
That’s the cry of a new generation of technology vendors. They have a new approach to enabling success for their customers. And they’re thriving as a result.
These vendors all have subscription pricing at the heart of their business. Each has learned that if customers don’t feel they’ve had success, recurring revenue doesn’t grow, and may even decline.
What makes them different? They have absolute clarity about what the customer considers success to be. And they’ve built their business around enabling that success. They know it’s the outcomes for the customer that count. They’re all members of the outcome generation.
This book shows how to join the outcome generation. You’ll learn how to leverage true customer success at every stage of the customer lifecycle. For existing customers, you’ll learn how to engage customer executives at the start of the buying cycle - and often create a buying cycle.
You’ll learn how to increase new business (new logo) sales by employing the third generation of technology sales - selling outcomes. And exactly what type of outcome to sell. Using the third-generation approach, you’ll create greater emotional connections, differentiate from the competition, and win more business.
You’ll also learn how to evolve services and support to focus on enabling true customer success, and how that’s producing great references.
And marketing will have a whole new way of attracting attention, creating interest, and engaging prospects.
Most vendors have evolved past solution-selling and its approaches to marketing, sales, services, and support. The Outcome Generation shows how to align the whole business around a common theme - enabling outcomes the customers regard as success. And why that allows vendors to thrive! Get the book now and join the outcome generation.
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Story
In The Attacker's Advantage, Charan reveals the upside of uncertainty for those leaders who are nimbly positioned to anticipate the catalysts of disruption and embrace change. He updates and adapts the principles of his previous best sellers to address the current turbulent business environment, cutting through the veil of complexity to concentrate on the new customer needs and expectations and providing the tools for corporate leaders to take their companies to a higher level.
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Fantastic book - volume lower than usual
- By James Gajewski on 06-14-15
By: Ram Charan
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Playing to Win
- How Strategy Really Works
- By: Roger L. Martin, A.G. Lafley
- Narrated by: LJ Ganser
- Length: 7 hrs and 9 mins
- Unabridged
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Playing to Win, a noted Wall Street Journal and Washington Post best seller, outlines the strategic approach Lafley, in close partnership with strategic adviser Roger Martin, used to double P&G’s sales, quadruple its profits, and increase its market value by more than $100 billion when Lafley was first CEO (he led the company from 2000 to 2009). The book shows leaders in any type of organization how to guide everyday actions with larger strategic goals built around the clear, essential elements that determine business successwhere to play and how to win.
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The P&G Story
- By lniles on 04-14-15
By: Roger L. Martin, and others
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Snap Selling
- Speed Up Sales and Win More Business with Today's Frazzled Customers
- By: Jill Konrath
- Narrated by: Jill Konrath
- Length: 6 hrs and 15 mins
- Unabridged
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Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. Sales strategist Jill Konrath tells you how to overcome obstacles, get more appointments, speed up decisions, and win sales with today's short-fused, frazzled customers.
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OK sales book with some good take aways
- By Glenn on 05-22-11
By: Jill Konrath
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Designing for Growth
- A Design Thinking Tool Kit for Managers
- By: Jeanne Liedtka, Tim Ogilvie
- Narrated by: Nicol Zanzarella
- Length: 6 hrs and 35 mins
- Unabridged
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Jeanne Liedtka and Tim Ogilvie educate listeners on one of the hottest trends in business development: "design thinking", or the ability to turn abstract ideas into practical applications for maximal business growth. Jeanne Liedtka's recent book, The Catalyst: How YOU Can Lead Extraordinary Growth, was named a Top Innovation and Design Thinking Book by Business Week. Tim Ogilvie has been hailed as a visionary for his pioneering contributions to service innovation, business model innovation, and customer experience design.
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Audiobook requires regular book
- By GoingGoingGone... on 07-01-18
By: Jeanne Liedtka, and others
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Design Thinking in Business and IT: Overview, Techniques and Example Workshop
- By: Florian Heuer
- Narrated by: Bryan Stout
- Length: 1 hr and 4 mins
- Unabridged
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You might've talked about innovation with your IT department or software development agency lately and the words "design thinking" were surely mentioned. So what is it? Just another piece of business jargon to add to your arsenal or a useful tool? Or maybe even an overestimated hype? Nowadays every organization or business runs into a myriad of problems as business models become increasingly more complex. Globalization and advances in communication and technology, all add up to creating unique opportunities but also new challenges that are not easy to solve applying the old tested methods.
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Basic design thinking lesson
- By Preston on 04-09-16
By: Florian Heuer
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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
What listeners say about The Outcome Generation
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Anonymous User
- 11-07-23
Valuable read for all Product Owners
This is an eye-opening book about how 3 generations of products (feature-focused, solution-focused, outcome-focused) behave and what it means to be in the 3rd generation. I also learned how to look beyond the problem statements from a customer to find a novel solution to the root cause. The book describes how the commonly-accepted solution can be just a part of the problem itself, and how most of the solutions today are just a 'mean to an end' not an 'end by itself'. It is a valuable read for product vendors and product consultants like us. I wish it had more examples and analysis of read products to establish the concepts.
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- Carlos Gonzalez
- 03-20-22
A B2B strategist’s crystal ball!
For B2B sales and marketing strategists passionate about how the last few decades sales and marketing techniques are evolving for the SaaS industry , this is a great listen!
This books answers questions about how the true business objectives of your clients and how they make the decision to renew, or churn. Highly recommend as I’m seeing this happen first hand in my industry.
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- Scott
- 10-22-20
Customer Success at its best
Want to elevate you customer success? Employ the advice in this book. Make the common theme in your company Customer Success.
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