Escaping the black hole : minimizing the damage from the marketing-sales disconnect / Robert J. Schmonsees.
By: Schmonsees, Robert J
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Material type: 
TextPublisher: Mason, Ohio : Thomson/South-Western, c2005Edition: 1st ed.Description: xxii, 211 p. : ill. ; 24 cm.ISBN: 0324301251; 0131856820.Subject(s): Marketing -- Management | SellingDDC classification: 658.8 Online resources: Table of contents | Item type | Current library | Collection | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Two Weeks | Davenport Library Circulating Collection | Print-Circulating | 658.8 Sch56 (Browse shelf(Opens below)) | Available | 34284003325289 |
Discovering the event horizon -- The Schwarzschild radius -- The increasing market complexity -- The changing market dynamics -- The changing communications model -- Understanding the disconnect -- Strategic mistakes -- Missed opportunities -- Closing the gap -- Alignment as a core strategy -- Conceptualizing the ecosystem -- Discovering the holy grail -- Enabling the ecosystem -- Implementing the buyer-centric revenue model -- Understanding the model -- Integrated pipeline management -- Implementing the value-centric communications model -- Understanding the model -- Adopting the VCCM -- Building a value map -- Optimizing the sanctioned content.
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