Here's the first of our lecture series, by Jim Narus.
Lecture Series: "The Essentials of B2B Value-Based Marketing"
1. Introduction to B2B Value-Based Marketing 2. What is customer value? 3. What are the sources of customer value? 4. How can a firm estimate customer value? 5. How do you build an economic customer value model? 6. What is a value proposition? 7. What is the difference between Value and Tiebreaker Selling? 8. What are B2B Value-Based Marketing Strategies? |
4.27 min 9.22 min 11.4 min 15.12 min 24.55 min 15.56 min 24.31 min 23.19 min |