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The Behavioral Advantage: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena by [Bacon, Terry, Pugh, David]
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The Behavioral Advantage: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena Kindle Edition

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Length: 322 pages Word Wise: Enabled Enhanced Typesetting: Enabled
Page Flip: Enabled Language: English

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Product description

Product Description

In their book Winning Behavior, Terry Bacon and David Pugh showed how great companies outperform good ones through "behavioral differentiation" -- going beyond superior products and dependable service to connect with customers at every touchpoint. The Behavioral Advantage broadens the concept, applying behavioral differentiation to the business-to-business arena.The best B2B companies depend on a multifront approach to business interaction, and The Behavioral Advantage reveals the secrets behind what is essentially a chess game with competitors. To win the game, companies must develop a carefully plotted opening game, with all internal values, policies, practices, and behaviors fully aligned. A smart and efficient middle game lets the company build and strengthen its position, and the endgame assures victory and lays the groundwork for future business.Just as individual customers do, B2B customers remember those companies whose behavior consistently and significantly outshines even strong competitors. These firms create a lasting advantage -- and reap the profits that come with it.

About the Author

Terry R. Bacon and David G. Pugh (Durango, CO) are cofounders of the Lore Institute, a professional development and corporate education company. They are the coauthors ofWinning Behavior. Bacon is also the author of Selling to Major Accounts and dozens of other books, articles, and papers.

Product details

  • Format: Kindle Edition
  • File Size: 4015 KB
  • Print Length: 322 pages
  • Page Numbers Source ISBN: 0814416705
  • Simultaneous Device Usage: Up to 5 simultaneous devices, per publisher limits
  • Publisher: AMACOM; Special edition (12 May 2004)
  • Sold by: HarperCollins Publishing (AU)
  • Language: English
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Screen Reader: Supported
  • Enhanced Typesetting: Enabled
  • Average Customer Review: Be the first to review this item
  • Amazon Bestsellers Rank: #354,151 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Most helpful customer reviews on 4.4 out of 5 stars 5 reviews
L. Forester
5.0 out of 5 starsarrived in a timely manner and is exactly as described.
20 December 2015 - Published on
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Mike Medrzycki
5.0 out of 5 starsMake a difference by winning work with a proven process!
29 September 2015 - Published on
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sharon Holbrook
5.0 out of 5 starsAnother Winner
24 April 2004 - Published on
8 people found this helpful.
3.0 out of 5 starsToo much chess analogy
5 March 2006 - Published on
2 people found this helpful.
BAI Tian
4.0 out of 5 starsIt's nice! Merci!
25 October 2007 - Published on