Isbn: 9783565650767 - questions that win work: customer research for b2b service firms (2 resultados)

Taschenbuch. Condición: Neu. Druck auf Anfrage Neuware - Printed after ordering - A polished proposal can miss the mark when a service firm has guessed at the client problem instead of investigating it. Questions That Win Work examines focused interviews, evidence gathering, and sharper synthesis reveal what business buyers truly need to solve. It shows readers how to identify the decisions that matter, structure the work around them, and communicate the value without inflated claims. Practical examples help professionals replace improvised habits with a repeatable approach that fits real clients, limited capacity, and changing priorities. The result is a calmer, clearer way to make better commercial choices.…

Taschenbuch. Condición: Neu. This item is printed on demand - it takes 3-4 days longer - Neuware -A polished proposal can miss the mark when a service firm has guessed at the client problem instead of investigating it. Questions That Win Work examines focused interviews, evidence gathering, and sharper synthesis reveal what business buyers truly need to solve. It shows readers how to identify the decisions that matter, structure the work around them, and communicate the value without inflated claims. Practical examples help professionals replace improvised habits with a repeatable approach that fits real clients, limited capacity, and changing priorities. The result is a calmer, clearer way to make better commercial choices. 216 pp. Englisch.…