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Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy

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4.10  ·  Rating Details  ·  21 Ratings  ·  4 Reviews
Buyers have changed the way they buy. But sellers have been slow to change the way they sell. This disconnect is proving to be frustrating for both sellers and buyers. Sellers aren't getting the sales they need, and buyers aren't getting the information they need to make a buying decision. In this one-of-a-kind revenue-growth how-to book, Revenue Coach Kristin Zhivago lays ...more
ebook, 294 pages
Published March 1st 2011 by Bristol & Shipley Press
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Janette Fuller
Mar 16, 2012 Janette Fuller rated it it was amazing  ·  review of another edition
Shelves: non-fiction
Ms. Zhivago advises businesses to stop trying to "sell" and "market". Instead try to figure out how to make the purchase easier for the customers who would benefit from your product or service.

The Roadmap to Revenue method consists of the following three phases;

Discover ~ Interview current customers (or prospects) on the telephone to find out what they want to buy and how they want to buy it. Record and organize the information that is collected in these interviews and present the information to
...more
Sara Thompson
This gets 3 stars because I don't think it's a bad book in any way but it wasn't for me. I have a small business and this book seems written for larger businesses than I have.
The marketing ideas are great - in fact they are exactly what we are doing already.
Laura Elizabeth
So this was pretty interesting. I work in Sales, so I thought I’d read something that could potentially help my statistics as an employee, and the company as a whole. The whole concept here is to stop “selling and marketing” and find a way to help your customers with the product that would help them. While it doesn’t help in pertaining to my business itself, I can see its aid for someone starting up a new business. It’s well written, in terms even the layman like myself can understand.
Regina Foo
An innovative reading for marketing and sales people. The author is able to pin point the problem of company-centered selling strategies and described the ways to shift to customer-centric.

Highly recommended to those who involve in marketing and sales and small business owners.
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576474
Kristin Zhivago is a "revenue coach" who helps CEOs and entrepreneurs increase their revenue doing whatever will make the greatest difference in the shortest amount of time. She uses efficient "detective" methods to find out what's broken and what's working, then helps the company leaders make appropriate changes to processes, products, services, and people to ensure that the company will generate ...more
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