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Winning with Customers: A Playbook for B2B
Winning with Customers A Playbook for B2B At Owens Corning we are engaged... "What an incredible wealth of insight this process has created! It informs and validates our innovation and marketing to deliver impact where customers value it most."
— Julie Bizzis - Director, Marketing "Customer Discovery is a powerful tool to not only understand our customers' wants and needs, but also gives Owens Corning the opportunity to create unique solutions to help our customers grow sales and profitability."
— Kelly Burgess - Inside Sales Rep "We utilize Customer Discovery to ensure that our strategic decisions enable our customers to make more money, better positioning us both to win in the market."
— Bert Elliot - Director, Roofing Essentials "Customer Discovery has become part of our culture/DNA? we incorporate the concepts into every sales call we make? if we are not continually creating value for our customers, we are not creating a sustainable future for our customer or for Owens Corning."
— Liz Higgins - Regional Sales Leader "This process has allowed us to develop a playbook that works for Owens Corning and better positions us to win with our customers. We are able to focus our resources and engage the organization to create and deliver value based on what our customers tell us is important to their business results."
— Dave Longmuir - Customer Value Creation Leader "Getting an outside-in perspective through the Customer Discovery Process has allowed us to make better informed business decisions to bring differential value to our customers – leading to more insightful business discussions that assist in developing collaborative business plans with our customers who are helping us both win in the marketplace."
— Mike Macey - Area Sales Manager, Canada "The Customer Discovery Process delivers unique insights into our customer's business, from having different conversations about how OC and the customer understand the concept of value. It provides us with an opportunity to elevate our conversations about business partnerships, rather than a merchant versus buyer. This distinction is significant in Asia and positions OC in a different place than our competitors in the Composites business."
— Ray Seddon - Composites Sales Integration Leader, Asia Pacific "The Customer Discovery Process has led to deeper and richer business conversations with our company's largest customer and has produced a clear road map by which to guide us on our value delivery journey."
— Curt Sturm - National Account Sales Manager
— Julie Bizzis - Director, Marketing "Customer Discovery is a powerful tool to not only understand our customers' wants and needs, but also gives Owens Corning the opportunity to create unique solutions to help our customers grow sales and profitability."
— Kelly Burgess - Inside Sales Rep "We utilize Customer Discovery to ensure that our strategic decisions enable our customers to make more money, better positioning us both to win in the market."
— Bert Elliot - Director, Roofing Essentials "Customer Discovery has become part of our culture/DNA? we incorporate the concepts into every sales call we make? if we are not continually creating value for our customers, we are not creating a sustainable future for our customer or for Owens Corning."
— Liz Higgins - Regional Sales Leader "This process has allowed us to develop a playbook that works for Owens Corning and better positions us to win with our customers. We are able to focus our resources and engage the organization to create and deliver value based on what our customers tell us is important to their business results."
— Dave Longmuir - Customer Value Creation Leader "Getting an outside-in perspective through the Customer Discovery Process has allowed us to make better informed business decisions to bring differential value to our customers – leading to more insightful business discussions that assist in developing collaborative business plans with our customers who are helping us both win in the marketplace."
— Mike Macey - Area Sales Manager, Canada "The Customer Discovery Process delivers unique insights into our customer's business, from having different conversations about how OC and the customer understand the concept of value. It provides us with an opportunity to elevate our conversations about business partnerships, rather than a merchant versus buyer. This distinction is significant in Asia and positions OC in a different place than our competitors in the Composites business."
— Ray Seddon - Composites Sales Integration Leader, Asia Pacific "The Customer Discovery Process has led to deeper and richer business conversations with our company's largest customer and has produced a clear road map by which to guide us on our value delivery journey."
— Curt Sturm - National Account Sales Manager
464 pages, Hardcover
First published August 9, 2010
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