{"id":3287,"date":"2011-06-19T10:20:13","date_gmt":"2011-06-19T18:20:13","guid":{"rendered":"http:\/\/www.regnordman.com\/?p=3287"},"modified":"2011-06-19T10:20:13","modified_gmt":"2011-06-19T18:20:13","slug":"roadmap-to-revenue-how-to-sell-the-way-your-customers-want-to-buy-kristin-zhivago","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2011\/06\/19\/roadmap-to-revenue-how-to-sell-the-way-your-customers-want-to-buy-kristin-zhivago\/","title":{"rendered":"Roadmap to Revenue. How to sell the way your customers want to buy. Kristin Zhivago."},"content":{"rendered":"<div class=\"zemanta-img\" style=\"margin: 1em; display: block;\">\n<div style=\"width: 160px\" class=\"wp-caption alignleft\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.daylife.com\/image\/00wad1Y1Ik4mf?utm_source=zemanta&amp;utm_medium=p&amp;utm_content=00wad1Y1Ik4mf&amp;utm_campaign=z1');\"  href=\"http:\/\/www.daylife.com\/image\/00wad1Y1Ik4mf?utm_source=zemanta&amp;utm_medium=p&amp;utm_content=00wad1Y1Ik4mf&amp;utm_campaign=z1\"><img loading=\"lazy\" decoding=\"async\" title=\"CHICAGO, IL - MARCH 17:  A customer uses a Cha...\" src=\"http:\/\/cache.daylife.com\/imageserve\/00wad1Y1Ik4mf\/150x95.jpg\" alt=\"CHICAGO, IL - MARCH 17:  A customer uses a Cha...\" width=\"150\" height=\"95\" \/><\/a><p class=\"wp-caption-text\">Image by Getty Images via @daylife<\/p><\/div>\n<\/div>\n<p>Roadmap to Revenue. How to sell the way your customers want to buy. Kristin Zhivago. 2011. ISBN 9780974017924.\u00a0 This is likely to be a trailblazing book for 2011. In our work on <a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/en.wikipedia.org\/wiki\/Content_marketing');\" class=\"zem_slink\" title=\"Content marketing\" rel=\"wikipedia\"  href=\"http:\/\/en.wikipedia.org\/wiki\/Content_marketing\">Content Marketing<\/a> we are always looking for good reference texts to get across that you need to have content that&#8217;s relevant from the customers point of view .\u00a0 In our pricing work, we stress having companies find out what customers tell them what is the value of the products.\u00a0 This book helps on both these fronts plus it is written from a sales point of view.\u00a0 That is important because sales packs more clout in most companies still.\u00a0 Zhivago has made very pertinent analyses of four types of purchasing scrutiny (from light through to intense scrutiny). She has laid out the most complete\u00a0 and succinct description we have seen of customer interview techniques yet.\u00a0 This is a must buy, must read book for sales and marketing types.\u00a0 There is not a wasted page in the whole book.<\/p>\n<h6 class=\"zemanta-related-title\" style=\"font-size: 1em;\">Related articles<\/h6>\n<ul class=\"zemanta-article-ul\">\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/regnordman.com\/2011\/05\/30\/youre-working-too-hard-to-make-the-sale-more-than-100-insider-tools-to-sell-faster-and-easier-william-t-brooks-tom-tavisano-2nd-ed\/');\"  href=\"http:\/\/regnordman.com\/2011\/05\/30\/youre-working-too-hard-to-make-the-sale-more-than-100-insider-tools-to-sell-faster-and-easier-william-t-brooks-tom-tavisano-2nd-ed\/\">You&#8217;re Working Too Hard To Make the Sale. More than 100 insider tools to sell faster and easier . William T. Brooks &amp; Tom Tavisano. 2nd Ed<\/a> (regnordman.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/regnordman.com\/2011\/05\/02\/slow-down-sell-faster-understand-your-customers-buying-process-and-maximize-your-sales-kevin-davis\/');\"  href=\"http:\/\/regnordman.com\/2011\/05\/02\/slow-down-sell-faster-understand-your-customers-buying-process-and-maximize-your-sales-kevin-davis\/\">Slow Down, Sell Faster! understand your customer&#8217;s buying process and maximize your sales. Kevin Davis.<\/a> (regnordman.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.customerthink.com\/blog\/we_have_to_invest_in_revenue_generation');\"  href=\"http:\/\/www.customerthink.com\/blog\/we_have_to_invest_in_revenue_generation\">We Have To Invest In Revenue Generation<\/a> (customerthink.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.drewsmarketingminute.com\/2011\/06\/are-you-built-to-sell.html');\"  href=\"http:\/\/www.drewsmarketingminute.com\/2011\/06\/are-you-built-to-sell.html\">Are you built to sell?<\/a> (drewsmarketingminute.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/regnordman.com\/2011\/05\/18\/conversations-for-change-12-ways-to-say-it-right-when-it-matters-most-shawn-kent-hayashi\/');\"  href=\"http:\/\/regnordman.com\/2011\/05\/18\/conversations-for-change-12-ways-to-say-it-right-when-it-matters-most-shawn-kent-hayashi\/\">Conversations for Change. 12 ways to say it right when it matters most. Shawn Kent Hayashi.<\/a> (regnordman.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/regnordman.com\/2011\/05\/02\/consultative-selling-the-hanan-formula-for-high-margin-sales-at-high-levels-8th-ed-mack-hanan\/');\"  href=\"http:\/\/regnordman.com\/2011\/05\/02\/consultative-selling-the-hanan-formula-for-high-margin-sales-at-high-levels-8th-ed-mack-hanan\/\">Consultative Selling. The Hanan formula for high-margin sales at high levels. 8th Ed. Mack Hanan<\/a> (regnordman.com)<\/li>\n<\/ul>\n<div class=\"zemanta-pixie\" style=\"margin-top: 10px; height: 15px;\"><img decoding=\"async\" class=\"zemanta-pixie-img\" style=\"border: medium none; float: right;\" src=\"http:\/\/img.zemanta.com\/pixy.gif?x-id=77e3e3e9-45f2-4b00-b666-120f358e1607\" alt=\"\" \/><\/div>\n","protected":false},"excerpt":{"rendered":"<p>This is likely to be a trailblazing book for 2011. In our work on Content Marketing we are always looking for good reference texts to get across that you need to have content relevant from the customers point of view .  In our pricing work, we stress having companies find out what customers tell them what is the value of the products.  This book helps on both these fronts plus it is written from a sales point of view.  That is important because sales packs more clout in most companies still.  Zhivago has made very pertinent analyses of four types of purchasing scrutiny (from light through to intense scrutiny). She has laid out the most complete  and succinct description we have seen of customer interview techniques yet.  This is a must buy, must read book for sales and marketing types.  There is not a wasted page in the whole book.<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1336,8,4,19],"tags":[29,1161,178,60,32,2761],"_links":{"self":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/3287"}],"collection":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/comments?post=3287"}],"version-history":[{"count":4,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/3287\/revisions"}],"predecessor-version":[{"id":3331,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/3287\/revisions\/3331"}],"wp:attachment":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/media?parent=3287"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/categories?post=3287"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/tags?post=3287"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}