Friday, March 16, 2012

Book Review: Roadmap To Revenue; How To Sell The Way your Customers Want To Buy

Are you a business owner, marketer or salesperson?  Are you seeking ways to increase your sales and grow your company?
"Roadmap To Revenue; How To Sell The Way Your Customers Want to Buy", by Kristin Zhivago, offers you a roadmap for taking your business to the next level and selling the way your customers want to buy.

About the Author
Kristin Zhivago is a "revenue coach" whose clients range from thriving young start-ups to those in the Fortune 500, including Dow Jones, IBM, and Johnson & Johnson, and the fastest-growing companies, including Bazaarvoice and Eloqua.

Ms. Zhivago has become one of the world's leading experts on the customer's buying process. She speaks and teaches frequently for companies and organizations. She is the author of the blog

Making The Shift
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 the leaders of your business.
  • Debate ~ Analyze, discuss and prioritize what the customers have told you. Identify the issues most important to the customers.
  • Deploy ~ Map out the customer's buying process so you can support it at every step. Develop an action plan. Your goal is to fix what is broken, and improve what needs improving. Develop strategies that will better support your customers' buying process.
The author provides detailed information to support a business that wants to make the shift from company-based to customer-based. This book provides everything you need to know to start the process. The author emphasizes that this is an on-going process that will lead to significant increases in your sales. This is not a quick or easy fix, but it will lead to long-term rewards.

My Thoughts
I do not have a formal education in business or any of the business-related fields. This was a challenging read for me, but the book is organized in a way that a layman can understand and benefit from it. I found this book to be a very content-rich offering that really goes deep into the "meat" of business management. The author offers free pdf downloads on her blog that will support the information in this book.

I highly recommend this book to anyone who is serious about taking their business to the next level. The information is this book can be applied to all types of organizations that focus on selling a product or service.

My Rating: 5 Stars Out Of 5

FYI ~ I received a complimentary digital copy of this book to read and review from the author's publicist.

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