{"product_id":"the-behavioral-advantage-what-the-smartest-most-successful-companies-do-differently-to-win-in-the-b2b-arena-paperback","title":"The Behavioral Advantage: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena - Paperback","description":"\u003cdiv\u003e\u003cp style=\"text-align: right;\"\u003e\u003ca href=\"https:\/\/reportcopyrightinfringement.com\/\" target=\"_blank\" rel=\"nofollow\"\u003e\u003cb\u003eReport copyright infringement\u003c\/b\u003e\u003c\/a\u003e\u003c\/p\u003e\u003c\/div\u003e\u003cp\u003eby \u003cb\u003eTerry Bacon\u003c\/b\u003e (Author), \u003cb\u003eDavid Pugh\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eTerry Bacon and David Pugh showed how great companies outperform good ones through \"behavioral differentiation\" -- going beyond superior products and dependable service to connect with customers at every touchpoint.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003e\u003cem\u003eThe Behavioral Advantage\u003c\/em\u003e broadens the concept, applying behavioral differentiation to the business-to-business arena. The best B2B companies depend on a multifront approach to business interaction, and this book reveals the secrets behind what is essentially a chess game with competitors.\u003c\/p\u003e\u003cp\u003eTo win the game, companies must develop a carefully plotted opening game, with the following internal factors being fully aligned: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003evalues, \u003c\/li\u003e\n\u003cli\u003epolicies, \u003c\/li\u003e\n\u003cli\u003epractices, \u003c\/li\u003e\n\u003cli\u003eand behaviors.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eA smart and efficient middle game lets the company build and strengthen its position, and the endgame assures victory and lays the groundwork for future business. Just as individual customers do, B2B customers remember those companies whose behavior consistently and significantly outshines even strong competitors. These firms create a lasting advantage -- and reap the profits that come with it.\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003e Terry R. Bacon and David G. Pugh (Durango, CO) are cofounders of the Lore Institute, a professional development and corporate education company. They are the coauthors of \"Winning Behavior.\" Bacon is also the author of \"Selling to Major Accounts\" and dozens of other books, articles, and papers.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 320\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.67 x 9.21 x 6.14 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e May 12, 2004\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":52320173392146,"sku":"9780814416709","price":28.8,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0941\/2211\/5346\/files\/MHhXR3lhWHhzUjBnN1diR05QVTcyQT09.webp?v=1780271784","url":"https:\/\/ckbookstore.net\/products\/the-behavioral-advantage-what-the-smartest-most-successful-companies-do-differently-to-win-in-the-b2b-arena-paperback","provider":"CK BOOKSTORE","version":"1.0","type":"link"}