Creating the Strategy - a new book written by Cranfield alumnus, Rennie Gould

Creating the Strategy

Winning and Keeping Customers in B2B Markets

Written by Rennie Gould (MBA 1983) Creating the Strategy is a practical guide that brings together the most important elements of business strategy, B2B marketing theory and sales management.

Aimed at those business practitioners wanting to structure their organisations around the winning and keeping of customers in B2B markets, the book introduces a number of unique and powerful methodologies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance.  It is structured around the Business Performance Value Chain, a unique and integrated process that builds awareness and understanding of all factors impacting on sales and business performance, providing an important diagnostic tool

Whether you are working for a large organisation or a small company, Creating the Strategy will help you recognise and implement the key elements responsible for creating outstanding sales and business performance in B2B markets.

Rennie Gould is the founder of Customize UK Training and a highly qualified consultant and professional practitioner in B2B sales, customer strategy and sales management.  He has worked with a variety of clients from around the world, including Nokia, Royal Mail and Pirelli.

The book will be available from August.

For more information, or to buy, go to:

www.koganpage.com or call +44 (0)1206 255777