{"product_id":"the-dollarization-discipline-how-smart-companies-create-customer-value-and-profit-from-it-hardcover","title":"The Dollarization Discipline: How Smart Companies Create Customer Value...and Profit from It - Hardcover","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\u003eJeffrey J. Fox\u003c\/b\u003e (Author), \u003cb\u003eRichard C. Gregory\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003eHow companies turn value-added into real profits\u003cbr\u003e The Dollarization Discipline shows organizations and marketers how to effectively communicate the economic value created by their products and services. Too often, when companies compete using conventional sales and marketing approaches, they force customers to make financial decisions (how much to spend), based on non-financial arguments (product features and benefits). On this playing field, the company that can show true financial advantage in real dollars and cents wins every time. This book offers a step-by-step strategy for doing just that.\u003cbr\u003e Every day, good companies suffer because they create value for customers but aren't able to keep their fair share. This is because most marketers can't fully explain the value customers get from their products, and the argument falls to the lowest common denominator-price. The solution is an approach to sales and marketing that goes beyond articulating features and benefits, but calculates the monetary value a customer receives from a product or service. This enables the seller to price the product as a true reflection of its value-and also let's the seller prove it to the customer!\u003cbr\u003e With real case studies and detailed, step-by-step guidance on effective dollarization, The Dollarization Discipline finally offers a practical, straightforward way for marketers and business leaders to prove the value of their \"value-added.\"\u003cbr\u003e Jeffrey J. Fox (Gilford, New Hampshire) is the founder and President of Fox \u0026amp; Company, Inc., a marketing consulting firm. Fox is also the author of the bestsellers How to Become a CEO, How to Become a Rainmaker, and How to Become a Great Boss. Richard C. Gregory (Farmington, Connecticut) is a Senior Consultant with Fox \u0026amp; Company.\u003c\/p\u003e\u003ch3\u003eFront Jacket\u003c\/h3\u003e\u003cp\u003eJeffrey Fox introduced the concept of Dollarization in his bestselling books How to Become a Rainmaker and How to Become a Marketing Superstar. Now, he and Rick Gregory present this compelling, effective principle in full detail so you can apply it to your business. \u003c\/p\u003e\u003cp\u003eThe Dollarization Discipline shows organizations how to effectively communicate the economic value created by their products and services. Every day, good companies suffer because they create financial value for customers but aren't able to keep their fair share. This is because most marketers cannot fully articulate the value customers get from their products, and the argument falls to the lowest common denominator-price. The solution is an approach to sales and marketing that goes beyond articulating features and benefits, but calculates the monetary gain a customer receives in exchange for the price paid. This book offers step-by-step strategies for doing just that.\u003c\/p\u003e \u003cp\u003eDollarization is simple in theory but complicated in practice. Authors Fox and Gregory include helpful charts, how-to steps, and dozens of real-life examples featuring leading companies that illustrate important techniques and help you shape an effective marketing and selling strategy.\u003c\/p\u003e \u003cp\u003eThis book offers strategies and techniques that will interest CEOs, marketing VPs, field salespeople, and everyone in between. Salespeople will learn how to handle price objections, shorten sales cycles, protect business from competition, get appointments, and more. Marketing professionals will learn to apply Dollarization to new product pricing, market segmentation, even advertising and communications.\u003c\/p\u003e \u003cp\u003eSuccessful companies prosper by discovering how their customers make money and then aligning resources to help those customers make more money. Dollarization is a core discipline that enables firms to put this strategy into practice. With this book, Fox and Gregory include the step-by-step guidance you need to make Dollarization the foundation of your business strategy.\u003c\/p\u003e \u003cp\u003eIf you believe your company is under-compensated for the real value it delivers to customers, this book will help. Packed with practical advice and real-world wisdom, The Dollarization Discipline presents all the tools and techniques businesses need to turn their value-added into real money.\u003c\/p\u003e\u003ch3\u003eBack Jacket\u003c\/h3\u003e\u003cp\u003eGE people realize that our job is to help our customers make money. Dollarization thinking helps us do that.\u003cbr\u003e -Damian A. Thomas, General Manager and Corporate Sales Leader\u003cbr\u003e General Electric Company \u003c\/p\u003e\u003cp\u003e\"THE DOLLARIZATION DISCIPLINE demystifies the often misused term 'value, ' and shows how to become a thought partner and sell the true worth of your offering. This book will pay for itself many times over.\"\u003cbr\u003e -Anthony Parinello, Author, Selling to Vito and Getting the Second Appointment\u003c\/p\u003e \u003cp\u003e\"Strategic marketing begins with an understanding of how a business creates economic value for its customers. This is a core focus for PPG businesses, and THE DOLLARIZATION DISCIPLINE creatively demonstrates how this thinking can be applied to all aspects of sales and marketing.\"\u003cbr\u003e -Dennis A. Kovalsky, Vice President, Automotive Coatings PPG Industries\u003c\/p\u003e \u003cp\u003e\"Read this book and do what it says. Your customers, and your employer, will thank you for it.\"\u003cbr\u003e -John Chickosky, Vice President, FTS Systems\u003c\/p\u003e \u003cp\u003e\"A must-read for any business looking to improve sales growth, profitability, and customer retention.\"\u003cbr\u003e -Dean Graham, Managing Director, CapitalSource Inc.\u003c\/p\u003e \u003cp\u003e\"THE DOLLARIZATION DISCIPLINE presents powerful concepts with practical implementation ideas. Businesses large and small will benefit from putting Dollarization to work.\"\u003cbr\u003e -John Vander Vort, Director, Private Markets Group\u003cbr\u003e DuPont Capital Management\u003c\/p\u003e\u003ch3\u003eAuthor Biography\u003c\/h3\u003e\u003cp\u003eJEFFREY J. FOX is the author of the Wall Street Journal and New York Times bestseller How to Become a CEO. He is also the founder and President of Fox \u0026amp; Company, Inc., a management consulting firm that specializes in marketing strategy development and sales effectiveness. \u003c\/p\u003e\u003cp\u003eRICHARD C. GREGORY is a Senior Consultant with Fox \u0026amp; Company. He leads Fox's Dollarization Consulting and Training practice, which helps clients develop innovative approaches to articulating and quantifying the value they deliver to their customers.\u003c\/p\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 272\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 1 x 9.1 x 6.3 IN\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003eIllustrated:\u003c\/strong\u003e Yes\u003c\/div\u003e\n            \u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e September 03, 2004\u003c\/div\u003e\n            ","brand":"BooksCloud","offers":[{"title":"Default Title","offer_id":45351600586854,"sku":"9780471659501","price":48.6,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0599\/7255\/0758\/files\/WmptRHNOWmF6WUI0MGg2RWJPM0NMdz09.webp?v=1775012049","url":"https:\/\/infinitylightwa.com\/products\/the-dollarization-discipline-how-smart-companies-create-customer-value-and-profit-from-it-hardcover","provider":"Infinity Light","version":"1.0","type":"link"}