WorldCat Identities

Kelly, Simon

Works: 3 works in 12 publications in 2 languages and 253 library holdings
Genres: History 
Roles: Author
Publication Timeline
Most widely held works by Simon Kelly
Value-ology : aligning sales and marketing to shape and deliver profitable customer value propositions by Simon Kelly( Book )

10 editions published in 2017 in English and German and held by 11 WorldCat member libraries worldwide

This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America. It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it's not relevant to the audience or the prospect doesn't even know the content exists. Furthermore 58% of deals end up in "no decision" because Sales has not presented value effectively. Companies are creating lots of noise but failing to resonate with the customers. So what? The danger, aside from marketing wasting tens of millions of dollars on ineffective content and tools, is that customers will disengage. 94% of prospects say they have completely disengaged with vendors because of irrelevant content. In order to grow fast, the authors argue, Sales and Marketing teams need to slow down. They need to work together to truly understand their customers' needs, wants, motivations and pain points so that they can offer customized "value". The book sets out how to establish a formal program to continuously capture customer intelligence and insights -- the shiny gems of understanding that help prospects to connect the dots -- so that value can be consistently articulated in marketing and sales conversations. By integrating the best ideas and practice from commercial experience and academic research the authors show how to create value across the entire marketing and sales value chain -- not only get a new customer, but to continue to create value for future purchases by creating "post-sales" value
Commission of inquiry into chiropractic in New Zealand : 30th anniversary by New Zealand( Visual )

1 edition published in 2009 in English and held by 4 WorldCat member libraries worldwide

Some members of the original group, who represented the chiropractic profession 30 years ago in the New Zealand Commission of Inquiry into Chiropractic, are asked to reflect back upon this experience. Those interviewed are: Lionel Blackburn, Brian F. Kelly, Stefan Pallister, Alan Wade, Clive Mudgeway, John Nolan, Scott Haldeman, and David Chapman-Smith
Making IT work and making do : a study of best practice, computing and routine work in building firms by Simon Kelly( Book )

1 edition published in 2004 in English and held by 1 WorldCat member library worldwide

Audience Level
Audience Level
  Kids General Special  
Audience level: 0.57 (from 0.48 for Commission ... to 0.84 for Making IT ...)

English (11)

German (1)