拉姆·查蘭（Ram Charan）

全球著名的管理谘詢大師、暢銷書作傢。在過去35年中，他為全球頂級企業及其領導人提供常年的管理谘詢服務，其中包括通用電氣、KLM、美洲銀行、杜邦、諾華製藥、EMC、3M及Verizon等。他的獨到見解源於其過人的商業智慧：他能在飛速變化的市場環境下，透過企業的復雜錶麵，直指問題的核心；還能針對核心問題，提齣精妙的解決方案，不僅切中要害，還切實可行，即刻就可付諸實施。拉姆·查蘭與拉裏·博西迪閤著的《執行》曾在《紐約時報》暢銷書排行榜上高居榜首。

譯者簡介

楊懿梅

哈佛大學工商管理碩士MBA，清華大學經濟學碩士、管理學及英國文學學士。曾在麥肯锡谘詢公司及貝恩資本私募股權投資基金就職。目前正協助拉姆·查蘭先生服務中國企業。

蕭峰

擁有十幾年管理谘詢經驗。曾經任職數傢財富五百強企業，包括貝剋休斯公司、馬士基航運、英國石油。現擔任數傢大型外資及民營企業的獨立董事及常年管理顧問。擁有荷蘭馬斯赫利特管理學院MBA學位。

From the bestselling author of What the CEO Wants You to Know: How to rethink sales from the outside in

More than ever these days, the sales process often turns into a war about price—a frustrating, unpleasant war that takes all the fun out of selling. But there’s a better way to think about sales, says bestselling author Ram Charan, who is famous for clarifying and simplifying difficult business problems.

Instead of starting with your product or service, start with your customer’s problems. Focus on becoming your customer’s trusted partner, someone he or she can turn to for creative, cost- effective solutions that are based on your deep knowledge of his values, goals, problems, and customers. This powerful book will teach you:

• How to gain a deeper knowledge of your customer’s company, including costs, values, and how decisions really get made

• How to help your customer improve margins and drive revenue growth

• How to focus on your customer’s customers

• How to work with other departments in your own company to customize better solutions

• How to make price much less of an issue

Someday, every company will listen more closely to the customer, and every manager will realize that sales is everyone’s business, not just the sales department’s. In the meantime, this eye- opening book will show you how to get started.