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Ram Charan
WHAT THE CUSTOMER WANTS YOU TO KNOW
Shift from selling products to solving customer problems—and watch your business grow.
Master Marketing strategies from the world's leading business books!
Core Biz Category:
Marketing
What Will You Learn?
Understand customer profitability to transform from vendor to trusted partner – What the Customer Wants You to Know by Charan revolutionizes B2B relationship dynamics.
This comprehensive customer strategy summary and partnership methods include:
- Value Creation Selling - Help customers improve their P&L performance, not just your own
- Customer Profitability Analysis - Know exactly how your customers make money
- Trusted Advisor Positioning - Become indispensable through deep business insight and understanding
- Multi-Function Teams - Align entire organization around customer success metrics and outcomes
2025 application: As products commoditize rapidly, understanding customer economics becomes the only sustainable competitive differentiation.
Your Click.Apply.Grow™ partnership strategy: Study one key customer's business model deeply this week. Propose value beyond your product features. Measure their success metrics directly. B2B companies using this strategic approach achieve 75% higher customer retention and 3x larger deal sizes.
Sell products, remain vendor. Improve profits, become partner.
About the Author
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