Sue Holt

Build a repeatable capability to create customer value propositions that win in AI-accelerated B2B markets. Creating Customer Value Propositions With AI is a practical guide for senior commercial leaders, sales directors, key account managers and product leaders who need to develop differentiated offers, align cross-functional teams and turn customer insight into measurable revenue growth. Written by Cranfield Visiting Fellows Richard Brooks, Sue Holt and Mark Davies, this book introduces the Offer Development & Innovation (ODI) framework, a three-phase system covering customer needs analysis, offer ideation and customer value proposition development. It shows how AI can support each phase by strengthening analysis, coaching teams and accelerating the work required to build offers customers understand and act on. Moving beyond prompt engineering, this book helps leaders use AI as a strategic partner in complex B2B environments. It equips you to: - Diagnose root-cause customer needs - Build cross-functional offer processes - Quantify value in customer language - Apply AI across ODI stages Shift toward value-based growth Featuring real-world examples from Pfizer, Siemens, ThermoFisher, Grant Thornton, Zoetis and Nylacast, Creating Customer Value Propositions With AI demonstrates how organizations can create unique customer value repeatedly, systematically and faster than the competition. Themes include: customer value propositions, B2B sales strategy, AI for business, offer innovation, value-based selling, commercial transformation

Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes.

From the same author as the popular first edition, the second edition of this trusted, accessible physics textbook breaks down content into manageable chunks to help students with the transition from GCSE to A Level study. It has been fully revised and updated for the new A Level specifications for first teaching from September 2015, and is suitable for AQA, OCR, WJEC and Edexcel. The textbook provides plenty of examples and practice questions for consolidation of learning. Additional sections in the textbook provide help with revision and exam technique, practical skills and maths skills.