Hawks, Seagulls, and Mice

Hawks, Seagulls, & Mice is an eye-opening resource for executives, entrepreneurs, venture capitalist, and everyone else involved in sales and marketing in business markets. It presents business-tested conceptual and quantitative models for driving performance in creating customers and capturing profits in plain-spoken terms and supported by numerous case studies and examples. Explore business markets from the following perspectives:

• Strategic growth patterns
  
• Sales and marketing organization design
  
• Sales and marketing activity management
  
• Customer buying process
  
• Psychological and business value communication
  
• Sales and marketing performance audits

"Finally! Someone has shifted the old B2B paradigm of sales and marketing and provided some dynamic, new, easy-to-use, quantitative models for integrating the two around business goals."

-Gordon Hochhalter, Partner, Creativitystrategyconnectivity, Mobium Creative Group

"HSM fills two major gaps in the marketing book universe-marketing in business-to-business markets and the integration of sales and marketing functions. Smith addresses these gaps in a systematic and comprehensive manner. A solid effort."

-Puneet Manchanda, Associate Professor of Marketing, University of Chicago Graduate Schools of Business

"Smith's.Hawks, Seagulls, & Mice is a just-in-time work, immediately needed by many and useful to all those businesses that wish to grow their revenues in today's dynamic and exceedingly complex competitive marketplace."

-Green R. Miller, PhD, Professor of Economics, Morehead State University