Value Capture Selling

How to Win the 3rd Sales Transformation

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Beschreibung

<p><b>Praise for VALUE CAPTURE SELLING</b></p><p>"Larreche brings a wealth of expertise in sales and marketing to this insightful book. By focusing on the importance of value creation for both the customer and the corporation, this book revolutionizes the sales approach. <i>Value Capture Selling</i> is a must-read for anyone seeking to master the art of selling and create lasting customer relationships."<br><b>-- Marshall Goldsmith, </b><i>Thinkers50</i> #1 Executive Coach and <i>New York Times</i> bestselling author of <i>The Earned Life, Triggers, </i> and <i>What Got You Here Won't Get You There</i></p><p>"<i>Value Capture Selling</i> is the sales book of the decade! It provides a novel approach that leads salespeople to a more effective negotiation position that satisfies customer needs while creating corporate value for your business. A must-read for anyone who wants to win more sales and achieve higher profits."<br><b>--Gerhard Gschwandtner, </b> Founder and Publisher, <i>Selling Power </i></p><p>"Most sales forces focus only on revenue, not value capture. Larreche's book can help you make the necessary transition. If you are in sales, read it because the data revolution is increasing scrutiny from finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation." <br><b>-- Frank Cespedes, </b> Harvard Business School, author of <i>Aligning Strategy and Sales</i> and <i>Sales Management That Works</i></p><p>"<i>Value Capture Selling</i> is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value--both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!" <br><b>--Laurent Beraza, </b> Director, UK, Germany &amp; France, Microsoft Solutions Support Sales</

Artikeldetails

EAN

9781394158584

Sprache

Englisch

Einband / Art

Buch

Maße

218 x 160 x 41 mm

Erscheinungsjahr

2023

Verlag / Hersteller

Wiley