The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
The three conversations B2B sale pros must have with customers to control every step of long lead buying cycleThe most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you need to master the art of customer conversation. The best story told in the best way will always win. Being remarkable and memorable in your conversations is very important-but it goes beyond great delivery. You must be able to articulate value. The Three Value Conversations provides the tools and methods you need to differentiate yourself and your solutions from the competition, elevate value to the right…
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Produktdetails
Weitere Autoren: Riesterer, Tim / Smith, Conrad
- ISBN: 978-0-07-184971-5
- EAN: 9780071849715
- Produktnummer: 17773615
- Verlag: Mcgraw Hill Book Co
- Sprache: Englisch
- Erscheinungsjahr: 2015
- Seitenangabe: 256 S.
- Masse: H23.8 cm x B15.9 cm x D2.5 cm 520 g
- Gewicht: 520
Über den Autor
Tim Riesterer is Chief Strategy and Marketing Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning and product development. Erik Peterson is Executive Vice President of Consulting of Corporate Visions. He is responsible for leading the company's consulting team globally, including staff and certified contractors.Conrad Smith, Vice President Consulting Services, Corporate Visions is an operations executive with over 30 years of buying experience. He has delivered the Corporate Visions' Justification Skills to more than 12,000 people.Cheryl Geoffrion is Vice President of Consulting Services for Corporate Visions. She has devoted more than 24 years to elevating the business results of her client organizations and the individuals within them.
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