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A Practical Guide to Value Selling in the AI Era
The hard truth?
They don't want your models, your platform, your agents or your latest breakthrough. They want lower costs, faster growth, reduced risk, better decisions and a competitive advantage.
For decades, technology sales have followed the same playbook: demonstrate the product, explain the features, overcome objections and negotiate the price.
That playbook is breaking down.
AI isn't another software category. It's a business transformation. Buyers aren't evaluating technology; they're deciding whether to change how their organisation operates. That demands a completely different sales conversation.
Drawing on more than 40 years of enterprise technology sales experience, Andy Buchanan reveals the commercial frameworks, questioning techniques and value-led approach that consistently win complex AI opportunities. Packed with practical examples, real customer conversations and immediately usable tools, this book shows how to build compelling business cases, engage senior decision-makers and move AI projects from curiosity to commitment.
Whether you're an account executive, sales leader, founder or AI partner, this book will change how you think about selling AI.
Because:
Nobody wants your AI. They want the business outcomes only AI can deliver.
A Practical Guide to Value Selling in the AI Era
The hard truth?
They don't want your models, your platform, your agents or your latest breakthrough. They want lower costs, faster growth, reduced risk, better decisions and a competitive advantage.
For decades, technology sales have followed the same playbook: demonstrate the product, explain the features, overcome objections and negotiate the price.
That playbook is breaking down.
AI isn't another software category. It's a business transformation. Buyers aren't evaluating technology; they're deciding whether to change how their organisation operates. That demands a completely different sales conversation.
Drawing on more than 40 years of enterprise technology sales experience, Andy Buchanan reveals the commercial frameworks, questioning techniques and value-led approach that consistently win complex AI opportunities. Packed with practical examples, real customer conversations and immediately usable tools, this book shows how to build compelling business cases, engage senior decision-makers and move AI projects from curiosity to commitment.
Whether you're an account executive, sales leader, founder or AI partner, this book will change how you think about selling AI.
Because:
Nobody wants your AI. They want the business outcomes only AI can deliver.
| Erscheinungsjahr: | 2026 |
|---|---|
| Fachbereich: | Allgemeines |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| ISBN-13: | 9781066805808 |
| ISBN-10: | 1066805806 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Buchanan, Andrew |
| Hersteller: | Andrew Buchanan |
| Verantwortliche Person für die EU: | Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de |
| Maße: | 198 x 129 x 6 mm |
| Von/Mit: | Andrew Buchanan |
| Erscheinungsdatum: | 10.08.2026 |
| Gewicht: | 0,114 kg |
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