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Praise for THE POWER OF VALUE SELLING
"Julie provides practical advice and real-world examples for today's complex B2B sales environment. An essential read."
-Dale Robinette, Consultant, Vistage Master Chair, Scaling Up Coach
"Simple. Impactful. Relevant. This practical playbook for human-to-human connections will become the standard for customer-obsessed companies."
-Melissa Widner, CEO, Lighter Capital
"Generating scalable, profitable revenue takes work. Make it easier for your clients, sales team, and company by incorporating The Power of Value Selling. It will be one of the best decisions you will ever make."
- Tim Marken, Former Chief Growth Officer, Boston Globe Media and Managing Partner, Leonidas Strategy Group
"The concept is timeless, and it works. The Power of Value Selling delivers a fresh perspective on how modern buyers want to buy. It is a must-read if you're interested in sales training and coaching."
-Richard Eldh, Founder, Emeritus, SiriusDecisions, Inc. and Former EVP, WW Sales, Gartner, Inc.
"Technology permeates all facets of business. But how do you sell complex technology? Julie's book shows how. It is the valuable guide you need to accelerate your sales results."
- Dan Holmes, VP, Financial Services, Dun & Bradstreet
"What you will learn is the critical importance of how buyers want to buy as opposed to how sellers want to sell. The framework addresses this gap. A brilliant read for leaders who want to dominate their space!"
-Bradford T. Brown, CEO, [...]
Praise for THE POWER OF VALUE SELLING
"Julie provides practical advice and real-world examples for today's complex B2B sales environment. An essential read."
-Dale Robinette, Consultant, Vistage Master Chair, Scaling Up Coach
"Simple. Impactful. Relevant. This practical playbook for human-to-human connections will become the standard for customer-obsessed companies."
-Melissa Widner, CEO, Lighter Capital
"Generating scalable, profitable revenue takes work. Make it easier for your clients, sales team, and company by incorporating The Power of Value Selling. It will be one of the best decisions you will ever make."
- Tim Marken, Former Chief Growth Officer, Boston Globe Media and Managing Partner, Leonidas Strategy Group
"The concept is timeless, and it works. The Power of Value Selling delivers a fresh perspective on how modern buyers want to buy. It is a must-read if you're interested in sales training and coaching."
-Richard Eldh, Founder, Emeritus, SiriusDecisions, Inc. and Former EVP, WW Sales, Gartner, Inc.
"Technology permeates all facets of business. But how do you sell complex technology? Julie's book shows how. It is the valuable guide you need to accelerate your sales results."
- Dan Holmes, VP, Financial Services, Dun & Bradstreet
"What you will learn is the critical importance of how buyers want to buy as opposed to how sellers want to sell. The framework addresses this gap. A brilliant read for leaders who want to dominate their space!"
-Bradford T. Brown, CEO, [...]
JULIE THOMAS is the President and CEO??of ValueSelling Associates, an award-winning sales methodology and training company. She's also a sought-after speaker, consultant, and the author of ValueSelling: Driving Sales Up One Conversation at a Time.
Foreword-The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life xv
Introduction: The More Things Change, the More They Stay the Same xix
I Why ValueSelling, Why Now 1
1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed) 3
2 How You Sell Is Just as Important as What You Sell 13
3 Modern Selling Is ValueSelling (Why Value Is Still Important) 21
II Put the Pro Back in Sales Professional 31
4 People Buy from People: Building Credibility, Trust, and Rapport 33
5 Think Like an Executive 51
6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time 63
III Create Sales Opportunities You Can Win 81
7 Earn Time on Their Calendar 83
8 Uncover Business Problems Worth Solving 109
9 Eliminating No-decision Opportunities and Improving Forecast Accuracy 125
IV Enable the Buying Process 139
10 Reverse Engineering the Buying Process 141
11 Speak Value to Power 153
12 Handling Objections and Negotiating on Value, Not Price 169
V Cement Customer Relationships 185
13 Land and Expand: Strategies for Account Penetration 187
14 Creating Brand Advocates and Customers for Life 197
Notes 211
Acknowledgments 217
About the Author 221
Index 223
| Erscheinungsjahr: | 2023 |
|---|---|
| Fachbereich: | Betriebswirtschaft |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | 256 S. |
| ISBN-13: | 9781394182565 |
| ISBN-10: | 1394182562 |
| Sprache: | Englisch |
| Herstellernummer: | 1W394182560 |
| Einband: | Gebunden |
| Autor: | Thomas, Julie |
| Hersteller: | Wiley |
| Verantwortliche Person für die EU: | Wiley-VCH GmbH, Boschstr. 12, D-69469 Weinheim, product-safety@wiley.com |
| Maße: | 231 x 156 x 22 mm |
| Von/Mit: | Julie Thomas |
| Erscheinungsdatum: | 20.09.2023 |
| Gewicht: | 0,52 kg |
JULIE THOMAS is the President and CEO??of ValueSelling Associates, an award-winning sales methodology and training company. She's also a sought-after speaker, consultant, and the author of ValueSelling: Driving Sales Up One Conversation at a Time.
Foreword-The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life xv
Introduction: The More Things Change, the More They Stay the Same xix
I Why ValueSelling, Why Now 1
1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What's Changed) 3
2 How You Sell Is Just as Important as What You Sell 13
3 Modern Selling Is ValueSelling (Why Value Is Still Important) 21
II Put the Pro Back in Sales Professional 31
4 People Buy from People: Building Credibility, Trust, and Rapport 33
5 Think Like an Executive 51
6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time 63
III Create Sales Opportunities You Can Win 81
7 Earn Time on Their Calendar 83
8 Uncover Business Problems Worth Solving 109
9 Eliminating No-decision Opportunities and Improving Forecast Accuracy 125
IV Enable the Buying Process 139
10 Reverse Engineering the Buying Process 141
11 Speak Value to Power 153
12 Handling Objections and Negotiating on Value, Not Price 169
V Cement Customer Relationships 185
13 Land and Expand: Strategies for Account Penetration 187
14 Creating Brand Advocates and Customers for Life 197
Notes 211
Acknowledgments 217
About the Author 221
Index 223
| Erscheinungsjahr: | 2023 |
|---|---|
| Fachbereich: | Betriebswirtschaft |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Buch |
| Inhalt: | 256 S. |
| ISBN-13: | 9781394182565 |
| ISBN-10: | 1394182562 |
| Sprache: | Englisch |
| Herstellernummer: | 1W394182560 |
| Einband: | Gebunden |
| Autor: | Thomas, Julie |
| Hersteller: | Wiley |
| Verantwortliche Person für die EU: | Wiley-VCH GmbH, Boschstr. 12, D-69469 Weinheim, product-safety@wiley.com |
| Maße: | 231 x 156 x 22 mm |
| Von/Mit: | Julie Thomas |
| Erscheinungsdatum: | 20.09.2023 |
| Gewicht: | 0,52 kg |
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