Beyond Selling Value

"Breaking out of the "vendor trap" requires nothing short of a wholesale rethinking of what it means to sell value. Salespeople must re-evaluate the types of opportunities they pursue, what they learn about their customers, the level of customer they're willing to sell to, and how they communicate with executives who buy value." "Such a revolutionary change in approach to the nature of sales also requires a new strategic, step-by-step plan for progressing through the sales cycle. That is precisely the process described in Beyond Selling Value - the most effective method available for selling…