Power of Value Selling - The Gold Standard to Drive Revenue and Create Customers for Life

Informationen zum Autor 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 . Klappentext 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, BeLegendary.Coach Zusammenfassung Build strong connections to accelerate sales resultsIn The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life, sought-after trainer and sales leader Julie Thomas delivers an exciting new take on buyer-centric selling to modern buyers. In the book, you'll learn value-based selling techniques to become a trusted business advisor who instills confidence in buying decisions despite unpredictable business environments.This actionable guide to improved business conversations--ones that build trust and human-to-human connections--enables you to focus the sales conversation on value, instead of price, and identify business issues that create urgency to unlock new sales opportunities. You'll also find:* Strategies for selling to the C-suite, closing more business, expanding your sales footprint, managing global accounts and generating consistent renewal sales* Methods for building credibility and rapport with your buyers along with proven sales prospecting strategies to win time on their increasingly packed calendars* Ways to motivate buyers to take action and improve sales forecast accuracy through a repeatable opportunity qualification framework* Actions for aligning your revenue engine and enabling all of your customer-facing teams to improve the customer experience.An indispensable guide for seasoned revenue professionals and B2B sales leaders seeking to boost their real-world performance, deepen customer relationships and improve customer experience, The Power of Value Selling will also benefit early-career salespeople looking for practical sales strategies that work in competitive markets. Inhaltsverzeichnis 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 Importan...

List of contents

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

Product details

• Authors: Julie Thomas, Thomas Julie
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 20.09.2023
• EAN: 9781394182565
• ISBN: 978-1-394-18256-5
• No. of pages: 256
• Subjects: Non-fiction book > Politics, society, business > Business administration, companies; Social sciences, law, business > Business > Business administration; Marketing, Verkauf, Business & management, Sales and marketing management, Wirtschaft u. Management, Marketing & Sales, Marketing u. Vertrieb