ISBN: 9781394158584 - value capture selling: how to win the 3rd sales transformation (19 Ergebnisse)

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Hardcover. Zustand: Sehr gut. Gebraucht - Sehr gut SG - Ungelesenes Mängelexemplar, Umschlag fehlt, gestempelt, mit leichten Lagerspuren - 'The sales book of the decade' --Selling Power magazineValue Capture Selling is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche's approach is so innovative that Selling Power magazine named it 'The sales book of the decade.'For years, sales professionals have focused on creating value for their customers--the first phase in selling. However, in today's fast-moving world of business, that is just not enough. Under increased financial pressure, businesses today are being pushed to move to an emphasis on the second phase of selling: the capture of corporate value. However, as all-too-many business leaders are finding out to their great dismay, sales professionals have not been trained in the techniques for the capture of corporate value, and they are at the mercy of very well-trained and tough professional buyers.Value Capture Selling is the first book to address this gap. It is specifically designed to provide sales professionals--both veteran and new alike--with a complete roadmap for making the transition from value selling to value-capture selling, including:\* Why the creation of corporate value--short, medium, and long term--is essential for the firm and its internal and external partners\* How to master the key drivers of corporate value: profitability, market share, and customer satisfaction\* How to prepare for value capture\* How to frame strategies and tactics for value capture\* How to close deals for higher corporate value captureValue-capture selling is the current challenge for corporations and sales professionals everywhere--making the transition from a revenue objective to a focus on corporate value. This requires a fundamental shift from a strong belief that bigger is better to a new creed that richer is better. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation.In a future marked by escalating financial pressures, the significance of value capture will only grow, and in Value Capture Selling, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art!Praise for Value Capture Selling:'Most sales forces focus only on revenue, not value capture. Larreche's book can help you make the necessary transition. If you are in Sales, read it because the data revolution is increasing scrutiny from Finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation.'--Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works'Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value--both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!'--Laurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales'Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center--right where they belong.'--Anna Campagna, Sr. Director Global Sales, HEINEKEN.…

Hardcover. Zustand: Sehr gut. Gebraucht - Sehr gut Sg - leichte Beschädigungen oder Verschmutzungen, ungelesenes Mängelexemplar, gestempelt - 'The sales book of the decade' --Selling Power magazineValue Capture Selling is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche's approach is so innovative that Selling Power magazine named it 'The sales book of the decade.'For years, sales professionals have focused on creating value for their customers--the first phase in selling. However, in today's fast-moving world of business, that is just not enough. Under increased financial pressure, businesses today are being pushed to move to an emphasis on the second phase of selling: the capture of corporate value. However, as all-too-many business leaders are finding out to their great dismay, sales professionals have not been trained in the techniques for the capture of corporate value, and they are at the mercy of very well-trained and tough professional buyers.Value Capture Selling is the first book to address this gap. It is specifically designed to provide sales professionals--both veteran and new alike--with a complete roadmap for making the transition from value selling to value-capture selling, including:\* Why the creation of corporate value--short, medium, and long term--is essential for the firm and its internal and external partners\* How to master the key drivers of corporate value: profitability, market share, and customer satisfaction\* How to prepare for value capture\* How to frame strategies and tactics for value capture\* How to close deals for higher corporate value captureValue-capture selling is the current challenge for corporations and sales professionals everywhere--making the transition from a revenue objective to a focus on corporate value. This requires a fundamental shift from a strong belief that bigger is better to a new creed that richer is better. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation.In a future marked by escalating financial pressures, the significance of value capture will only grow, and in Value Capture Selling, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art!Praise for Value Capture Selling:'Most sales forces focus only on revenue, not value capture. Larreche's book can help you make the necessary transition. If you are in Sales, read it because the data revolution is increasing scrutiny from Finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation.'--Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works'Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value--both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!'--Laurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales'Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center--right where they belong.'--Anna Campagna, Sr. Director Global Sales, HEINEKEN.…

Buch. Zustand: Neu. Neuware - 'The sales book of the decade' --Selling Power magazineValue Capture Selling is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche's approach is so innovative that Selling Power magazine named it 'The sales book of the decade.'For years, sales professionals have focused on creating value for their customers--the first phase in selling. However, in today's fast-moving world of business, that is just not enough. Under increased financial pressure, businesses today are being pushed to move to an emphasis on the second phase of selling: the capture of corporate value. However, as all-too-many business leaders are finding out to their great dismay, sales professionals have not been trained in the techniques for the capture of corporate value, and they are at the mercy of very well-trained and tough professional buyers.Value Capture Selling is the first book to address this gap. It is specifically designed to provide sales professionals--both veteran and new alike--with a complete roadmap for making the transition from value selling to value-capture selling, including:\* Why the creation of corporate value--short, medium, and long term--is essential for the firm and its internal and external partners\* How to master the key drivers of corporate value: profitability, market share, and customer satisfaction\* How to prepare for value capture\* How to frame strategies and tactics for value capture\* How to close deals for higher corporate value captureValue-capture selling is the current challenge for corporations and sales professionals everywhere--making the transition from a revenue objective to a focus on corporate value. This requires a fundamental shift from a strong belief that bigger is better to a new creed that richer is better. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation.In a future marked by escalating financial pressures, the significance of value capture will only grow, and in Value Capture Selling, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art!Praise for Value Capture Selling:'Most sales forces focus only on revenue, not value capture. Larreche's book can help you make the necessary transition. If you are in Sales, read it because the data revolution is increasing scrutiny from Finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation.'--Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works'Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value--both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!'--Laurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales'Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center--right where they belong.'--Anna Campagna, Sr. Director Global Sales, HEINEKEN.…

Buch. Zustand: Neu. Value Capture Selling | How to Win the 3rd Sales Transformation | Jean-Claude Larreche | Buch | Preface xviiChapter 1 The Advent of Value Capture 1Selling as Push 4The Three Sales Transformations 5Hop on the Bus of Change and Become a Value-Capture Champion 11The First Step on the Bus of Change 12The Structure of the Book 13Chapter 2 The Creation o | Englisch | 2023 | Wiley | EAN 9781394158584 | Verantwortliche Person für die EU: Kolibri 360 GmbH, Ettore-Bugatti-Str. 6-14, 51149 Köln, produktsicherheit[at]kolibri360[dot]de | Anbieter: preigu.…

Zustand: Gut. Zustand: Gut | Seiten: 304 | Sprache: Englisch | Produktart: Bücher | "There are many excellent books available today to help sales professionals master the modern sales approach based on consultative selling and the creation of perceived customer value. VALUE CAPTURE SELLING takes the next big step beyond these existing books, addressing the other side of the value equation: the creation of corporate value as a complement to the creation of customer value. In an increasingly challenging environment, businesses are being placed under growing pressure to move from an emphasis on revenues ("bigger is better") to a focus on the creation of corporate value ("richer is better"). As a result, sales forces around the world--and in all industries--are being asked to move from a simple revenue objective to a more complex corporate-value objective. This shift is what JC Larreche calls the "3rd sales transformation," and it is a real challenge for most sales professionals."--.…

Zustand: New. 2023. 1st Edition. hardcover. . . . . . Books ship from the US and Ireland.

Zustand: New. JC LARRECHE is Emeritus Professor at INSEAD, the leading international business school with campuses in France, Singapore, and Abu Dhabi. In addition to his distinguished academic career, he has been a consultant for many leading global corporations and ser.