The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale Ed edition

Marc Notes: 'The Three Value Conversations' provides the tools and methods you need to differentiate you and your solution from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. Based on extensive research, the authors' programme enables salespeople to articulate value in three essential conversations with the customer: the differentiation conversation (creating value), the justification conversation (elevating the value to the right level of decision maker), and the maximization conversation (capturing that value and maximizing the size of your opportunities). Biographical Note: Tim Riesterer is Chief Strategy and Marketing Officer of Corporate Visions, responsible for leading the strategic direction of the company in thought leadership, positioning and product development. Erik Peterson is Executive Vice President of Consulting of Corporate Visions. He is responsible for leading the company s consulting team globally, including staff and certified contractors. Conrad Smith, Vice President Consulting Services, Corporate Visions is an operations executive with over 30 years of buying experience. He has delivered the Corporate Visions Justification Skills to more than 12,000 people. Cheryl Geoffrion is Vice President of Consulting Services for Corporate Visions. She has devoted more than 24 years to elevating the business results of her client organizations and the individuals within them. "Publisher Marketing:"The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle" The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you need to master the art of customer conversation. The best story told in the best way will always win. Being remarkable and memorable in your conversations is very important but it goes beyond great delivery. You must be able to articulate value. "The Three Value Conversations" provides the tools and methods you need to differentiate yourself and your solutions from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. The book teaches you how to: Create value for your prospects by identifying and advising them on problems, potential threats and missed opportunities Articulate why your prospects need to choose you over rival competitors Elevate the value of your offering to your prospect s senior-level decision-makers Demonstrate the business and financial acumen required to make a compelling, credible business case for your solution Identify unconsidered needs that only your solution solves Embrace the natural tension that occurs between buyers and sellers to capture and protect the value of your opportunity from unnecessary discounting Not just another sales process book, "The Three Value Conversations" equips you with practical, hands-on concepts for engaging prospects and customers at any moment in the buying cycle with the specific stories and skills to create, elevate, and capture value."

Contributor Bio:  Peterson, Erik Erik Peterson, Vice President of Strategic Consulting, Corporate Visions, helps companies and salespeople around the world win at the three-foot level when they re sitting across the table from their most important prospects. Companies such as GE, AmerisourceBergen, and Oracle have sought his help to create their simple, differentiated, and memorable story. Peterson has delivered consulting, keynotes, and messaging skills workshops to more than 10,000 salespeople in 13 countries, and he leads a team that s delivered this work in 56 countries around the world. Tim Riesterer, Chief Marketing Officer and Senior Vice President of Products and Consulting, Corporate Visions, is a recognized thought leader and practitioner in the area of marketing and sales messaging. His first book, "Customer Message Management", focused on increasing a marketing department s impact on selling by providing customer-relevant, salesready messaging and tools that salespeople will actually use. Now, he s turned his attention to salespeople themselves and what actually happens when they are in front of the customer with their lips moving. Contributor Bio:  Riesterer, Tim Tim Riesterer is Chief Strategy and Marketing Officer of Corporate Visions. He oversees the strategic direction of the company in thought leadership, positioning, and product development. Contributor Bio:  Smith, Conrad Conrad Smith, Vice President Consulting Services, Corporate Visions, is an operations executive with over 30 years of buying experience. He has delivered the Corporate Visions Justification Skills to more than 12,000 people. Contributor Bio:  Geoffrion, Cheryl Cheryl Geoffrion is Vice President of Consulting Services for Corporate Visions. An expert negotiator and facilitator, she has more than 24 years of experience elevating the business results of client organizations and the individuals within them.