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.
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.
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.
Inhaltsangabe
Acknowledgments vii Introduction: The Storyteller ix SECTION I CREATE VALUE: The Differentiation Conversation 1 Create a Buying Vision 3 2 Speak to Situations, Not Dispositions 15 3 Unconsidered Needs Drive Unexpected Opportunity 23 4 Keep Your Claims Limited and Focused 47 5 Whiteboard Conversations Versus PowerPoint Presentations 57 SECTION II Elevate Value : The Justification Conversation 6 Overcoming a Fear of Heights 81 7 Know Me Before You Meet Me: Developing Customer Insight 91 8 Financial Statements and ROI 117 9 Executive Engagement 149 SECTION III Capture Value : The Maximization Conversation 10 No Last-Minute Saves 165 11 The Conversation Before the Conversation 171 12 Pivotal Agreements 177 13 Ask for More Than You Are Comfortable Asking 187 14 Dealing with Price Pressure 199 Afterword: The Last Mile 213 Endnotes 219 Index 221
Acknowledgments vii Introduction: The Storyteller ix SECTION I CREATE VALUE: The Differentiation Conversation 1 Create a Buying Vision 3 2 Speak to Situations, Not Dispositions 15 3 Unconsidered Needs Drive Unexpected Opportunity 23 4 Keep Your Claims Limited and Focused 47 5 Whiteboard Conversations Versus PowerPoint Presentations 57 SECTION II Elevate Value : The Justification Conversation 6 Overcoming a Fear of Heights 81 7 Know Me Before You Meet Me: Developing Customer Insight 91 8 Financial Statements and ROI 117 9 Executive Engagement 149 SECTION III Capture Value : The Maximization Conversation 10 No Last-Minute Saves 165 11 The Conversation Before the Conversation 171 12 Pivotal Agreements 177 13 Ask for More Than You Are Comfortable Asking 187 14 Dealing with Price Pressure 199 Afterword: The Last Mile 213 Endnotes 219 Index 221
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