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, their 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 buyers.
Value Capture Selling is the first book to address this gap.
