Home > General > Value Advisory: Selling in the Complex World of Endless Alternatives: A practical guide to adopting value advisory practices for sales leaders
Value Advisory: Selling in the Complex World of Endless Alternatives: A practical guide to adopting value advisory practices for sales leaders

Value Advisory: Selling in the Complex World of Endless Alternatives: A practical guide to adopting value advisory practices for sales leaders

          
5
4
3
2
1

Out of Stock


Premium quality
Premium quality
Bookswagon upholds the quality by delivering untarnished books. Quality, services and satisfaction are everything for us!
Easy Return
Easy return
Not satisfied with this product! Keep it in original condition and packaging to avail easy return policy.
Certified product
Certified product
First impression is the last impression! Address the book’s certification page, ISBN, publisher’s name, copyright page and print quality.
Secure Checkout
Secure checkout
Security at its finest! Login, browse, purchase and pay, every step is safe and secured.
Money back guarantee
Money-back guarantee:
It’s all about customers! For any kind of bad experience with the product, get your actual amount back after returning the product.
On time delivery
On-time delivery
At your doorstep on time! Get this book delivered without any delay.
Notify me when this book is in stock
Add to Wishlist

About the Book

Do your customers understand the real value of your product? Are they willing to pay for it, or are you caught in the race to the bottom, competing with other vendors on price?

We live in an increasingly sophisticated world. Today, consumers are inundated with more options than ever before, while the products and services are more complex than at any point in history. Consequently, suppliers struggle to differentiate themselves from the competition and explain their offerings to buyers.

As a result, buyers-from an everyday consumer to the procurement officer-have become more sophisticated in their buying process, demanding evermore from sellers to justify why the product deserves a share of their wallet. Whereas in the past the purchasing decision was driven simply by relationship or price, buyers now extensively research alternatives and thoroughly evaluate the complete offering from the potential suppliers. Sellers, therefore, must effectively communicate what sets their product apart or risk becoming a commodity competing solely on price.

Using real-world examples from financial services to manufacturing, Value Advisory: Selling in the Complex World of Endless Alternatives explores the methodologies of communicating "value" in B2B sales. Drawing on best practices from companies like Google, GE and Salesforce, as well as the authors' personal experience in enterprise software sales, Alexander Taryshkin and Marcio Souza provide a variety of frameworks to help sales leaders understand the value their products and services deliver, establish the organisational processes needed to effectively communicate that value, and consider the practical implications of running an effective "value advisory" function within their organisation. While practical and rich in detail, the book also extends the methodology of value advisory to a broad application across B2B industries and the B2C segment, reflecting the increasing need for value-based selling in light of technological progress and market developments.


Best Sellers



Product Details
  • ISBN-13: 9781068767814
  • Publisher: Amazon Digital Services LLC - Kdp
  • Publisher Imprint: Taryshkin & Souza
  • Height: 229 mm
  • No of Pages: 258
  • Spine Width: 15 mm
  • Weight: 381 gr
  • ISBN-10: 1068767812
  • Publisher Date: 27 Sep 2024
  • Binding: Paperback
  • Language: English
  • Returnable: N
  • Sub Title: Selling in the Complex World of Endless Alternatives: A practical guide to adopting value advisory practices for sales leaders
  • Width: 152 mm


Similar Products

How would you rate your experience shopping for books on Bookswagon?

Add Photo
Add Photo

Customer Reviews

REVIEWS           
Click Here To Be The First to Review this Product
Value Advisory: Selling in the Complex World of Endless Alternatives: A practical guide to adopting value advisory practices for sales leaders
Amazon Digital Services LLC - Kdp -
Value Advisory: Selling in the Complex World of Endless Alternatives: A practical guide to adopting value advisory practices for sales leaders
Writing guidlines
We want to publish your review, so please:
  • keep your review on the product. Review's that defame author's character will be rejected.
  • Keep your review focused on the product.
  • Avoid writing about customer service. contact us instead if you have issue requiring immediate attention.
  • Refrain from mentioning competitors or the specific price you paid for the product.
  • Do not include any personally identifiable information, such as full names.

Value Advisory: Selling in the Complex World of Endless Alternatives: A practical guide to adopting value advisory practices for sales leaders

Required fields are marked with *

Review Title*
Review
    Add Photo Add up to 6 photos
    Would you recommend this product to a friend?
    Tag this Book
    Read more
    Does your review contain spoilers?
    What type of reader best describes you?
    I agree to the terms & conditions
    You may receive emails regarding this submission. Any emails will include the ability to opt-out of future communications.

    CUSTOMER RATINGS AND REVIEWS AND QUESTIONS AND ANSWERS TERMS OF USE

    These Terms of Use govern your conduct associated with the Customer Ratings and Reviews and/or Questions and Answers service offered by Bookswagon (the "CRR Service").


    By submitting any content to Bookswagon, you guarantee that:
    • You are the sole author and owner of the intellectual property rights in the content;
    • All "moral rights" that you may have in such content have been voluntarily waived by you;
    • All content that you post is accurate;
    • You are at least 13 years old;
    • Use of the content you supply does not violate these Terms of Use and will not cause injury to any person or entity.
    You further agree that you may not submit any content:
    • That is known by you to be false, inaccurate or misleading;
    • That infringes any third party's copyright, patent, trademark, trade secret or other proprietary rights or rights of publicity or privacy;
    • That violates any law, statute, ordinance or regulation (including, but not limited to, those governing, consumer protection, unfair competition, anti-discrimination or false advertising);
    • That is, or may reasonably be considered to be, defamatory, libelous, hateful, racially or religiously biased or offensive, unlawfully threatening or unlawfully harassing to any individual, partnership or corporation;
    • For which you were compensated or granted any consideration by any unapproved third party;
    • That includes any information that references other websites, addresses, email addresses, contact information or phone numbers;
    • That contains any computer viruses, worms or other potentially damaging computer programs or files.
    You agree to indemnify and hold Bookswagon (and its officers, directors, agents, subsidiaries, joint ventures, employees and third-party service providers, including but not limited to Bazaarvoice, Inc.), harmless from all claims, demands, and damages (actual and consequential) of every kind and nature, known and unknown including reasonable attorneys' fees, arising out of a breach of your representations and warranties set forth above, or your violation of any law or the rights of a third party.


    For any content that you submit, you grant Bookswagon a perpetual, irrevocable, royalty-free, transferable right and license to use, copy, modify, delete in its entirety, adapt, publish, translate, create derivative works from and/or sell, transfer, and/or distribute such content and/or incorporate such content into any form, medium or technology throughout the world without compensation to you. Additionally,  Bookswagon may transfer or share any personal information that you submit with its third-party service providers, including but not limited to Bazaarvoice, Inc. in accordance with  Privacy Policy


    All content that you submit may be used at Bookswagon's sole discretion. Bookswagon reserves the right to change, condense, withhold publication, remove or delete any content on Bookswagon's website that Bookswagon deems, in its sole discretion, to violate the content guidelines or any other provision of these Terms of Use.  Bookswagon does not guarantee that you will have any recourse through Bookswagon to edit or delete any content you have submitted. Ratings and written comments are generally posted within two to four business days. However, Bookswagon reserves the right to remove or to refuse to post any submission to the extent authorized by law. You acknowledge that you, not Bookswagon, are responsible for the contents of your submission. None of the content that you submit shall be subject to any obligation of confidence on the part of Bookswagon, its agents, subsidiaries, affiliates, partners or third party service providers (including but not limited to Bazaarvoice, Inc.)and their respective directors, officers and employees.

    Accept

    New Arrivals



    Inspired by your browsing history


    Your review has been submitted!

    You've already reviewed this product!