SELLING YOUR VALUE PROPOSITION: HOW TO TRANSFORM YOUR BUSINESS INTO A SELLING ORGANIZATION
Book ID/图书代码： 07682017B99021
English Summary/英文概要： Businesses are losing customers to competitors because they are not engaging with customers effectively. The first step to resolving this problem is creating a customer-focused value proposition, but having a value proposition alone is not enough. There also needs to be a company-wide, streamlined sales approach to convey that value proposition and sell it to customers.
Selling Your Value Proposition offers practical, step-by-step advice to help readers successfully package, market and sell their value proposition. It will include case studies and interviews with business leaders and key influencers to show how value propositions are sold across a range of industries. All in all, Selling Your Value Proposition will empower readers to align company resources in a customer-centric selling process to effectively convey the message of their value proposition.
Chinese Summary/中文概要： 很多生意都在丢失客户，原因在于他们没有有效地将自己的客户守住。解决这个问题的第一步就在于创造一个关注客户的价值主张，但仅有一个价值主张是不够的。还需要有一个覆盖整个公司的有效的销售角度，才能将这个价值主张传达给客户并让他们接受。
本书提供了实用的、详细的建议，帮助读者成功地建立、推广和贩卖价值主张。其中包括案例分析和对商业领袖所做的访谈，以及一些关键的影响因素，能够在多个行业中帮助贩卖价值主张。总地来说，本书能帮助读者总和公司资源，集中在一个以客户为中心的销售策略上，有效地将自己的价值主张传递给客户。（LYR）
Awards/获奖情况：如果我们总是从相同的角度看待我们的客户、总是与他们做同样的谈话、总是告诉他们完全相同的事情而不认真聆听他们的回应，那么很可能某天我们醒过来发现已经无法互相理解了，或者更糟糕的是，我们已经不再拥有这个客户了。本书让我们警醒，也给了我们一个看待我们的客户的全新方式，教我们应该如何对待他们，如何转变我们之间的关系。（Andy Head，NATS商业发展主管，2017-03-08）
对于那些希望能够进一步发展自己机构的高层领袖来说本书属于必读书籍，能够帮助他们加深和稳固与客户之间的关系。（Christopher Taylor，Survitec执行副总裁，负责发展战略，2017-03-08）
在这个数字时代，你的价值主张必须得到传达，能够让你和客户连接在一起，本书就教授了这个相当重要的生存守则。（Dave Gray，XPLANE创始人，著有《The Connected Company》，2017-03-08）
"We are living in the Age of the Customer. Selling Your Value Proposition provides leaders with fresh, insightful advice on how to drive the customer-centric business transformation our new world requires. The time has come for every employee to join the sales team, and Barnes, Blake and Howard provide a blueprint with powerful case studies to arm leaders with what they need to get started tomorrow. A must-read book for the Transformational Leader of the Future." (Cate Gutowski, VP Commercial Digital Thread, GE Digital 2017-03-08)
"Packed with tried and tested tactics and dozens of examples from real organizations, this is an essential read for execs in large corporates or anyone who wants to be customer-centric (internal or external), innovate and stay ahead of the game." (Simon Gale, Procurement Director, Sony Europe 2017-03-08)
"In Creating and Delivering Your Value Proposition the Futurecurve team helped companies tackle the central, most critical, question they need to address in order to be successful in the market: what is it that makes us unique? Put differently, why should your customers buy from you instead of your competitors? Now, in this terrific follow up book, they help companies translate their unique value proposition into a set of messages that the sales-force can use to drive growth. In doing so, the authors tackle a question that is just as difficult and vexing for managers: what would have to be true in the customer’s world for them to want to PAY us for our unique differentiators? Together, these two books--packed with practical advice, tools and case examples--represent must-read material for B2B CEOs, sales leaders and marketers intent on driving growth in markets increasingly crowded with seemingly commoditized offerings." (Matthew Dixon, Group Leader, CEB, Co-author of The Challenger Sale and The Challenger Customer 2017-03-08)
"If we keep looking at our customers through the same lenses, having the same conversations with them, telling them the same things, not properly hearing the answers, we wake up one day and we don’t understand each other anymore and worse, we have been replaced. This book wakes us up and gives us a new way to look at our customers, how we should think about them and then transform the relationships that we have them." (Andy Head, Business Development Director, NATS 2017-03-08)
"A must read for all executives seeking to gain, or further, their organization’s advantage through deep and resilient relationships with customers." (Christopher Taylor, Executive Vice President - Strategic Development, Survitec 2017-03-08)
"A critically important survival manual for a digital, disruptive age, in which your value proposition must continually evolve to keep up with connected customers." (Dave Gray, Founder of XPLANE and author of The Connected Company 2017-03-08)
"Selling Your Value Proposition isn’t only about your value proposition. It’s about aligning everything your company does to put the customer at the center of it. Selling Your Value Proposition helps you align everything you do to create value experiences that are meaningful to your customers." (Dave Brock, CEO, Partners In EXCELLENCE 2017-03-08)
About the Author/作者介绍： Cindy Barnes在Capgemini工作多年，负责服务开发、销售、市场营销和协助新业务部门，且负责客户咨询，此后她开创了Futurecurve。她拥有交易分析员执业资格，有MBA学位。
Helen Blake曾担任包括Accenture、Capgemini以及KPMG等行业巨头的高层职位，曾接受过交易分析训练，且是国际交易分析学会会员。
Tamara Howard博士毕业于哈佛大学，拥有美国和欧洲的从业经历。她开办了一家商业咨询公司，专长协助公司发展。在她的职业生涯中，曾领导团队多次成功进行过价值几百万英镑的销售行为。
Cindy Barnes founded Futurecurve after many years with Capgemini where she led service development, sales, marketing, co-created new business units and was a client-side consultant. She is clinically qualified in Transactional Analysis and holds an MBA.
Helen Blake has held senior positions for leading organisations including Accenture, Capgemini and KPMG. Helen is trained in Transactional Analysis and a member of the International Transactional Analysis Association.
Dr Tamara Howard is a Harvard Graduate with business experience spanning the USA and Europe. She runs a business consultancy focusing on growth. Over her distinguished career Tamara has lead sales teams in selling many multi-million pound deals.
Format:
Rights Status/版权销售情况：Simplified Chinese/简体中文：AVAILABLE
Complex/Traditional Chinese/繁体中文：AVAILABLE
Sales in other countries/其他国家销售情况：
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