The Resource The three value conversations : how to create, elevate, and capture customer value at every stage of the long-lead sale, Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion

The three value conversations : how to create, elevate, and capture customer value at every stage of the long-lead sale, Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion

Label
The three value conversations : how to create, elevate, and capture customer value at every stage of the long-lead sale
Title
The three value conversations
Title remainder
how to create, elevate, and capture customer value at every stage of the long-lead sale
Statement of responsibility
Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion
Creator
Contributor
Author
Subject
Language
eng
Cataloging source
DLC
http://library.link/vocab/creatorName
Peterson, Erik
Illustrations
illustrations
Index
index present
LC call number
HF5438.5
LC item number
.P4845 2015
Literary form
non fiction
Nature of contents
bibliography
http://library.link/vocab/relatedWorkOrContributorName
  • Riesterer, Tim
  • Smith, Conrad
  • Geoffrion, Cheryl
http://library.link/vocab/subjectName
  • Sales promotion
  • Communication in marketing
  • Communication in marketing
  • Sales promotion
Label
The three value conversations : how to create, elevate, and capture customer value at every stage of the long-lead sale, Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion
Instantiates
Publication
Bibliography note
Includes bibliographical references and index
Carrier category
volume
Carrier category code
nc
Carrier MARC source
rdacarrier
Content category
  • text
  • still image
Content type code
  • txt
  • sti
Content type MARC source
  • rdacontent
  • rdacontent
Contents
Create value: the differentiation conversation. Create a buying vision -- Speak to situations, not dispositions -- Unconsidered needs drive unexpected opportunity -- Keep your claims limited and focused -- Whiteboard conversations versus PowerPoint presentations -- Elevate value: the justification conversation. Overcoming a fear of heights -- Know me before you meet me: developing customer insight -- Financial statements and ROI -- Executive engagement -- Capture value: the maximization conversation. No last-minute saves -- The conversation before the conversation -- Pivotal agreements -- Ask for more than you are comfortable asking -- Dealing with price pressure -- Afterword: The last mile
Dimensions
24 cm
Extent
xvii, 232 pages
Isbn
9780071849715
Lccn
2015016488
Media category
unmediated
Media MARC source
rdamedia
Media type code
n
Other physical details
illustrations
Stock number
99965988012
System control number
  • (OCoLC)891854309
  • (OCoLC)ocn891854309
Label
The three value conversations : how to create, elevate, and capture customer value at every stage of the long-lead sale, Erik Peterson, Tim Riesterer, Conrad Smith, Cheryl Geoffrion
Publication
Bibliography note
Includes bibliographical references and index
Carrier category
volume
Carrier category code
nc
Carrier MARC source
rdacarrier
Content category
  • text
  • still image
Content type code
  • txt
  • sti
Content type MARC source
  • rdacontent
  • rdacontent
Contents
Create value: the differentiation conversation. Create a buying vision -- Speak to situations, not dispositions -- Unconsidered needs drive unexpected opportunity -- Keep your claims limited and focused -- Whiteboard conversations versus PowerPoint presentations -- Elevate value: the justification conversation. Overcoming a fear of heights -- Know me before you meet me: developing customer insight -- Financial statements and ROI -- Executive engagement -- Capture value: the maximization conversation. No last-minute saves -- The conversation before the conversation -- Pivotal agreements -- Ask for more than you are comfortable asking -- Dealing with price pressure -- Afterword: The last mile
Dimensions
24 cm
Extent
xvii, 232 pages
Isbn
9780071849715
Lccn
2015016488
Media category
unmediated
Media MARC source
rdamedia
Media type code
n
Other physical details
illustrations
Stock number
99965988012
System control number
  • (OCoLC)891854309
  • (OCoLC)ocn891854309

Library Locations

  • African Studies LibraryBorrow it
    771 Commonwealth Avenue, 6th Floor, Boston, MA, 02215, US
    42.350723 -71.108227
  • Alumni Medical LibraryBorrow it
    72 East Concord Street, Boston, MA, 02118, US
    42.336388 -71.072393
  • Astronomy LibraryBorrow it
    725 Commonwealth Avenue, 6th Floor, Boston, MA, 02445, US
    42.350259 -71.105717
  • Fineman and Pappas Law LibrariesBorrow it
    765 Commonwealth Avenue, Boston, MA, 02215, US
    42.350979 -71.107023
  • Frederick S. Pardee Management LibraryBorrow it
    595 Commonwealth Avenue, Boston, MA, 02215, US
    42.349626 -71.099547
  • Howard Gotlieb Archival Research CenterBorrow it
    771 Commonwealth Avenue, 5th Floor, Boston, MA, 02215, US
    42.350723 -71.108227
  • Mugar Memorial LibraryBorrow it
    771 Commonwealth Avenue, Boston, MA, 02215, US
    42.350723 -71.108227
  • Music LibraryBorrow it
    771 Commonwealth Avenue, 2nd Floor, Boston, MA, 02215, US
    42.350723 -71.108227
  • Pikering Educational Resources LibraryBorrow it
    2 Silber Way, Boston, MA, 02215, US
    42.349804 -71.101425
  • School of Theology LibraryBorrow it
    745 Commonwealth Avenue, 2nd Floor, Boston, MA, 02215, US
    42.350494 -71.107235
  • Science & Engineering LibraryBorrow it
    38 Cummington Mall, Boston, MA, 02215, US
    42.348472 -71.102257
  • Stone Science LibraryBorrow it
    675 Commonwealth Avenue, Boston, MA, 02445, US
    42.350103 -71.103784
Processing Feedback ...