Over the last decade, the sales process has been completely redefined . . .
Brand allegiance is virtually nonexistent in today’s hypercompetitive market. Great products and services no longer earn high margins—they simply get a salesperson in the door. In an era of commoditization, buyer savvy, and cost controls, what matters is the expertise sellers bring to the table; expertise that enables them to deliver insight that creates value in the sales process itself. Escaping the Price-Driven Sale provides a groundbreaking strategy for identifying and delivering the customer insight that will command a premium price every time. Filled with timely market research and real-world examples, Escaping the Price-Driven Sale is a practical guide for sellers and management alike.
Escaping the Price-Driven Sale is grounded in 30 years of research conducted in the field with global companies by Huthwaite, Inc. The leading sales performance improvement firm in the world, Huthwaite has studied thousands of sales interactions and continuously tests and applies its research each year with clients worldwide.
“Tom Snyder and Kevin Kearns focus on core requirements in a world where more buyers are a click away from price and feature comparisons: how to sell value and the skills needed to avoid commoditization. Escaping the Price-Driven Sale is an important and timely contribution from experienced and savvy practitioners.” —Frank V. Cespedes, Senior Lecturer, Harvard Business School, and Managing Partner, Center for Executive Development
Tom Snyder is Huthwaite’s SVP of Strategy and Business Development. Tom advises thousands of sales decisionmakers each year on topics such as consultative selling in major sales organizations, creating client value, and innovative ways to strengthen competitive differentiation in an increasingly crowded marketplace. Tom is a sought-after speaker and was recently named one of the Top 100 Most Influential Sales Leaders.
Kevin Kearns is CEO of Huthwaite, Inc. He has reinvented Huthwaite to focus on client results while at the same time achieving record growth. Kevin advises Fortune 500 executives, leads discussions on pressing business issues with company leadership, and is frequently quoted in leading business journals throughout the world.
Tom Snyder has provided a clear blueprint for competing in the price is everything marketplace. Most buyers when faced with choices that do not have a clear cut advantage chose... Read morePublished 16 months ago by Ballcoach
I am Ina very competitive market and am constantly reading articles on books, looking for just one good idea, especially when you are focused in selling value and making a profit... Read morePublished 22 months ago by EdoardoG
Maybe as I am not up with the latest selling techniques, this book went right over my head. I certainly found it very hard to read, but maybe that is because I am one of the older... Read morePublished on February 11, 2010 by M. B. Newin