000			06942nam a22002057a 4500
005			20241222142701.0
008			241222b |||||||| |||| 00| 0 eng d
020			_a9781394158584
082			_a658.85 _bLAR
100			_aLarreche, J.C _919961
245			_aValue capture selling: _bhow to win the 3rd sales transformation
260			_bJohn Wiley & Sons, Inc _aNew Jersey _c2024
300			_axviii, 279 p.
365			_aUSD _b24.95
500			_aTable of content: Preface xvii Chapter 1 The Advent of Value Capture 1 Selling as Push 4 The Three Sales Transformations 5 Hop on the Bus of Change and Become a Value-Capture Champion 11 The First Step on the Bus of Change 12 The Structure of the Book 13 Chapter 2 The Creation of Customer Value 15 From Product Selling to Customer Value 17 The 1st Sales Transformation 20 The 2nd Sales Transformation 31 Customer Centricity Helps Win the 2nd Sales Transformation 39 But the Creation of Customer Value Is Only One Side of the Story 41 Chapter 3 The Creation of Corporate Value 43 General Electric’s Big Shift 46 The Sources of Value Destruction 48 Changing the Yardstick for Corporate Success 50 Business Transformation for Corporate- Value Creation 54 The Drivers of Corporate- Value Creation 58 Chapter 4 Mastering Multiple Objectives 61 Moving from the First Selling Phase to the Second Selling Phase 63 Revenue Management Systems and the Value- Capture Culture 65 Negotiating According to Incentives 67 Harnessing the Three Drivers of Corporate- Value Creation 76 Upgrading the Role of Sales Pros 80 Chapter 5 Steering Customer Satisfaction 83 Customer Satisfaction and Corporate Value 85 Measuring Customer Satisfaction 87 Chapter 6 The Leadership Attitude 101 Why Should You Be a Leader? 102 What Is Leadership? 103 Your Personal Growth as a Leader 114 Ego and Leadership 117 Your Corporate-Value Capture Mission 119 Chapter 7 Preparation for Value Capture 121 The Art of Preparation 124 The Negotiation Setting 127 Primary Preparation 129 Do You Know Your BATNA? 138 The BATNA Frontier for Value Capture 141 Chapter 8 Value- Capture Strategy 147 The Buyer’s BATNA 150 Do You Know ZOPA? 152 Visualizing Your ZOPA for Value Capture 154 Anticipating the Buyer’s BATNA Frontier 160 Exploring the ZOPA Space 163 Shadow Coaching 167 Chapter 9 Value- Capture Tactics 169 The Negotiation Setting 170 The Negotiation Pathway 174 Active Listening 185 Body Language 188 Putting All This into Action 190 Chapter 10 Value- Capture Closure 197 Always Be Closing 198 Closing the Two Selling Phases 200 Bridging the Gap 203 The Closure Map 207 Managing Risk at Closure 211 Tom Closing 216 Moving On 219 Chapter 11 Win and Learn, Learn to Win 221 Win and Learn 222 Celebrating Wins 230 Learning to Win 232 Winning and Learning Traps 240 Make Yourself Lucky 244 Epilogue 249 Thank You, Dear Reader 253 Acknowledgements 255 About the Author 257 Notes 259 Index 275 [https://www.wiley.com/en-be/Value+Capture+Selling%3A+How+to+Win+the+3rd+Sales+Transformation-p-9781394158584#tableofcontents-section]
520			_a“The sales book of the decade” —Selling Power magazine Value Capture Selling is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche’s approach is so innovative that Selling Power magazine named it “The sales book of the decade.” 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, 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 professional buyers. Value Capture Selling is the first book to address this gap. It is specifically designed to provide sales professionals—both veteran and new alike—with a complete roadmap for making the transition from value selling to value-capture selling, including: Why the creation of corporate value—short, medium, and long term—is essential for the firm and its internal and external partners How to master the key drivers of corporate value: profitability, market share, and customer satisfaction How to prepare for value capture How to frame strategies and tactics for value capture How to close deals for higher corporate value capture Value-capture selling is the current challenge for corporations and sales professionals everywhere—making the transition from a revenue objective to a focus on corporate value. This requires a fundamental shift from a strong belief that bigger is better to a new creed that richer is better. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation. In a future marked by escalating financial pressures, the significance of value capture will only grow, and in Value Capture Selling, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art! Praise for Value Capture Selling: "Most sales forces focus only on revenue, not value capture. Larreche’s book can help you make the necessary transition. If you are in Sales, read it because the data revolution is increasing scrutiny from Finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation." ―Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works "Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value—both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!" ―Laurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales "Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center—right where they belong." ―Anna Campagna, Sr. Director Global Sales, HEINEKEN (https://www.wiley.com/en-be/Value+Capture+Selling%3A+How+to+Win+the+3rd+Sales+Transformation-p-9781394158584#description-section)
650			_aMarketing
650			_aSales --Selling _912258
942			_cBK _2ddc
999			_c8249 _d8249