Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit
"With depth of content and relevant case studies this practical book dovetails strongly into The Challenger Sale approach...create your total value proposition first as this provides the baseline from which sales can tailor their Challenger insights for maximum resonance".-- Greg Wilson, European Strategic Development Manager, Canon"Don't invest in any marketing, go-to-market or customer experience programmes without first taking on board the approaches in this book."-- Les Mara, BPO Head of Europe, HP"Value propositions are the most useful selling tools marketing has ever created although until now there's been very little advice to help salespeople use them. Here the authors have given us a comprehensive and practical guide that fills a real need."--Professor Neil Rackham, Author of Spin Selling