{"product_id":"value-capture-selling-how-to-win-the-3rd-sales-transformation-9781394158584","title":"Value Capture Selling: How to Win the 3rd Sales Transformation","description":"\u003cp\u003e\u003cb\u003e\"The sales book of the decade\" --\u003ci\u003eSelling Power\u003c\/i\u003e magazine\u003cbr\u003e\u003cbr\u003e\u003c\/b\u003e\u003ci\u003eValue Capture Selling\u003c\/i\u003e 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 \u003ci\u003eSelling Power\u003c\/i\u003e magazine named it \"The sales book of the decade.\"\u003cbr\u003e\u003cbr\u003eFor 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.\u003cbr\u003e\u003cbr\u003e\u003ci\u003eValue Capture Selling\u003c\/i\u003e 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: \u003cbr\u003e\u003cbr\u003e\u003c\/p\u003e \u003cul\u003e \u003cli\u003eWhy the creation of corporate value--short, medium, and long term--is essential for the firm and its internal and external partners\u003c\/li\u003e \u003cli\u003eHow to master the key drivers of corporate value: profitability, market share, and customer satisfaction\u003c\/li\u003e \u003cli\u003eHow to prepare for value capture\u003c\/li\u003e \u003cli\u003eHow to frame strategies and tactics for value capture\u003c\/li\u003e \u003cli\u003eHow to close deals for higher corporate value capture\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eValue-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 \u003ci\u003ebigger is better \u003c\/i\u003eto a new creed that \u003ci\u003ericher is better\u003c\/i\u003e. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation.\u003cbr\u003e\u003cbr\u003eIn a future marked by escalating financial pressures, the significance of value capture will only grow, and in \u003ci\u003eValue Capture Selling\u003c\/i\u003e, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art!\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePraise for \u003c\/b\u003e\u003ci\u003e\u003cb\u003eValue Capture Selling: \u003c\/b\u003e\u003cbr\u003e\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e\u003cb\u003e―Frank Cespedes, Harvard Business School, author of \u003ci\u003eAligning Strategy and Sales\u003c\/i\u003e and \u003ci\u003eSales Management That Works\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003e\"Value Capture Selling \u003c\/i\u003eis 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!\"\u003cbr\u003e\u003cb\u003e―\u003c\/b\u003e\u003cb\u003eLaurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003e\"Value Capture Selling\u003c\/i\u003e gives us the powerful insights required to capture more value for our company while keeping the customer at the center--right where they belong.\"\u003cbr\u003e\u003cb\u003e―\u003c\/b\u003e\u003cb\u003eAnna Campagna, Sr. Director Global Sales, HEINEKEN\u003c\/b\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eJC LARRECHE\u003c\/b\u003e is Emeritus Professor at INSEAD, the leading international business school with campuses in France, Singapore, and Abu Dhabi. In addition to his distinguished academic career, he has been a consultant for many leading global corporations and served on the board of several companies. He is also the Founding Chairman of StratX Simulations, a leading provider of experiential learning solutions.\u003cbr\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":50697544040722,"sku":"9781394158584","price":21.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_581dbbb8-d7be-47e9-93f8-500b95ee5209.jpg?v=1734304294","url":"https:\/\/surprise-castle.myshopify.com\/products\/value-capture-selling-how-to-win-the-3rd-sales-transformation-9781394158584","provider":"Surprise Castle","version":"1.0","type":"link"}