Bestselling Authors Join Forces to Provide Actionable Tips on How to Create, Elevate and Capture Customer Value at Every Stage of the Long-lead Buying Cycle
LARKSPUR, Calif., July 14, 2015,/PRNewswire/ — Corporate Visions, Inc., the leading marketing and sales messaging, content and skills training company, today announced the release of its most recent book to help salespeople have better conversations with their customers and prospects. Titled “The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale,” the book will be released in mid-August 2015 and is now available for pre-order on amazon.com and barnesandnoble.com. To complement this book launch, Corporate Visions has also unveiled a complimentary online self-assessment survey to help salespeople identify where their value conversations are strongest and where they might need work.
Published by McGraw-Hill, “The Three Value Conversations” builds on the success of the company’s most recent bestselling book, “Conversations That Win the Complex Sale.” The new book is co-authored by four Corporate Visions experts – Chief Strategy and Marketing Officer Tim Riesterer, Executive VP of Consulting Erik Peterson, VP of Consulting Conrad Smith and VP of Consulting Cheryl Geoffrion – to provide actionable insights on how organizations can build a sales team that is adept at having the conversations needed throughout the buying cycle. Readers will be taken on yet another entertaining and informative sales journey based on extensive research and decades of combined experience from world-renowned sales and marketing experts.
Specifically, the book focuses on the following three essential customer conversations that salespeople must master to articulate deal-winning value:
- The Differentiation Conversation – Creating value that breaks through the status quo and differentiates you from the competition.
- The Justification Conversation – Elevating value to executive decision-makers to create a budget and a business case for a decision.
- The Maximization Conversation – Capturing value by avoiding unnecessary discounting and expanding the deal size.
“The ability of your reps to articulate value is what determines the success or failure of all your strategic plans, programs, and product launches, regardless of how well-thought-out they may have been,” said Riesterer. “Actually getting your salespeople to excel at this crucial skill, however, is easier said than done. This book provides specific techniques and tools to help your reps create the buying vision, speak to the issues that matter to executive decision-makers, and win more profitable deals.”
As an added bonus, Corporate Visions has partnered with the assessment and measurement experts at Beyond ROI to create a free online self-assessment survey that helps salespeople gauge their proficiency levels in the three value conversations that take place in every sales cycle. The information from this assessment will assist them in identifying which of their value conversations is strongest and where they might need work to help them close more deals faster.