The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale - Hardcover

Thull, Jeff

Hardcover

ISBN 10: 0793195225 ISBN 13: 9780793195220

Publisher: Kaplan Trade, 2005

Synopsis

A snapshot of today's B2B selling environment: Sales cycles are chaotic and getting ever longer. It is impossible to predict results and plan for the future. Customer bases are eroding. Satisfaction and retention rates are dropping, and customer relationships are not expanding.

In The Prime Solution, author Jeff Thull presents sellers with the integrated, cross-functional approach required to develop and deliver compelling whole solutions, and profit in today's complex B2B environment.

The Prime Solution leads B2B sellers through major components of the value promise system, such as the creation, marketing, selling, implementing, and measurement of whole solutions, or prime solutions, that fully deliver on their promise to customers.

The Prime Solution shows sellers how to turn value fulfillment into a core competency, because they've helped customers understand and achieve the full value of the products and services they've purchased. The power of this model rests in closing the "value gap", or that frustrating division often created by sellers who have either been unable or unwilling to fulfill the promises they've made about their products, and by customers who are unwilling or unable to comprehend the total value received.

Author Jeff Thull describes a disciplined, "all-hands" approach that involves all the teams in an organization connected to the customer: R&D, marketing, sales, and service. This practical, whole solutions approach has been used with astonishing success by small to midsized companies as well as major corporations worldwide.

Whether in technology, manufacturing, professional services, health care, or finance, this is a guide for professionals involved in creating, marketing, and delivering complex B2B products and services. Senior management, sales and marketing managers, technical specialists, product managers, customer service and account managers will find new ideas and tactical solutions inThe Prime Solution that will go a long way in closing the "value gap" and increasing revenue.

About this title

About the Author

As founder of Prime Resource Group, a sales and marketing performance consulting firm delivering training programs to over 10,000 participants per year,Jeff Thull knows what it takes to succeed in business and fulfill the value promise. As a result, he brings an exceptional ability to promoteThe Prime Solution. He is an accomplished and compelling keynote speaker...highly entertaining and content-driven. He designs programs to bring about long-term change. He knows that motivation without education leads to frustration. For the past 20 years he has delivered over 2,500 speeches and seminars to sales and management teams around the world with audiences ranging from 20 to 2,000 participants. His programs have been tested and proven in his own companies and by the finest national and international sales and marketing organizations across a broad range of industries. He counts among his clients household names like 3M, Microsoft, Sun Microsystems, IBM, Citicorp, Rand McNally, and Philips Electronics as well as many fast-track, growth-oriented start-up companies. A more complete client list is attached.

Edition details

• Publisher: Kaplan Trade
• Publication date: 2005
• Language: English
• ISBN 10: 0793195225
• ISBN 13: 9780793195220
• Binding: Hardcover
• Number of pages: 240