Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
by Neil Rackham, John Devincentis
Explores how sales teams can shift from product-focused selling to creating and capturing customer value through redefined strategies and processes.
About This Book
This book examines how traditional sales approaches must evolve to meet changing customer expectations.
It provides frameworks for redefining selling processes to focus on value creation rather than transaction volume.
Readers will learn methods for aligning sales activities with customer needs and business outcomes.
The content addresses both strategic and tactical aspects of modern sales force management.
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