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 in The Prime Solution that will go a long way in closing the "value gap" and increasing revenue.
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Jeff Thull is founder of Prime Resource Group, Inc., a sales and marketing performance consulting firm that delivers programs to more than 10,000 people every year. His consulting firm is unique in that it develops high-performance sales and marketing management solutions for organizations involved in complex sales. Thull also is a compelling, entertaining, and thought-provoking speaker, with a track record of over 2,500 speeches and seminars to blue chip companies around the world.Review:
"A terrific summary of what marketing and sales leadership must do to uncover opportunities to move beyond pushing product..." -- Holden Advisors
"Page turner...Thull offers solutions that any part of a company can use to provide that value to its customers." -- CRM magazine
"The Prime Solution acts as a how-to guide or handbook for business solution sellers..." -- Business Book Review, April 2005
"Thull's book offers a blueprint to solutions-selling organizations looking for long-term growth, maximum profitability, and optimal market position." -- --Business Strategies magazine
"new ideas and tactical solutions...that will go a long way in closing the "value gap" and increasing revenue" -- CEO Refresher
"...a superb book...practical sales advice...I heartily commend it" -- --Tom Peters
Lots of case studies, good practical advice, and interesting discussion that always returns to value...a good read, and recommended. -- SoftwareCEO.com
We thoroughly recommend this book to anyone serious about major or key account selling. -- --TheWorkingManager.com
You won’t find a value gap in this book, especially if you’re in the business of selling "solutions." -- Management Consulting News
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