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The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale by Cheryl Geoffrion, Conrad Smith, Tim Riesterer, Erik Peterson

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Praise for The Three Value Conversations

“Exceeding customer expectations in meaningful and mutually beneficial ways is the high bar for solution sellers in today’s market. Successful value selling means truly understanding the customers’ challenges and using our problem-solving skills to weave together high impact solutions.”

—Kate Gutmann, UPS Senior Vice President, Worldwide Sales and Solutions

“A great conversation requires not only a strong story, but also the skills to deliver it. The Three Value Conversations will help marketing—the story builders—create the right message, and guide sales storytellers in using those messages to have unique, value-driven conversations with customers.”

—Eduardo Conrado, Chief Innovation Officer, Motorola ...

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