Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit by Tom Snyder, Kevin Kearns

Synopsis

Brand allegiance is virtually nonexistent in today's hypercompetitive market. Great products and services no longer earn high margins-they simply get a salesperson in the door. In an era of commoditization, buyer savvy, and cost controls, what matters is the expertise sellers bring to the table; expertise that enables them to deliver insight that creates value in the sales process itself. Escaping the Price-Driven Sale provides a groundbreaking strategy for identifying and delivering the customer insight that will command a premium price every time. Filled with timely market research and real-world examples, Escaping the Price-Driven Sale is a practical guide for sellers and management alike.

Escaping the Price-Driven Sale is grounded in 30 years of research conducted in the field with global companies by Huthwaite, Inc. The leading sales performance improvement firm in the world, Huthwaite has studied thousands of sales interactions and continuously tests and applies its research each year with clients worldwide.

Biography

Tom Snyder is Huthwaite Inc.'s Senior Vice President of Strategy and Business Development. Tom advises thousands of sales decision-makers each year on topics such as consultative selling in major sales organizations, creating client value and innovative ways to strengthen competitive differentiation. Tom was recently named one of the Top 100 Most Influential Sales Leaders.

Kevin Kearns is the Chief Executive Officer of Huthwaite Incorporated. He has reinvented Huthwaite to focus on driving results for clients while at the same time achieving record growth for the company. Kevin frequently advises Fortune 500 company executives; leads discussions of pressing business issues with company leadership teams and is frequently quoted in leading business journals.