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Rethinking the Sales Force

Redefining Selling to Create and Capture Customer Value
Summary:

The book challenges traditional sales strategies and emphasizes the importance of understanding customer value to reshape sales approaches. It provides insights on how sales forces can adapt to changing markets by focusing on creating and delivering value, rather than simply closing deals.

Key points:

1. Shift to Value-Based Selling: Salespeople need to focus on the value their offerings bring to customers, not just product features.

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