The heart of the new approach to selling is an intense focus on the prosperity of your customers. This is a radical departure from what most salespeople and selling organizations do.
This Sales and Sales Management Magazine blog post, Turn Selling Around -Value Selling by Ram Charan, caught my attention today. Find how value creation selling is sweepingly different from how most companies sell today.
Ram Charan has created a thoughtful and focused article on Value creation selling--a newer approach to selling. He focuses on 5 key ways value creation selling is successful and different than traditional setting. I especially like the focus on your customer's customers, building social networks and the need for a system such as Customer Relationship Management.