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The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale
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.
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.
- GenresBusiness
245 pages, Kindle Edition
First published January 1, 2005
15 people are currently reading
50 people want to read
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Displaying 1 - 4 of 4 reviews
September 5, 2012
If you're a marketing professional or live in the world of business-to-business sales, this is a must read. Often prescribed by college marketing programs, this book is an easy-to-read and interesting book about the different perspectives in business.
I originally read this a couple of years ago, but picked it up again recently for a marketing book project I'm working on. I wouldn't necessarily recommend this book for creative professionals, who seek to sale to consumers, but what the hell. There's something in this for everyone.
I originally read this a couple of years ago, but picked it up again recently for a marketing book project I'm working on. I wouldn't necessarily recommend this book for creative professionals, who seek to sale to consumers, but what the hell. There's something in this for everyone.
November 10, 2024
Don’t get the ebook
The format is broken. The content is ok but because the formatting is broken, it’s almost unreadable. What if the ebook was normal? Then the material is solid and useful. There weren’t any huge insights and there are many other sales books that should be on your reading list. Please fix the kindle format!!!!
The format is broken. The content is ok but because the formatting is broken, it’s almost unreadable. What if the ebook was normal? Then the material is solid and useful. There weren’t any huge insights and there are many other sales books that should be on your reading list. Please fix the kindle format!!!!
Currently reading
December 8, 2020.
August 30, 2025
interesting addition to the complex sales
Displaying 1 - 4 of 4 reviews