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Value Sales Handbook
Nadav Efraty
Apr 164 min read
Chapter 2 - The Champion
You can never sell any new capabilities to any corporation unless someone inside is personally excited about your offering. But...
80
Nadav Efraty
Apr 152 min read
Chapter 3 - The Stakeholders
There are typically multiple individuals or groups that are involved in every corporate buying decision. The list may include people from...
20
Nadav Efraty
Apr 125 min read
Chapter 4 - From the Tactical to the Strategic
There is no opportunity unless the seller uncovers a critical need or a pain and identifies and builds a champion that is committed to...
10
Nadav Efraty
Apr 114 min read
Chapter 5 - The Buying Process and Decision Criteria
Having the right sales process for each different sales motion is critical. A sales organization that will try to impose an enterprise...
50
Nadav Efraty
Apr 102 min read
Chapter 6 - Competition / Alternatives
Understanding the competitive landscape is critical for many reasons: The seller must be prepared for the specific competition in the...
20
Nadav Efraty
Apr 86 min read
Chapter 7 - The Sales Qualification Methodology
Engineers are taught to look for the weaknesses and breakpoints in their work. Sellers tend to be optimistic and focus on good potential...
80
Nadav Efraty
Apr 54 min read
Chapter 8 - Arming The Champion
Most of the discussions between the stakeholders as well as the actual buying committee decision happen without the presence of the...
30
Nadav Efraty
Mar 304 min read
Chapter 9 - The Economic Buyer
The Economic Buyer, sometimes referred to as the Executive Buyer or the Decision Maker is typically a VP, Executive or sometimes a...
30
Nadav Efraty
Mar 282 min read
Chapter 10 - The POV
Effective POV management requires clear understanding of pains, strategic impact, objectives, timeline, success criteria before execution
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