Value Forward Selling: How to Sell to Management

by Paul R. DiModica

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Editorial Reviews
Product Description
When sales executives say, "we have great service," "we are customer centric," or "our offerings are the best," - they just sound like their competition. When sales executives market and sell like their competitors - they become identical to their competitors . . . and they have to price their product or service equal to or less than their competitors. Value Forward Selling focuses on a premeditated approach in which sales, marketing, and strategy are integrated into one outbound revenue capture program. This book trains salespeople of all experience levels how to become a peer in the boardroom, instead of a vendor waiting in the hallway.

Whether you are just starting your sales career or you are an experienced sales executive – the techniques provided in this book will enhance your skills and enable you to communicate value up front, find clients, shorten your sales cycle, present like a pro, and close deals.

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All Customer Reviews
Average Customer Review: 4.5 out of 5 stars

0 of 0 people found the following review helpful:

4 out of 5 stars

pleasantly surprised, 2007-12-05
I am not in the marketing or sales business at all. However, as a researcher who has to sell project ideas internally to management and externally to collaborators (mostly at management levels), I find this book surprisingly relevant, practical and to the point. Before this, I have attempted to read a few books on "selling" but was disappointed by the quality and cliche.

3 of 3 people found the following review helpful:

5 out of 5 stars

Great niche book, 2007-07-06
This book belongs in your library if you call on or would like to call on "C" level and SVP level contacts.

It is far better than "Getting to VITO" or "Secrets of VITO" which I found to be almost without value. (I do like "Selling to VITO.")

The book lacks some professionalism in it's writing style but it's not bad enough to make the book unreadable.

This book contains both sample languaging you can build from and the basics of formulas from which you can create your own messaging.

It is well worth the money.

2 of 5 people found the following review helpful:

1 out of 5 stars

Content as bad as Cover, 2007-01-03
This book gives you a high level overview of how to sound like a vendor and get hung up on. There are a few worthy pages but that's all.

If you want a serious sales book or training, check out Mahan Khalsa's "Let's Get Real or Let's Not Play".

1 of 2 people found the following review helpful:

5 out of 5 stars

The best sales book I have ever read., 2006-07-14
This book is full of practical knowledge for selling today. Many books are using yesterdays methodology and it doesn't work.
After reading Paul's book I have recently hired him to come in and train our sales team

12 of 13 people found the following review helpful:

4 out of 5 stars

Bad First Impression, Pretty Good Book, 2006-05-30
I must say, when I noticed that one of the five star reviews for this book was written by the PR firm that represents the author, I was a little put off. However, since the books in this category are slim pickings (selling IT products and services, and selling to management) I thought I'd give it a try. The book is good, but not great. I actually got more out of Bag the Elephant by Kaplan, but there may have been an unerlying bias from my knowledge of the misleading reviews here at the site.

It is a good book and, if you haven't read anything in this vein, it will definitely give you some goo dinsights.

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