Peterson Erik - The three value conversations : how to create, elevate, and capture customer value at every stage of the long-lead sale

Praise for The Three Value Conversations

Exceeding customer expectations in meaningful and mutually beneficial ways is the high bar for solution sellers in todays market. Successful value selling means truly understanding the customers challenges and using our problem-solving skills to weave together high impact solutions.

Kate Gutmann, UPS Senior Vice President, Worldwide Sales and Solutions

A great conversation requires not only a strong story, but also the skills to deliver it. The Three Value Conversations will help marketingthe story builderscreate the right message, and guide sales storytellers in using those messages to have unique, value-driven conversations with customers.

Eduardo Conrado, Chief Innovation Officer, Motorola Solutions

Too often we take for granted that salespeople should just know how to have a great customer conversation after all, thats why they are salespeople, right? But, being able to talk with customers and communicating value are two different things. The Three Value Conversations does a great job providing concrete concepts to help salespeople purposefully practice and master their customer communications skills.

Juan Corsillo, Senior Vice President Sales & Marketing at United Rentals

If youre facing the pressures of commoditization and loss of control in the selling process, The Three Value Conversations is a must-read. The book offers a next practice approach that helps steer the conversation in a way that clearly differentiates your solution from the sea of alternatives and positions you to create, elevate, and capture value to set you apart. Thank you Tim, Erik, Conrad, and Cheryl for collaborating on such an important topicthis is book will make a difference!

Jim Ford, Executive Vice President, TestAmerica Inc. & Chairman of the Strategic Account Management Association

Procurement discussions are just that. The Three Value Conversations help us to have the right conversations, with the right people to drive the outcomes our customers want and we need, in order to drive the value that we are both seeking.

Nick Alfano, Senior Vice President & General Manager, Food & Beverage North America, Ecolab, Inc.

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ISBN: 978-0-07-184972-2

MHID: 0-07-184972-6

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Everything good in my life flows from the fact that my wife, Christie, accepted my proposal more than 20 years ago. When I was faced with two career pathsone that meant more income and less travel, and the other that brought me to Corporate VisionsChristie urged me to take the Corporate Visions job because she knew I would love it. She was right, as I have come to expect, and I have been blessed to do this work ever since. We are also blessed with three wonderful boys, Jeremy, Zachary, and Brett, whom I could brag about for thousands of words. But that would be another book. Suffice it to say that I do this work in the hope that they can see some of the results (like this book) and be as proud of their dad as I am of them.

Thank you to the wonderful women who make my life worthwhile Laura, my wife, and our four daughters, Rachel, Emily, Anna, and Hope (and our goddaughter, Kia). A special shout-out to Joe Terry and Pastor Jason Esposito for constantly challenging me to do more than I even think is possible in my professional life and in my faith journey. And to God be the glory for providing hope, joy, and mercy all along the way.

A very special thanks to Jenna Glatzer for her outstanding writing support. For pulling together content from four authors and helping it to sound like one, as well as adding her own personal touches.