Value Capture Selling
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Value Capture Selling
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Author : Jean-Claude Larreche
language : en
Publisher: John Wiley & Sons
Release Date : 2023-11-02
Value Capture Selling written by Jean-Claude Larreche and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-11-02 with Business & Economics categories.
“The sales book of the decade” —Selling Power magazine Value Capture Selling is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche’s approach is so innovative that Selling Power magazine named it “The sales book of the decade.” For years, sales professionals have focused on creating value for their customers—the first phase in selling. However, in today’s fast-moving world of business, that is just not enough. Under increased financial pressure, businesses today are being pushed to move to an emphasis on the second phase of selling: the capture of corporate value. However, as all-too-many business leaders are finding out to their great dismay, sales professionals have not been trained in the techniques for the capture of corporate value, and they are at the mercy of very well-trained and tough professional buyers. Value Capture Selling is the first book to address this gap. It is specifically designed to provide sales professionals—both veteran and new alike—with a complete roadmap for making the transition from value selling to value-capture selling, including: Why the creation of corporate value—short, medium, and long term—is essential for the firm and its internal and external partners How to master the key drivers of corporate value: profitability, market share, and customer satisfaction How to prepare for value capture How to frame strategies and tactics for value capture How to close deals for higher corporate value capture Value-capture selling is the current challenge for corporations and sales professionals everywhere—making the transition from a revenue objective to a focus on corporate value. This requires a fundamental shift from a strong belief that bigger is better to a new creed that richer is better. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation. In a future marked by escalating financial pressures, the significance of value capture will only grow, and in Value Capture Selling, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art! Praise for Value Capture Selling: "Most sales forces focus only on revenue, not value capture. Larreche’s book can help you make the necessary transition. If you are in Sales, read it because the data revolution is increasing scrutiny from Finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation." ―Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works "Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value—both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!" ―Laurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales "Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center—right where they belong." ―Anna Campagna, Sr. Director Global Sales, HEINEKEN
Value Capture Selling
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Author : Jean-Claude Larreche
language : en
Publisher: John Wiley & Sons
Release Date : 2023-10-31
Value Capture Selling written by Jean-Claude Larreche and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-10-31 with Business & Economics categories.
“The sales book of the decade” —Selling Power magazine Value Capture Selling is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche’s approach is so innovative that Selling Power magazine named it “The sales book of the decade.” For years, sales professionals have focused on creating value for their customers—the first phase in selling. However, in today’s fast-moving world of business, that is just not enough. Under increased financial pressure, businesses today are being pushed to move to an emphasis on the second phase of selling: the capture of corporate value. However, as all-too-many business leaders are finding out to their great dismay, sales professionals have not been trained in the techniques for the capture of corporate value, and they are at the mercy of very well-trained and tough professional buyers. Value Capture Selling is the first book to address this gap. It is specifically designed to provide sales professionals—both veteran and new alike—with a complete roadmap for making the transition from value selling to value-capture selling, including: Why the creation of corporate value—short, medium, and long term—is essential for the firm and its internal and external partners How to master the key drivers of corporate value: profitability, market share, and customer satisfaction How to prepare for value capture How to frame strategies and tactics for value capture How to close deals for higher corporate value capture Value-capture selling is the current challenge for corporations and sales professionals everywhere—making the transition from a revenue objective to a focus on corporate value. This requires a fundamental shift from a strong belief that bigger is better to a new creed that richer is better. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation. In a future marked by escalating financial pressures, the significance of value capture will only grow, and in Value Capture Selling, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art! Praise for Value Capture Selling: "Most sales forces focus only on revenue, not value capture. Larreche’s book can help you make the necessary transition. If you are in Sales, read it because the data revolution is increasing scrutiny from Finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation." ―Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works "Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value—both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!" ―Laurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales "Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center—right where they belong." ―Anna Campagna, Sr. Director Global Sales, HEINEKEN
Intangible Assets And Value Capture In Global Value Chains The Smartphone Industry
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Author : World Intellectual Property Organization
language : en
Publisher: WIPO
Release Date : 2017
Intangible Assets And Value Capture In Global Value Chains The Smartphone Industry written by World Intellectual Property Organization and has been published by WIPO this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017 with Law categories.
This report uses data on individual smart phones as well as industry data to identify which smartphone firms capture the most value. It finds that Apple captures most of the industry profits, thanks to its high prices, large profit margins and the volume of iPhone sales worldwide. Apple’s success is explained as a result of its ability to develop its own intellectual property (IP) and take advantage of IP created by suppliers through a strategy of selling only a few models at high prices compared to competitors.
Oecd Regional Development Studies Global Compendium Of Land Value Capture Policies
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Author : OECD
language : en
Publisher: OECD Publishing
Release Date : 2022-06-21
Oecd Regional Development Studies Global Compendium Of Land Value Capture Policies written by OECD and has been published by OECD Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-06-21 with categories.
The Global Compendium of Land Value Capture, a joint project by the OECD and the Lincoln Institute of Land Policy, is an ambitious undertaking to understand the full landscape of land value capture (LVC) instruments, how they are configured and deployed across the globe in OECD and Non-OECD countries, and what it would take to unleash their full potential as a sustainable revenue source.
Value Capture In Disintegrated Value Chains
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Author : Alexander Hoffmann
language : en
Publisher: Springer
Release Date : 2015-11-17
Value Capture In Disintegrated Value Chains written by Alexander Hoffmann and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-11-17 with Business & Economics categories.
Using cooperative game theory, this book shows how bargaining structure affects the distribution of value among the constituent firms of the value chain. Results show that positions in the bargaining structure most conducive to value capture are those where large complementarity gains are realized and split, ideally, among a small number of negotiators. Further, leveraging case studies from the aviation and home appliance industries the author suggests that the bargaining structure can be shaped through by architecture of the value chain and, in turn, through the architecture of the product, and the action of powerful firms to optimize value capture.
Practices And Tools For Servitization
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Author : Marko Kohtamäki
language : en
Publisher: Springer
Release Date : 2018-05-31
Practices And Tools For Servitization written by Marko Kohtamäki and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-05-31 with Business & Economics categories.
This edited book intends to provide knowledge on tools and practices of servitization to facilitate the formulation and implementation of servitization-based strategies, service infusion and manufacturing service transition globally. Including 22 practically relevant contributions, this book aims to help scholars and practitioners seeking to facilitate servitization in companies through original perspectives and advanced thinking in related issues such as business models, strategic change, practices, processes, routines, value creation and appropriation. Employing practice theory as a useful frame, the contributions span theoretical approaches such as product-service systems, service science, services-dominant logic and cocreation, resource-based views, industrial organization and institutional theory. The book presents tools and frameworks to enable and support servitization and engender understanding of servitization-as-practice.
Technology And Inequality
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Author : Jonathan P. Allen
language : en
Publisher: Springer
Release Date : 2017-06-27
Technology And Inequality written by Jonathan P. Allen and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-06-27 with Business & Economics categories.
This book will summarize what we know about technology and inequality across disciplines, and seek out new ways to analyze this relationship based on technology and business practices, with the objective of restoring digital technology as an engine of opportunity. Besides the unique focus on the role of technology in inequality, the book will have a unifying theme of tracing wealth creation and wealth capture in the technology sector, and relating specific practices—what technology companies actually do—to larger shifts in wealth and power. A clear conceptual framework will be used to analyze key industry case studies: search engines, social media, and the ‘sharing’ economy.
Public Value Capture Of Increasing Property Values Across Europe
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Author : Jean-Marie Halleux
language : en
Publisher: vdf Hochschulverlag AG
Release Date : 2022-11-18
Public Value Capture Of Increasing Property Values Across Europe written by Jean-Marie Halleux and has been published by vdf Hochschulverlag AG this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-11-18 with Architecture categories.
Land Value Capture, Value Increase, Capital Gain, Land-Use Planning, Taxation, Development, Investment Public value capture is an essential phenomenon to improve the refinancing of public infrastructure and secure the necessary budget for other important duties like education, health and social care. For this reason, smart tools are needed for a successful implementation. This book provides an overview and discussion of instruments and practices in 29 European countries.
Fostering Global Entrepreneurship Through Business Model Innovation
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Author : Gupta, Varun
language : en
Publisher: IGI Global
Release Date : 2023-12-21
Fostering Global Entrepreneurship Through Business Model Innovation written by Gupta, Varun and has been published by IGI Global this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-12-21 with Business & Economics categories.
In the wake of the pandemic, the global business landscape has experienced unprecedented turbulence, challenging startups and established enterprises equally. This crisis has forced a profound reevaluation of traditional business models, pushing entrepreneurs and business leaders to innovate like never before. The urgency to adapt, particularly for those seeking to expand globally, has become a daunting task. How can entrepreneurs navigate this new, unpredictable terrain and find innovative pathways to success? Fostering Global Entrepreneurship Through Business Model Innovation answers the pressing predicament faced by entrepreneurs, startups, and business leaders in this age of uncertainty. This book has meticulously documented and analyzed real-world practices of startups that not only survived the pandemic but thrived through groundbreaking business model innovations.
Reconfiguration Of Business Models And Ecosystems
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Author : Svetla T. Marinova
language : en
Publisher: Taylor & Francis
Release Date : 2023-02-10
Reconfiguration Of Business Models And Ecosystems written by Svetla T. Marinova and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-02-10 with Business & Economics categories.
Decoupling of business models and ecosystems is the disconnection of certain characteristic activities originally planned and completed in coincidence. It could bring in an immense adverse shock in the functioning of established business models and ecosystems possibly bringing them to resilience. Core causes for decoupling and resilience of business models and ecosystems are jolts, known as global crisis, universal pandemics, etc. The undesirable outcomes of critical events can reveal unique circumstances for business model and ecosystem resilience. Business model and ecosystem resilience represents a mandatory prerequisite for firms challenging their functioning and even very existence. Research has been conducted thus far, nevertheless this theme requires significantly more consideration. The key objective of this book is to bring further insights in the field delivering a thorough examination of the ways in which business models and ecosystems can develop resilience under extraordinary conditions. In the book, the resilience of business models and ecosystems is analysed aiming to investigate further the specifics of the relevant processes securing resilience and its outcomes. The resilience of business models and ecosystems is scrutinised as a credible way for enhancing the predispositions of firm’s survivability. Chapter 9 of this book, available at www.taylorfrancis.com, has been made available under a Creative Commons Attribution-NonCommercial-No Derivatives 4.0 license.