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
