Customer Improvement Selling - Katarina Coppe

Technical experts are key to driving business growth and customer improvement ideas – but their commercial value is under-utilised.Customer Improvement Selling provides a clear rationale and practical strategies for unlocking commercial potential of technical experts who are not currently employed in sales roles. It offers insights from behavioural science, commercial best practices and new international research that will help technical experts and business leaders to:Understand the drivers and optimise the impact of commercial potential in technical expertsDetermine how technical experts can create customer improvement opportunities and contribute to sustainable growthImplement a practical framework that helps technical experts to increase their commercial impactOpen up leadership and HR silos to share best practices on customer improvement selling
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