In The Prime Solution, author Jeff Thull lays out an organization-wide approach for creating greater profitability by closing the value gap.
The Value Gap – the high-cost disconnect between value promised and value achieved – opens a significant opportunity for companies to set themselves apart and ensure the successful delivery of promised results. The Prime Solution explores the root causes of the value gap and clearly explains why sellers are unable to clarify the value they provide, struggle to deliver the value they promise, and pay a high cost in terms of business performance and profitability.
Based on case studies of successful companies worldwide that have used this whole solutions approach to dramatically increased profits, The Prime Solution will help you and your company gain a continual competitive advantage by creating compelling solutions and fully delivering on your value promises.
This is a guide for professionals involved in creating, marketing, and delivering complex B2B products and services—whether in technology, manufacturing, professional services, health care, or finance. With The Prime Solution, senior management, sales and marketing managers, technical specialists, product managers, customer service and account managers will be able to translate their value-based solutions into bottom-line profitability.
A precise guide for senior management to lead a multi-disciplinary collaboration...
Greg Lewin, President, Shell Global Solutions International, BV
“The Prime Solution presents an innovative approach to customer value. It is a precise guide for senior management to lead a multi-disciplinary collaboration with your customer to ensure that your organization can deliver on the value commitments made to customers.”
A suberb book.
“Jeff Thull offers a superb book that takes this essential idea and translates it into practical sales advice ...I heartily commend to your attention.”
It is hard hitting...
David M. Knibbe, Senior Vice President – Sales and Distribution, Herman Miller Inc.
“It is hard hitting and clear. Jeff Thull has crafted a powerful message for all senior executives, backed up with realistic how-to advice.”
A must read...strategy execution
John Bevan, CEO, Process Gas Solutions, The BOC Group
“Jeff Thull delivers a precise focus on creating a singular voice and process for assuring that the customer’s reality is at the forefront of strategy development as well as strategy execution. This is the must read manual for customer intimacy in the complex sale.”
An intelligent treatise on sales and marketing...must read for any CEO
Ramon Avila, PH.D., George & Frances Ball Distinguished Professor of Marketing, Director, H.H. Greg Center for Professional Selling, Ball State University
"Finally, an intelligent treatise on sales and marketing that the entire organization will embrace. Just understanding the Value Gap principles and how to bring this concept to life makes The Prime Solution a must-read for any CEO in the complex B2B marketplace.”
Good practical advice
"Lots of case studies, good practical advice, and interesting discussion that always returns to value...a good read, and recommended."
Strong contributors to our success
Bern Hapke, General Manager, 3M Microbiology
“Jeff Thull builds on his extensive work in complex sales and provides an expanded definition of value – how to create it, how to sell it, and how to deliver it! These principles have been strong contributors to our success.”
A blue print to solutions-selling organizations
Business Strategies Magazine
"Thull's book offers a blueprint to solutions-selling organizations looking for long-term growth, maximum profitability, and optimal market position."