Executives, leadership teams and all customer interfacing professionals will find insight into this dilemma. Jeff Thull speaks to the real challenges your organization faces in developing and delivering compelling solutions and securing profitable growth.

The Challenges this CD Addresses:

• Sellers have invested heavily in creating unique solutions that provide exceptional customer value
• If they buy, customers often don’t believe they’re receiving the value they expected from those same solutions.
• Sellers are frustrated because they can’t translate these value based solutions into the increased sales and profitability they expected.
• Customers are frustrated because solutions are more and more difficult to understand and differentiate as they relate to problems they may or may not have. Customers may not clearly understand the entirety of their problem, or what it is costing them not to fix it.
• Buyers and sellers stand on opposite sides of this value gap pointing fingers and blaming each other.

Companies and individuals that can close that value gap, open up a huge opportunity to set themselves apart and create significant and profitable growth. This CD will bring clarity to the problem, and help you understand why bringing your customers a decision process to create the incentive to change and the confidence to invest is the key to profitability for both you and your customers.