Must-Win Deals

Name: Must-Win Deals
Author: Steve Thompson

About This Book

In this crisp, accessible read, Steve Thompson brings value back to the light of day by highlighting the four key challenges that make it difficult for customers to award must-win deals to you.

They don't understand your value proposition.
They can't connect their value goal with your proposal.
Your price is too high, and you don't have a negotiation plan to keep value in the deal.
They don't know the past value you've delivered.

Some-or all-of the above are why Must-Win Deals is a must read for you and everyone on your sales team.

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About the Author

Steve Thompson

Steve Thompson is Managing Partner at Value LifecycleTM, which helps companies position, negotiate, and close critical business deals. In the past twenty-plus years, he has worked on more than $17 billion in B2B deals (for sellers and buyers) in dozens of industries. He previously worked in senior operations, sales, and executive management at Westinghouse, Black & Decker, and DuPont. Steve also served as a nuclear submarine officer in the US Navy.

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