9. Prevent Value Leakage: Capture Your Value with Diagnostic Business Development

  1. Jeff Thull

Published Online: 18 NOV 2011

DOI: 10.1002/9781118258019.ch9

Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition

Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition

How to Cite

Thull, J. (2010) Prevent Value Leakage: Capture Your Value with Diagnostic Business Development, in Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9781118258019.ch9

Publication History

  1. Published Online: 18 NOV 2011
  2. Published Print: 22 FEB 2010

ISBN Information

Print ISBN: 9780470533116

Online ISBN: 9781118258019

SEARCH

Keywords:

  • value leakage;
  • diagnostic business development;
  • customer success;
  • business-to-business seller;
  • customer value

Summary

This chapter contains sections titled:

  • Who Knows Where the Value Goes?

  • Diagnostic Business Development Prevents Value Leakage

  • A Source of Organizational Alignment and Learning

  • The Value-Driven Company