ABSTRACT
In “Adopt value selling: best practices to drive sustainable organizational change,” Peyton Marshall outlines the necessity to have proper process and tools to drive the implementation of value selling projects. Have standardized process and templates help with the systematic adoption of new methodologies especially when they impact the daily routine of sales people. The author proposes four considerations that are essential in the design and execution of value-selling pilot projects. He then describes is a simple checklist that is effective in driving initial sales adoption of value selling at a time before there is evidence of success.
