The Dollarization Discipline. Jeffrey Fox

The Dollarization Discipline. Jeffrey Fox. 2004. ISBN 0471659509. I finally got to this one. Author of How to Become a Rainmaker , itself a classic, Fox has articulated the basics of relating the product benefits to real dollar values for clients. This method is very valuable at setting pricing, bringing customer value to the light, holding back price cutters, retaining margins and customers as well as obtaining mainstream customers. Methods include what I call the PeopleSoft sell, ROI sell, value sell,and many others. It covers products and services. This is a sales tool that your marketing department will also find very valuable, in fact you will need their help to build this. One more step in building up the science of sales and marketing. IN running the present market readiness program ( go2 market strategies) we found a few holes in the sales documentation area, this being one of them. If you need to be concerned about revenue, this is a book for your library. Easy read, easy to understand, not trivial to do well. Enjoy. free treat for you - Short segments from Seth Godins Free Prize inside. http://www.sethgodin.com/bull/downloads/BullMarket.pdf