Customer Improvement Selling

Katarina Coppé

• 07 mei 2025
• 9781781338940

Samenvatting:

Technical experts are key to driving business growth and customer improvement ideas – but their commercial value is under-utilised.

Customer Improvement Selling provides a clear rationale and practical strategies for unlocking commercial potential of technical experts who are not currently employed in sales roles. It offers insights from behavioural science, commercial best practices and new international research that will help technical experts and business leaders to:

• Understand the drivers and optimise the impact of commercial potential in technical experts
• Determine how technical experts can create customer improvement opportunities and contribute to sustainable growth
• Implement a practical framework that helps technical experts to increase their commercial impact
• Open up leadership and HR silos to share best practices on customer improvement selling