The Agile Seller's Guide to Value-Based Selling: Building business-driven outcomes with financial insight and generative AI.

Stop selling on price. Start selling on outcomes. The first time a buyer asks "how much?" the unprepared seller is already losing. Without a quantified business case, every conversation collapses into discount pressure, and the deal becomes a feature comparison instead of an outcome conversation. The Agile Seller's Guide to Value-Based Selling is the second book in the Agile Seller series. It picks up where Book 1 left off, moving from qualification (MEDDPICC) into the harder work that actually closes deals: developing a quantified picture of the customer's business outcome, anchoring price against that outcome, and using the customer's own financial statements as the foundation of every conversation. This is a working manual, not a theoretical framework. Every chapter ends with concrete tools — including templates for reading 10-K filings, mining earnings call transcripts, building four-component value models, and using GenAI to draft executive proposals at scale. What's Inside Part I — The Value-Based Mindset: why selling on price is a losing game, the value equation, the economics of the modern enterprise buyer Part II — Reading the Customer's Financials: the four documents that matter, mining 10-Ks and 10-Qs for buying signals, what to do when the customer is private Part III — Building the Business Case: the four-component value model, quantifying current and future state, pricing anchors, defending price under pressure Part IV — GenAI as a Force Multiplier: AI-assisted account research, value model drafting, C-suite proposals, executive presentations, and the guardrails that keep the seller's voice intact Workbook appendix with eight fillable templates — value model, pain quantification, business case structure, executive briefing template, and a curated set of GenAI prompts Who This Book Is For Enterprise sellers, sales leaders, and revenue operators who sell to economic buyers and need to anchor every conversation in business outcomes. Best read after The Agile Seller's Guide to MEDDPICC, but stands alone as a complete value-selling manual. Book 2 of The Agile Seller series.
ASIN: B0H11NMN9V
VSKU: BVV.B0H11NMN9V.VG
Condition: Very Good
Author/Artist:Patel, Mitesh
Binding: Paperback
Note: Any images shown are stock photographs and product may differ from what is shown.
Condition Notes: Book has little sign of wear or use