McGraw-Hill, Huthwaite Release

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<strong>Sterling, Va. &mdash; Jan. 23</strong><br />Huthwaite Inc., a leading global sales performance improvement firm, has released an eagerly anticipated follow-up to its iconic <em>SPIN Selling</em>. Like its groundbreaking predecessor, <em>Escaping the Price-Driven Sale: How World-Class Sellers Create Extraordinary Profit</em>, shatters conventional wisdom with well-researched insight into the behavior of today&rsquo;s demanding buyers. Filled with timely market research and case studies of leading global companies, <em>Escaping the Price-Driven Sale</em>, reveals how sellers can become differentiators themselves by providing expertise that customers cannot find elsewhere.<br /> <br />&ldquo;Brand allegiance is virtually nonexistent in today&rsquo;s hypercompetitive market,&rdquo; said Tom Snyder, Huthwaite CEO and <em>Escaping </em>co-author. &ldquo;Great products, stellar service and a strong brand are just prerequisites &mdash; they no longer differentiate. In an era of commoditization, buyer savvy and cost controls, what matters is the expertise sellers bring to the table &mdash; expertise that enables them to deliver insight that creates value in the sales process itself. Sellers who master requisite new skills can dominate their market and virtually eliminate their competition. Those who fail to make this adjustment are doomed to irrelevance.&rdquo;<br />

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