In this crisp, accessible read, Steve Thompson brings value back to the light of day by highlighting the four key challenges that make it difficult for customers to award must-win deals to you.1. They don't understand your value propo...

The Compelling Proposal builds on the principles in The Irresistible Value Proposition to transform the document that everyone loves to hate--on both sides of the deal--into a concise seven-page tool for bridging selling and negotiati...