The 2010 FPDA/ISD Summit concluded with an insightful and motivating presentation by Tom Reilly. The title of his topic was The Value-Added Organization and Tom went into great detail about adding value through the sales process.
The author of Crush Price Objections, Reilly focued on adding value instead of discounting prices to increase business. He talked about people being the key differentiator to value-added selling explaining that a company's people make the difference. He talked also about eliminating silos within a company as they are self-defeating.
Instead, employess must understand and embrace a company's culture in order to achieve success. Right now, however, the majority of workers do not understand and further their company's mission.
Mr. Reilly included several very interesting and often humerous career stories that added to and illustrated many of his key points. All in all, this was a super presentation.
Congratulations again to FPDA, ISD, and the Thompson Management Group on a very successful Summit. We are very pleased to have participated.