El Escudo de Valor / The Value Shield [Spanish]

By David Gómez Gómez

Por qu empresas extraordinarias terminan compitiendo por precio?

Porque el valor que crean no logra hacerse visible.

Todas las reas de la empresa trabajan para marcar una diferencia: operaciones optimiza procesos, tecnolog a innova, servicio al cliente responde y gesti n humana fortalece la organizaci n. Sin embargo, cuando llega el momento de la decisi n, el cliente termina eligiendo la opci n m s barata. No porque sea mejor, sino porque nadie supo demostrarle por qu usted vale m s.

En este libro, David G mez presenta una metodolog a pr ctica para transformar organizaciones preciodependientes en empresas capaces de construir, comunicar y defender su valor en el mercado. A trav s de ocho pasos le ense ar c mo:

Descubrir diferenciales que el cliente s est dispuesto a pagar.Convertir cada rea de la empresa en generadora de valor.Preparar al equipo comercial para que deje de conceder descuentos.Construir propuestas de valor contundentes y dif ciles de comparar.Hacer que el cliente entienda, perciba y pague lo que su empresa realmente vale.
Si con Bueno, bonito y carito aprendi a diferenciarse, con El escudo de valor entender c mo hacer que toda su empresa defienda ese diferencial a capa y espada. Porque el problema no es el precio: es que el mercado a n no entiende todo lo que usted aporta.

ENGLISH DESCRIPTION

Why do extraordinary companies end up competing over price? Because the value they create fails to become visible.

Every department in the company works to make a difference: operations optimize processes, technology innovates, customer service responds, and human resources strengthens the organization. However, when it comes time to make a decision, the customer ends up choosing the cheapest option. Not because it's better, but because no one was able to show them why you're worth more.

In this book, David G mez presents a practical methodology for transforming price-dependent organizations into companies capable of building, communicating, and defending their value in the market. Through eight steps, he'll teach you how to: Discover differentiators that customers are actually willing to pay for.Turn every area of the company into a value generator.Prepare the sales team to stop offering discounts.Build compelling value propositions that are difficult to compare.Help customers understand, perceive, and pay what your company is truly worth.
If Good, Nice, and Expensive taught you how to differentiate yourself, The Value Shield will help you understand how to get your entire company to defend that unique selling proposition tooth and nail. Because the problem isn't the price--it's that the market still doesn't understand everything you bring to the table.

• Format: Paperback
• Language: Spanish
• ISBN: 628787838X
• ISBN13: 9786287878389
• Release Date: December 2026
• Publisher: Ediciones B
• Length: 384 Pages
• Weight: 0.81 lbs.