Design/methodology/approach Industrial salespeople from five steel manufacturers were surveyed. Scales measure three components of value-based selling: comprehension, crafting and confirmation. Partial least squares path analysis tested the conceptual model. Findings Salespeople's learning orientation has the ...
Both value-based selling and consultative selling require adeep understanding of the customerand a focus on building long-term relationships. However, value-based selling goes a step further by quantifying the value proposition and making a compelling case for the financial and strategic benefits of ...
These how-to articles cover the fundamentals of everything from value selling techniques to GTM strategy.
“The ROI is real. After years of stagnation, this methodology helped to deliver our best year on record in over 20 years of business.” VP of Sales Services “ValueSelling is the simplest, yet most powerful and relevant, B2B sales process I have worked with.” ...
The best sales methodology depends on your product and your customers. Account-based selling, the challenger sale, value selling, and solution selling are some of the most successful methods. Increase revenue with value-based selling and pricing: ...
Based out of Copenhagen, Denmark, Jens Winther guides ambitious Scandinavian-based business-to-business companies in the application and use of ValueSelling tools and methodology to execute on aggressive growth targets. Building on his 20 years of successful sales and business development experience, Je...
Embrace Value or Risk Irrelevance The shift from solution selling to value selling isn’t just a trend. It’s a fundamental realignment of sales strategy to meet the demands of business today. In a world where buyers are more informed, more discerning, and more focused on ROI than ever befo...
transportation or trade association with a conflict-affected and/or high-risk area. The program applies exclusively to suppliers selling minerals and/or metals directly into our operated assets that will physically form part of our products or selling minerals and/or metals to BHP that BHP intends...
value management and pricing based on market-value benchmarks. New from CVI! Delivering Value to Customers – at a Profit Thistwo-pagerillustrates how Pfizer positioned Lipitor, the fourth Statin drug to market, to become the best selling pharmaceutical brand ever. The competitive value map positi...
Creating a value proposition is a part ofabusiness strategy. Kaplan and Norton say, “Strategy is based on a differentiated customer value proposition. Satisfying customers is the source of sustainable value creation.” As Ash Mauryapoints out,abusiness modeldescribes three things: ...