Our blog this week looks at how your up- and cross-sell opportunities can grow with value management. Being number one and engaging customers early is always a plus when you’re in a competitive sales situation. But these days making sure that you are first in the...
In this world of digital transformation, if you’re a software, hardware or telco vendor, driving sales through business value is now more important than ever. In our post this week we talk about some of the key skills that your value engineers need to have. And we...
Quite often, value selling and value management get mixed up. Or used interchangeably. The concepts are absolutely linked, but they definitely are not equal. In this week’s blog we will talk about the connections between them and five big differences too, that...
In this blog we talk about six key things to keep in mind when you build a value management culture. Before we get started, we need to backtrack a bit and ask a not so clear question – what is business value? Because, before we can think about a business value...
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