Resources for smarter value management
Our research and insights on key business value management trends
The business value search
Explore more resources @TheValueSearchTeam
In software sales, even the most advanced self-service value management platforms struggle to truly engage sellers. They’re a piece of the puzzle, but not the whole solution when it comes to scaling value-selling in the mid-segment.
Over the last decade, TVST has built a comprehensive operational model to scale value-selling in the middle-segment by transforming the next generation of sellers into confident value sellers. And now, with the power of six AI-driven use cases, we’re taking this transformation to the next level.
For more value management resources subscribe to our YouTube!
Enhancing credibility and customer experience with value realisation
At a time when 75% of businesses said they are proactively exploring software alternatives before renewing their technology contracts (Gartner), value realisation is becoming central to improving...
Avoiding the pitfalls in value realisation success
Pitfalls in value realisation success are well-documented. And most software and IT sales proposals now include a value realisation forecast. However, many customers perceive it as a fluffy sales...
Understanding the challenges of value realisation
As economic pressures loom large, 80% of CEOs are ramping up their digital technology investments, seeking a lifeline amidst inflation, talent scarcity, and supply constraints (Gartner). The promise...
Value management’s future in the software industry: exploring the path forward
Value management in the software industry is in a constant state of evolution. With mounting competition and growing customer demands, organisations must now prove their value at every stage of the...
How software companies are responding to increased uncertainty and competition
Poor sales forecasts in the technology arena have prompted some very noisy layoffs. While the collapse of SVB and Credit Suisse, and the Deutsche Bank instability, are making companies across all...
7 pointers for a scalable value management practice
How do value engineering teams successfully scale their sales materials? Here are 7 key pointers to ensure a scalable value management practice, from the TVST CEO. Read more on this in our previous...
Things to think about when you target the mid-market with value selling
Who are the mid-market? In this instance, the term “mid-market” refers to a company’s size, which is crucial when considering how to target the mid-market with value selling strategies. Across...
Grow your sales margins with value management
This week our post talks about how showing customers your true value, and avoiding the typical hefty discounts, helps you to grow your sales margins. In 2020 we witnessed a great year as the...
The future of software sales
Our blog this week talks about the future of software sales. Keep reading to find out how business value management can help you win in the new normal. The worldwide chaos during the pandemic sped...
Grow average deal sizes with business value management
What strategies do you use to boost your sales and grow average deal sizes? Let’s face it, every sales rep wants to grow the total size and revenue of any available deal or opportunity, but in B2B...
Shorten your sales cycle with value management
How do you shorten your sales cycle? B2B sales can be long and dragged-out dealings, especially for software and telco vendors. Keep reading to find out how you shorten your sales cycle by...
Four ways to ensure effective value management
Is your value management team working as effectively as they could be? This week our post looks at four ways to help you boost your practices to ensure effective value management. Why value...
Get closer to customers with value management software
You can get closer to customers with specialist business value management software, as it helps you avert time wasters and get bigger and better deals. Can you think of a few occasions where you...
4 reasons value management reduces discounts
This week, our post looks at four reasons value management reduces discounts and improves your sales margins. Keep reading to understand more about how value management reduces discounts. “Value...
Measure sustainability using value management
Until recently, business decision makers thought that improving the sustainability measures in their products and services drives up costs. However, this view is shifting in companies across the...
4 ways benchmarking supports value management
This week we talk about four ways that benchmarking supports value management in the workplace. In our previous posts, we covered the benefits of up-sell and cross-sell and the essential...
Value management: 4 tips to grow upsell and cross-sell
Our blog this week looks at how your upsell 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...
Onboarding: 5 key skills your value engineers need
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...
5 differences to tell value selling from value management
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...
6 steps to build a value management culture
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...
5 ways to grow your average deal size with value management
Digital transformation has positioned technology at the top for strategic corporate investments in recent years. Technology-enabled innovations are influencing the rise of new business models, that...
5 pitfalls to avoid when building your value management practice
More companies are now turning to value management practice to sharpen their sales strategies. Instead of focusing on product features, they highlight the exclusive benefits their solutions offer...
5 reasons to implement value management
Business value management has become a must-have, not just for global enterprise software vendors. In this post, we explore the 5 key reasons to implement value management. Business value management...
About TVST
More information
Get in touch
© 2024. The Value Search Team