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 applying business value management.   What is the sales cycle? To start, we need to explain the sales cycle. The sales cycle, in essence, is all the little and large steps […]

6 steps to build a value management culture

value management culture implementation

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 culture and how and […]