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 about the connections between them and five big differences too, that can sometimes be a bit of a tangle to work out.  First off, we need to explain value selling. What is it?  Well, it really is the best approach to target software, hardware and telco sales. And right now, value selling is a must-have. The idea of value selling is that you show customers how your product or service will benefit them. A traditional sales approach would generally try […]

5 pitfalls to avoid when building your value management practice

More and more, companies are implementing sales value management practices to focus their sales strategies on the exclusive benefits that their products and solutions offer to customers, rather than on their functions and features. This holistic approach demonstrates the real value (product – advantage – benefit!) to customers and the additional economic profit and savings […]