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 pandemic hit and software companies surpassed their targets. But 2021 was a bit more challenging – and 2022 looks like it […]

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 up digital transformation across many companies. Working from home through the lockdowns has greatly changed businesses. Software sales, and how […]

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 management” is a logical, multidisciplinary approach that helps you discover the real costs of a service or product and to understand the real benefits it can deliver to customers. With value selling you can show off and increase the value of […]

Strategic alliance with Shark Finesse Limited

The Value Search Team (TVST) and Shark Finesse (SFL) are pleased to announce their global strategic alliance combining over 30 years of experience in Business Value Management. This new partnership will assist companies in creating and operating scalable, collaborative value-based sales and post-sales practices, to help maximise sales effectiveness, customer retention, and differentiate from the […]

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 […]