Tips for smarter value management.
Our research and insights on some of the key business value management issues facing global businesses today.
The Value Search Team
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...
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...
7 pointers for a scalable value management practice
Do you wonder how value engineering teams successfully scale their sales materials? We look at 7 key pointers to ensure a successfully scalable value management practice in this week’s post. We will...
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
Our earlier posts discussed the advantages of up-sell and cross-sell and the essential skills that are needed in a value management culture. This week we talk about four ways that benchmarking can...
Value management: 4 tips to grow upsell and cross-sell
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...
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...
Things to think about when you target the mid-market with value selling
Who are the mid-market? In this instance, the “mid-market” tells us about a company’s size. Across industries worldwide companies come in many different sizes. It is the size of the company...
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 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...
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...

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