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The Value Search Team
Shorten your sales cycle with value management

Shorten your sales cycle with value management

by Manel Toril and Charlote Ayr | Oct 14, 2021 | 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...
Four ways to ensure effective value management

Four ways to ensure effective value management

by Victor Arias and Charlote Ayr | Oct 8, 2021 | 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 management? Business value management goes way beyond selling your solutions....
Get closer to customers with value management  software 

Get closer to customers with value management  software 

by Noelia Gomez Rivero and Charlote Ayr | Oct 1, 2021 | Value management, Value selling

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 lost a software sale to a direct competitor at decision time? Or maybe...
4 reasons value management reduces discounts

4 reasons value management reduces discounts

by Noelia Gomez Rivero and Charlote Ayr | Sep 16, 2021 | Value management

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...
Measure sustainability using value management

Measure sustainability using value management

by Noelia Gomez Rivero | Sep 9, 2021 | Sustainability, 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 world as decision makers can now see that taking the steps to better...
4 ways benchmarking supports value management

4 ways benchmarking supports value management

by Duarte Chaves | Sep 3, 2021 | Benchmarking, 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 skills that are needed in a value management culture.  What is...
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  • Value management’s future in the software industry: exploring the path forward
  • How software companies are responding to increased uncertainty and competition

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