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The Value Search Team
Things to think about when you target the mid-market with value selling

Things to think about when you target the mid-market with value selling

by José Catala and Uli Feiler | Feb 16, 2023 | Value selling

Who are the mid-market?  In this instance, the term “mid-market” refers to a company’s size, which is crucial when considering how to target the mid-market with value selling strategies. Across industries worldwide, companies come in various sizes, and this size...
Grow your sales margins with value management

Grow your sales margins with value management

by Noelia Gomez Rivero and Charlote Ayr | Jan 19, 2022 | Value management, Value selling

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...

The future of software sales

by Noelia Gomez Rivero and Charlote Ayr | Dec 17, 2021 | Value management, Value selling

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...
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...
Value management: 4 tips to grow upsell and cross-sell

Value management: 4 tips to grow upsell and cross-sell

by Victor Arias | Jul 29, 2021 | Value management, Value selling

Our blog this week looks at how your upsell 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 sales situation. But these days making sure that you are first in the...
Onboarding: 5 key skills your value engineers need

Onboarding: 5 key skills your value engineers need

by José Catala | Jul 22, 2021 | Value management, Value realisation, Value selling

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 about some of the key skills that your value engineers need to have. And we...
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Recent Posts

  • Enhancing credibility and customer experience with value realisation 
  • Avoiding the pitfalls in value realisation success 
  • Understanding the challenges of value realisation  
  • 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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