Tips for smarter value management.

Value management in the software industry is in a constant state of evolution. With mounting competition and growing customer demands, organisations must now prove their value at every stage of the...

Poor sales forecasts in the technology arena have prompted some very noisy layoffs. While the collapse of SVB and Credit Suisse, and the Deutsche Bank instability, are making companies across all...

How do value engineering teams successfully scale their sales materials? Here are 7 key pointers to ensure a scalable value management practice, from the TVST CEO. Read more on this in our previous...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...