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 applying business value management.   What is the sales cycle? To start, we need to explain the sales cycle. The sales cycle, in essence, is all the little and large steps […]

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 lost a software sale to a direct competitor at decision time? Or maybe you lost your customer because it appeared like you were inactive or doing nothing? – but you find out after exactly why your customer opted out and consequently you were left feeling like they wasted your time. Software sales are really hard, and often lengthy.   […]

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 […]

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 sales situation. But these days making sure that you are first in the queue, and that you have upheld your reputation for […]

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 […]