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 […]

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 world as decision makers can now see that taking the steps to better their sustainability can create a source of competitive advantage. In this week’s post, we are talking about how vendors can measure their sustainability using a value management approach.   To learn more about implementing value management, please, check out our previous post. Sustainability as a cost-driver Typically, businesses measured the improvements they […]

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 support your value management culture.      For a long time now, benchmarking has been used in the processes of big business matters and decision making, because it gives companies the means to […]

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 about some of the key skills that your value engineers need to have. And we explain five main traits to keep in mind when you’re onboarding new people to your value team.   Some history on value engineering Nearly two decades ago, the first business value teams were created. These started in companies like SAP and Oracle. Back at that time, the profile of a value engineer was not clear-cut. […]

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 […]

6 steps to build a value management culture

value management culture implementation

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 is business value? Because, before we can think about a business value culture and how and […]

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 that decides which market segment they fall into. The middle of the market, or mid-market segment is made up of companies that have typical deal sizes that, roughly speaking, span from a low five-digit amount to a high six-digit amount.   In this blog we will discuss […]

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 are increasing new revenue streams and reducing costs. Initiatives, such as remote working, business process automation, advanced data analytics, digital marketing and omnichannel experiences, are transforming organisations and the ways they work together, on a global scale. […]

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 on their functions and features. This holistic approach demonstrates the real value (product – advantage – benefit!) to customers and the additional economic profit and savings […]