Infinite value : accelerating profitable growth through value-based selling / Mark Davies.

Format:

Book

Author/Creator:

Davies, Mark, 1962- author.

Language:

English

Subjects (All):

Selling.

Value.

Organizational change.

Physical Description:

1 online resource (338 pages) : illustrations

Edition:

1

Place of Publication:

Bloomsbury Publishing 2017

Summary:

During the recessionary period of 2008-9, many organizations followed a business model that was ill-suited to long-term prosperity and strong profits, instead focusing on cost-cutting initiatives in order to survive. Post-recession, there is more optimism around investment, but changing from an entrenched cost-focused strategy can prove to be challenging. Infinite Value offers a value-based business model approach, which author Mark Davies argues is the most effective way forward for a business to thrive and grow in any economy. When a salesperson uses value-selling techniques to identify the needs of the customer, and can highlight how those needs are met by the product or service being sold, the customer becomes more invested in acquiring that offering, as well as more invested in the business itself. Although a value-based business strategy provides stronger competitive advantage and long-term profits for both the supplier and the customer, few organizations manage to work in this way for sustained periods. Infinite Value provides a seven-pillar model to help organizations understand and implement the concepts of value-based selling, including reviews of customer strategy, value propositions, strategic customers and value pricing.

Contents:

Title Introduction: Accelerating profitable growth through value-based selling Part One The Infinite Value concept 1 Challenging trends for business markets 2 A faltering response 3 Is value-based business a better way? 4 The seven elements of the Infinite Value organization Part Two The seven elements of value-based business 5 The customer value strategy 6 Offer development and innovation 7 Value-based selling 8 Key account management (KAM) 9 Channel partnerships 10 Value-based pricing 11 The value-centric organization Part Three Transforming to a value-based organization 12 The value management team 13 Developing value management standards 14 Value-based business transformation 15 Final thoughts and future predictions

Notes:

Includes bibliographical references (pages [317]-319) and index.

ISBN:

9781472935298

9781472935304