Infinite Value

Accelerating Profitable Growth Through Value-based Selling

Inbunden, Engelska, 2017

449 kr

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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.

Produktinformation

Utgivningsdatum2017-02-23
Mått156 x 236 x 28 mm
Vikt660 g
FormatInbunden
SpråkEngelska
Antal sidor344
FörlagBloomsbury Publishing PLC
ISBN9781472935298

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Part One: The Infinite Value ConceptChapter 1 Challenging trends for business marketsChapter 2 A faltering responseChapter 3 Is Value-Based Business a better way?Chapter 4 The 7 elements of the Infinite Value OrganisationPart Two: The 7 Elements of Value-Based BusinessChapter 5 The Customer Value StrategyChapter 6 Offer Development & InnovationChapter 7 Value-Based SellingChapter 8 Key Account ManagementChapter 9 Channel PartnershipsChapter 10 Value-Based PricingChapter 11 The Value-Centric OrganisationPart Three: Transforming to a Value-Based OrganisationChapter 12 The Value Management TeamChapter 13 Developing Value Management Capability StandardsChapter 14 Value-Based Business TransformationChapter 15 Final thoughts and future predictions