- 344 pages
- English
- PDF
- Available on iOS & Android
eBook - PDF
About this book
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.
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.
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Table of contents
- FC
- Half title
- Title
- Copyright
- Dedication
- Contents
- Foreword Professor Hugh Wilson
- 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
- Bibliography
- Index
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Yes, you can access Infinite Value by Mark Davies in PDF and/or ePUB format, as well as other popular books in Business & Business General. We have over one million books available in our catalogue for you to explore.