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The KPI Institute and The VSR Council announce a partnership to increase performance in the US The KPI Institute and The Value Selling & Realization Council ( The VSR Council) are pleased to announce a partnership and share the common goal of adding real value to the professional sphere with globally tested systems and certifications
Investing in solutions during the digital era is not easy for buyers. Whether it is the challenge of understanding new technologies, or time constraints, or too many people in the decision process, there are a multitude of excuses to resist the initiative for change, resulting in keeping the status quo. The good news is that
(from a LinkedIn Pulse by Jack Keen) What’s in a name? Take “Value-based Selling (VBS)”. It’s a great concept, that’s morphing into meaningless. Let’s get VBS terminology back on solid ground. In a nutshell (to paraphrase composer Duke Ellington) “VBS Don’t Mean A Thing (If It Ain’t Got that Swing)”. To clarify how selling must swing
(from a LinkedIn Pulse by J Mayburry) “Price is what you pay. Value is what you get.” ― Warren Buffett I know you’ve heard it said before, but it’s truth bears repeating – We are here…… in our future. We are living and buying, and selling in the “New” Digital Age. An age marked by
(from a LinkedIn Pulse by Jim Berryhill) This is Part 1, the “Why” or “Justification” for Value Selling. I’ll talk about the “How” next week. But come on!!! Really??? Value Selling needs to be justified??? Apparently so, because sellers don’t do it, at least not from buyer perspectives. And let’s be real, their perspective is
(from a LinkedIn Pulse by Jim Berryhill) Customer Aligned Value Selling (CAVS?) is what I’ve been about for a long time. As a Founding Member of the Value Selling and Realization Council, I’m often asked for anecdotal stories that line up on the situations we face in today’s B2B selling environment. How do your experiences
(from a LinkedIn Pulse by Jim Berryhill) Is it reasonable to say Value Selling is the optimal way to achieve best selling outcomes for complex B2B selling? Of course it is. Most of us are familiar with terms such as Value Selling, Challenger Selling, Customer Alignment, Hypothesis Selling, Critical Success Factors, Provocative Selling, Selling to
