THE VALUE COUNCIL NEWSLETTER | JUNE 2016

Value Council Soars The VSR Council now reaches five continents – in six short months. Read how it happened and why. Learn More…​ 5 Membership Levels The VSR Council now has 5 membership levels to choose from. Pick one that best fits your needs. Learn More… Advisory Services VSR Advisory Services now available for customizing VSR learnings and tools to 

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What is Value-based Selling – Really?

(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 

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Value Selling – Why and How

(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 

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Value Selling War Stories

(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 

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Value Selling & Realization Council: A Look at the Future of B2B Value Selling

(from a LinkedIn Pulse by Jim Berryhill) Value Selling. Customer Insight. Buyer Alignment. Sales 2.0. Sales 3.0. Challenger. Provocative Selling. Hypothesis Selling. There are myriad names for selling the most effective way. Unfortunately, the answer to the question posed above, “are your sales efforts and buyer decision-making linked?” is mostly no. As in, no 90% 

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Most Recruiting Begins in the Wrong Place

(From LinkedIn Pulse by Carl Bradford) Have you ever felt like you weren’t seeing enough top Business Value Professionals for your jobs? (These are folks who are sales and consulting practitioners focused on quantifying, articulating and delivering maximum business outcomes from technology investments). If so, you’ll appreciate Sue’s story. I asked Sue, the Director of 

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