A new era of Value Selling

What customers really want and how to respond

Autor*innen

• Thomas Menthe

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• Sachliteratur

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Thomas Menthe offers fresh insights into the value-selling era, the leading method for selling complex products and services. Today's customers demand more while paying less, with value defined by the customer rather than the seller. In this new digital age, data is crucial, enabling the use of technology like machine learning to analyze customer journeys, gain insights, predict behaviors, and personalize communication, ultimately enhancing customer retention. Digitalization is shifting buying behavior towards e-commerce and self-service consultations, supported by sales robots. Value can now be derived from structured and analyzed data tailored to individual customer engagement. This evolution raises questions about the future of sales representatives and solution sales, as emotional value plays a significant role in decision-making alongside product dimensions. The new value-selling approach illustrates how to make value tangible through the value quotient and generate both rational and emotional ROI for customers via storytelling and relationship benefits. Value remains a priority for buyers, and this innovative concept promises to significantly enhance business performance while addressing the needs of tomorrow's customers. Menthe, an experienced sales expert and recognized speaker, has authored several publications on customer value and selling strategies, serving notable global companies.

• Sprache: Englisch
• Erscheinungsdatum: 2019