Infinite Value - Mark Davies

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Résumé :
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.

Biographie:
Mark Davies

Sommaire:
Part One: The Infinite Value Concept Chapter 1 Challenging trends for business markets Chapter 2 A faltering response Chapter 3 Is Value-Based Business a better way? Chapter 4 The 7 elements of the Infinite Value Organisation Part Two: The 7 Elements of Value-Based Business Chapter 5 The Customer Value Strategy Chapter 6 Offer Development & Innovation Chapter 7 Value-Based Selling Chapter 8 Key Account Management Chapter 9 Channel Partnerships Chapter 10 Value-Based Pricing Chapter 11 The Value-Centric Organisation Part Three: Transforming to a Value-Based Organisation Chapter 12 The Value Management Team Chapter 13 Developing Value Management Capability Standards Chapter 14 Value-Based Business Transformation Chapter 15 Final thoughts and future predictions