Abstract
Selling new innovative services and solutions demands a proactive and customer value-focused sales approach, and new capabilities and resources to support the approach. Firms find the transformation challenging and lack tools to succeed. In this chapter, I discuss the internal and external challenges of implementing value-based solution selling, illustrate the involved processes and their connections, and explicate the key activities of the value-based solution selling process. This chapter embeds the sales transformation into a broader change of business logic, analyzes the value-based solution selling from the value proposition communication and differentiation method, and provides a managerially relevant framework to guide the implementation.
| Original language | English |
|---|---|
| Title of host publication | Practices and Tools for Servitization |
| Subtitle of host publication | Managing Service Transition |
| Publisher | Springer |
| Pages | 269-289 |
| Number of pages | 21 |
| ISBN (Electronic) | 9783319765174 |
| ISBN (Print) | 9783319765167 |
| DOIs | |
| Publication status | Published - 10 Jul 2018 |
| MoE publication type | A3 Book section, Chapters in research books |
Keywords
- Value-based selling
- Solution selling
- Value proposition
- Servitization practices