Value | Deliberate Selling

Deliberate Value

Its what you give, not what you get…

Not everything that counts can be counted, and not everything that can be counted counts.
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All successful business ventures add value to their customers. Sometimes it’s a deliberate and purposeful act, sometimes it just seems to happen as a byproduct of their interaction.

We suggest there are 5 major categories of value in the B2B space, each with specific sub-types for application.

Value represents your ability to fulfill on your intentions. At a corporate level this sounds simple enough, yet at the marketing / sales / channel / product manager level, much is lost in translation.
Strategic Value Financial Quality Competitive

Differential Value

All successful business ventures add value to their customers. Sometimes it’s a deliberate and purposeful act, sometimes it just seems to happen as a byproduct of their interaction.

We suggest there are 5 major categories of value in the B2B space, each with specific sub-types for application. Value represents your ability to fulfill on your intentions. At the marketing / sales / channel / product manager level, much is lost in translation.

Does your Value Proposition have definable Business Value?

Sales & Marketing professionals are pretty darn good at discussing functional value. You know, the speeds and feeds of it, how your suff is bigger, better, faster than the incumbent. Many call these the speeds and feeds of technology sales, often expressed in terms of the many TLAs - Three Letter Acronyms that every industry enjoys.

Yet functional value is simply a means to an end, something by which the customer, or your customer’s customer can enjoy tangible improvement. This may be Emotional value or it may be Economic value. Typically a hybrid of both is needed to get the deal done an the customer on their way to enjoying the fruits of their investment.
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