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Erschienen in:

2023 | OriginalPaper | Buchkapitel

4. Value-Based Selling

verfasst von : Michael Kleinaltenkamp, Katharina Prohl-Schwenke, Laura Elgeti

Erschienen in: Customer Success Management

Verlag: Springer International Publishing

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Abstract

Selling a solution to a customer firm is the prerequisite for any activity of Customer Success Management. Consequently, in order to convince customers to buy a solution, suppliers have to apply activities of Value-Based Selling (VBS) first. At its core, VBS aims at crafting and communicating a Customer Value Proposition (CVP), based on a deep understanding of a customer’s goals. This chapter explains the various steps of VBS and how a CVP helps communicate how a company will provide superior value to its customers.

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Vorheriges Kapitel Customer Success Management Drivers

Nächstes Kapitel Solution Realization

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Titel: Value-Based Selling
verfasst von: Michael Kleinaltenkamp
Katharina Prohl-Schwenke
Laura Elgeti
Verlag: Springer International Publishing
Buch: Customer Success Management
Print ISBN: 978-3-031-26177-0

Electronic ISBN: 978-3-031-26178-7

Copyright-Jahr: 2023
DOI: https://doi.org/10.1007/978-3-031-26178-7_4