Value-Based Selling

Michael Kleinaltenkamp, Katharina Prohl-Schwenke and Laura Elgeti
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Michael Kleinaltenkamp: Freie Universität Berlin
Katharina Prohl-Schwenke: Customer Success Academy
Laura Elgeti: Customer Success Academy

Chapter 4 in Customer Success Management, 2023, pp 33-37 from Springer

Abstract: 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.

Date: 2023
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DOI: 10.1007/978-3-031-26178-7_4

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