The value-based sales approach—design process, tools and needed capabilities to create a solution

A3 Book section, Chapters in research books


Internal Authors/Editors


Publication Details

List of Authors: Hanna Luotola, Maria Ivanova-Gongne, Johanna Liinamaa
Editors: Jukka Vesalainen, Katri Valkokari, Magnus Hellström
Place: London
Publication year: 2017
Publisher: Palgrave Macmillan
Book title: Practices for network management : in search of collaborative advantage
Start page: 237
End page: 250
ISBN: 978-3-319-49648-1
eISBN: 978-3-319-49649-8


Abstract

Being a solution provider differs significantly from being an industrial product manufacturer, as solution sales necessitate value-based selling techniques. In order to succeed in solution sales, sellers have to change their way of doing business by seeking to understand customer problems and communicating how their solution generates higher profits for the customer. The findings show that companies lack the tools and managerial capabilities to transform their organization into one that solves customer problems. We present a value-based sales approach to enable industrial companies to address customer problems and enhance customer certainty in that added value. Design thinking was applied to guide the process of identifying, co-creating and confirming customer-perceived value. The sales process and its relevant tools were developed in collaboration with our company partners in the DIMECC REBUS program.

Last updated on 2019-21-10 at 04:03