Value Selling: The Only Way to Close

Executive Snapshot

• Figure: Executive Snapshot: Scaling Business Value Selling Beyond a Prepurchase Checkbox

Situation Overview

• From the Field

• Selling Value — It's the Method Not the Math

• The Need for a Value Platform

• Value Measurement and the Customer Success Process

• Figure: Value Delivery and the Customer Life Cycle

• Table: Metrics for Customer Value Delivery by Function

Advice for the Technology Buyer

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• Related Research

• Synopsis