A new era of Value Selling

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Thomas Menthe offers fresh perspectives on value-selling, the leading approach for selling complex products and services. In today's market, customers seek more while spending less, with value defined by them rather than the seller. The digital age transforms how we leverage data—often referred to as the new oil—using technologies like machine learning to analyze customer journeys, gain insights, predict behaviors, and personalize communication for improved retention. This digital shift is steering buying behaviors towards e-commerce and self-service, supported by sales robots. Value creation from data requires structuring, analyzing, and utilizing it for personalized customer engagement. This raises questions about the future of sales representatives and solution selling. Emotional value plays a crucial role in decision-making, alongside traditional product dimensions. The new era of value-selling illustrates how to make value tangible through the value quotient and generate both rational and emotional ROI via storytelling and relationship benefits. With value at the forefront of buyers' minds, this innovative selling concept promises to enhance business performance and address the needs of tomorrow's customers. Menthe, an MBA and sales expert, has a proven track record with global companies and has authored several influential publications on customer value and modern selling strategies.