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.
Publication Year: 2023
Publication Date: 2023-01-01
Language: en
Type: book-chapter
Indexed In: ['crossref']
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Cited By Count: 1
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