Sales training is good, but is not enough to make you value selling.

Your Sales Management and your entire approach to customer centricity has to be developed to provide real value, in the sales meeting and in the delivery.

If you want to be truly value based, consider how you are addressing these issues related to successful Value Based Selling:

• Solid knowledge of your of customers buying behaviour

• Competitor analysis – Why buy from you?

• Activity Based KPIs for sales reps

• Segmentation based on Value - not geography or verticals

• Value Based Selling tools -

• Value quantified (in proposals etc)

• Pricing based on Value (not cost)

• Recruitment and development based on ability to become a trusted advisor

Agree?