In modern sales it is all about putting value in each interaction of the sales process. See it as a process where you add value in every step you take with your customer.

1. ValueZone
The Evolution of Value
in the
Zone1
InterestZone
Zone2
ProofZone
Zone3
CreationZone
Zone4
DecisionZone
Inmodernsalesitisallaboutputting
valueineachinteraction.
Adding value is a solid process you walk with
your customer. You need to help your
customer understand their problem and prove
your value, which has got to be tangible and
measurable.Only then you can add true
value.
ValueZone / The Value Program for Software Companies which unites
Sales, Marketing and Software Development.
Choose Best
Value
Select solution
with highest
Return On
Solution and
lowest risk of
change.
Design Ideal
Value
Share
alternatives
and define
decision criteria
which gains the
demonstrated
value.
Demonstrate
Value
Build the
business case
on the
validated value
assumptions.
Test Assumed
Value
Approach the
customer with
the value you
think you can
add.