Infinite value : accelerating profitable growth through value-based selling

FC -- Half title -- Title -- Copyright -- Dedication -- Contents -- Foreword Professor Hugh Wilson -- Introduction: Accelerating profitable growth through value-based selling -- Part One The Infinite Value concept -- 1 Challenging trends for business markets -- Ever-decreasing circles -- All the macro-economic levers are being pulled -- The buyer perspective -- New norms: New challenges, new rules -- 2 A faltering response -- Observations from business marketing organizations -- Value leakage - money that is being left on the table -- Tensions and the headaches they cause -- 3 Is value-based business a better way? -- Is there a different way to do business? -- Will focusing on value improve things? -- Refresh your business model -- Focus on value co-creation -- Infinite Value - a value-based business blueprint -- 4 The seven elements of the Infinite Value organization -- The seven elements of the value-based business -- The Infinite Value proposition -- Value matters -- Part Two The seven elements of value-based business -- 5 The customer value strategy -- Why do you need a customer value strategy (CVS)? -- The customer value strategy cycle -- Building an effective customer value strategy -- Value matters -- 6 Offer development and innovation -- Improving the future state of your customer -- Cost, price and value -- Defining value proposition and customer offer -- Innovation: 'Today a peacock, tomorrow a feather duster' -- The value equation -- The four sources of value impact -- Total cost of ownership -- Total cost of partnership -- How to write a compelling (customer) value proposition -- The customer value proposition framework -- Linking customer proposition to the offer -- Value matters -- 7 Value-based selling -- The value cloud -- The four relationship zones -- The value-based selling cycle -- Engage with the customer.