News: Value sales article in “Myynti & Markkinointi”

New value sales article in the leading Finnish sales & marketing publication “Myynti & Markkinointi” on the importance of knowing your customer’s business (including understanding their business figures), pp 19-23. In B2B sales, it is not enough to know your own offering, your competitors’ offerings and your customer’s needs & wants. You also need to…

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New Article by Viio & Grönroos: How buyer–seller relationship orientation affects adaptation of sales processes to the buying process

  The new article in the top-tier publication Industrial Marketing Management – IMM by Dr. Paul Viio and Professor Christian Grönroos, the Legend of Marketing, on value sales and how the buyer-seller relationship orientation affects the adaptation of the sales processes to the buying processes is now available. Highlights of the study: This study focuses…

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Value-based selling at The Bike Shop

Value-based selling at The Bike Shop by Philippe Gilbert. The manager smiled, walked over to me and shook my hand when I entered the shop. He inspected my worn-out rear tire that had several blisters, and he answered all of my questions. Next he asked me further probing questions, such as: would you like to have your…

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New article by Viio & Grönroos: Value-based sales process adaptation in business relationships

The new article in the top-tier publication Industrial Marketing Management – IMM by Dr. Paul Viio and Professor Christian Grönroos – the Legend of Marketing – on value-based sales process adaptation in a B2B context is now available. Highlights of the study: This study focuses on understanding how business firms adapt their sales processes. The findings reveal how…

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News: Dr. Paul Viio appointed Visiting lecturer, Donau-Universität Krems, Austria

As of March 2013 Dr. Paul Viio has been appointed Visiting lecturer at the Donau-Universität Donau Krems. Dr. Viio teaches value-based selling, sales management, and relationship management in business-to-business context to Executive MBA students in Krems, Austria. “Teaching value sales and business relationship management at Donau-Universität Krems and to students of the Danube professional MBA school…

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A good salesperson knows his customer

Know yourself, know your customer. Sales competence and customer relationship management are important. But what does the feeling of security have to do with selling? To read more (in Finnish), click here for the electronic version of Logica CGI’s publication “Ratkaisu” (Solution). Text and images by Antti Kirves.

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Values should drive the sales work

Instead of being busy chasing the deals to fill our sales quota for the month or quarter, we (anyone involved in personal selling) should focus on working in a way that is derived from our values. This may sound like very soft selling, which it can be, but the idea behind this is to pursue…

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