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Thomas Menthe
A new era of Value Selling
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Thomas Menthe
A new era of Value Selling
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List of figures and tables
1 What is changing
What is the impact if companies do not adapt new technologies?
1.1 Trends 1.1.1 Future sales needs and how personal emotions fuel B2B purchases
Trends and sales approaches for the new era of value selling:
Forrester suggested to B2B companies to reshape their channel strategies and fundamentally rethink the role of their sales people by:
In 2017, the “Death of a (B2B) salesman report” has been updated by the author Andy Hoar as business leaders are continuing to automate sales processes and promote digitally enabled commerce:
First, understand the customer, then increase the value
1.1.2 E-commerce within multi-channel strategies
1.1.3 The linear funnel model – outdated?
1.1.4 The future of B2B sales
Companies say they are already struggling to deal with challenges such as:
1.1.5 Value through Digitization
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