Category: Systemic Value Selling
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What the Layered Business Case actually does
A modern B2B purchase is decided by a coalition of stakeholders, each weighting a different dimension. They do not need separate decisions. They need one decision that can be defended in multiple registers. The Layered Business Case is the structural device that does this work — a named layer per activated dimension, FAB evidence, a…
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The four stages of Systemic Value Selling — Discover, Design, Justify, Align
A framework is not a method. The six dimensions of value describe what B2B value has become. The Layered Business Case describes the structural artefact. Neither tells a salesperson what to do, in sequence, in a live engagement with a buyer. Systemic Value Selling is the method that fills that gap — four sequential stages,…
Future Of Selling 