Tag: business
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Why ROI alone no longer carries the deal
For three decades, value-based selling has rested on a single equation: ROI minus price equals customer value. That model served well — because the other costs of the deal sat outside the invoice. They no longer do. What changes for the salesperson when value becomes multi-dimensional.
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The six dimensions of customer value — a working diagnostic
B2B buyers now evaluate value across six dimensions — ROI, Risk and Resilience, Life-Cycle and Circular, Strategic, People, and Planet and Societal. Not all six matter in every deal. The framework is a diagnostic, not a checklist. A working guide to what each dimension asks the supplier to argue.
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Why traceability arrived — a short history of externalities returning to the invoice
Twenty years ago, the costs of opaque sourcing — deforestation, child labour, depleted fisheries — were paid by communities, ecosystems, and labourers, never by the buyer. Today they show up in CSRD, CSDDD, and EUDR. A short history of how externalities returned to the invoice — and what the pattern says about the next decade…
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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 