Description
During the recessionary period of 2008-9, many organizations followed a business model that was ill-suited to long-term prosperity and strong profits, instead focusing on cost-cutting initiatives in order to survive. Post-recession, there is more optimism around investment, but changing from an entrenched cost-focused strategy can prove to be challenging. Infinite Value offers a value-based business model approach, which author Mark Davies argues is the most effective way forward for a business to thrive and grow in any economy. When a salesperson uses value-selling techniques to identify the needs of the customer, and can highlight how those needs are met by the product or service being sold, the customer becomes more invested in acquiring that offering, as well as more invested in the business itself. Although a value-based business strategy provides stronger competitive advantage and long-term profits for both the supplier and the customer, few organizations manage to work in this way for sustained periods. Infinite Value provides a seven-pillar model to help organizations understand and implement the concepts of value-based selling, including reviews of customer strategy, value propositions, strategic customers and value pricing.
Infinite Value presents a practical framework to support organizations in becoming value-based, so as to boost sales and generate new business for their customers.
About the Author
Mark Davies is MD of Segment Pulse Limited, a Visiting Fellow with Cranfield School of Management, and a Visiting Fellow with Aston Business School. Mark has an MBA and an MSc in Advanced Manufacturing Systems; he is a Chartered Engineer, Chartered Marketer and a Fellow of the Institute of Marketing.
Reviews
The only way to remain competitive in today's business markets is to create and deliver value sustainably. Mark's book provides accessible and also detailed tools to identify unique opportunities for value creation. Well-grounded in practice, it puts forward key strategic questions for sales leaders, with the potential to redefine entire sales processes. -- Javier Marcos * Cambridge Judge Business School *
Core to Key Account Management - and its marketing bedfellow Account-Based Marketing - is understanding the customer and creating value-based propositions for them that will grow their business. This book gives good step-by-step guidance and practical examples of how to achieve that, and is a must-read for anyone in this field. -- Andrea Clatworthy * Head of Account Based Marketing, EMEIA, Fujitsu *
In an age of rapid discontinuous disruption, organisations are looking for a new dominant logic on which to base their sales and marketing approach. Mark Davies integrates a practitioner, consulting and academic's perspectives. His framework for Infinite Value, centered on the value-centric organisation naturally moves the conversation beyond "client centricity", which is only one aspect of driving profitable growth focused on the client. It is a tour de force integrating some of the most compelling research on how organisations deliver value optimally to their key stakeholders, including customers, shareholders and channel partners. Mark's extensive perspective across all revenue-generating functions provides an innovative synthesis and a framework that will allow sales and marketing leaders to work together differently and thereby keep one step ahead of their competition. -- Ian Helps * APS Director, Consalia *
Infinite Value engages readers around the most important business concept of the 21st century. That is being able to create and deliver value that customers appreciate and are willing and able to pay for. This book clearly shows a roadmap for organizations that understand that best value is not the same as lowest price, and how to engage customers based on it. -- Todd Snelgrove * Global Vice President Value, SKF *
For those of us grappling with increased customer complexity, cost containment and commoditization of innovative technologies, this book is a must-read and a great resource. It answers pivotal questions on why, what and how to develop a customer-centric, value-based organization, capable of delivering sustainable partnerships with our key customers. -- Huw Watkins * Global Head of KAM Excellence, Novartis *
Based on practical insights and a profound theoretical background, Mark Davies is able to provide a very complete and structured guidance for successful sales. -- Dr Hajo Rapp * Customer Relationship Management, Siemens One *
Infinite Value provides a refreshing view of how to manage the complexity of modern business. It is an 'outside in' view of how to assess customers' needs as opposed to the traditional 'inside out' view of new product development ... His practical management experience combined with thorough academic rigour has produced a valuable guide for management teams to galvanise their internal resources to create a competitive advantage that will accelerate growth and profitability. -- Des Evans OBE * Honorary Professor, Aston Business School *
Mark, through his leadership in helping us develop not only our Country KAM plans, has helped broaden our horizons as we tackle a greater strategic opportunity, Pan European Accounts. The road map he walked us through, using many of the tools and insights from Infinite Value, has helped us strengthen not only the value propositions we bring to the market, but also bring greater value to our ultimate customer, the WD-40 end user. Infinite Value is pragmatic as a tool and outward focused as a resource binding our Tribe together to be a better, value-based business. -- William Noble * Managing Director, WD-40 Company EIMEA *
Infinite Value is a must read for any Account Manager or Sales Director looking to succeed in today's ever-changing business environment. With a number of stories and examples, Mark Davies has developed a very practical approach to creating true value in the market place. Mark provides the reader with the road map, process and methodology necessary to build the strategic partnerships with customers to help continuously outperform the competition. -- Alan Finkelstein * Global Head of Learning & Development, MSD Animal Health *
Infinite Value provides the reader with a unique toolkit based on the author's years of practical experience. I strongly believe that value will be the next revolution in management, marketing and sales. This book is at the forefront of that movement. -- Richard Brooks * CEO, K International *
A fantastic book ... It perfectly illustrates and articulates what I have been preaching for the last five to six years. It is going to be a valuable tool for us moving forward. -- Danny Harrison * Business Development Manager, Nicklin Transport Packaging *
Book Information
ISBN 9781472935298
Author Mark Davies
Format Hardback
Page Count 344
Imprint Bloomsbury Business
Publisher Bloomsbury Publishing PLC
Weight(grams) 661g
Infinite Value presents a practical framework to support organizations in becoming value-based, so as to boost sales and generate new business for their customers.
About the Author
Mark Davies is MD of Segment Pulse Limited, a Visiting Fellow with Cranfield School of Management, and a Visiting Fellow with Aston Business School. Mark has an MBA and an MSc in Advanced Manufacturing Systems; he is a Chartered Engineer, Chartered Marketer and a Fellow of the Institute of Marketing.
Reviews
The only way to remain competitive in today's business markets is to create and deliver value sustainably. Mark's book provides accessible and also detailed tools to identify unique opportunities for value creation. Well-grounded in practice, it puts forward key strategic questions for sales leaders, with the potential to redefine entire sales processes. -- Javier Marcos * Cambridge Judge Business School *
Core to Key Account Management - and its marketing bedfellow Account-Based Marketing - is understanding the customer and creating value-based propositions for them that will grow their business. This book gives good step-by-step guidance and practical examples of how to achieve that, and is a must-read for anyone in this field. -- Andrea Clatworthy * Head of Account Based Marketing, EMEIA, Fujitsu *
In an age of rapid discontinuous disruption, organisations are looking for a new dominant logic on which to base their sales and marketing approach. Mark Davies integrates a practitioner, consulting and academic's perspectives. His framework for Infinite Value, centered on the value-centric organisation naturally moves the conversation beyond "client centricity", which is only one aspect of driving profitable growth focused on the client. It is a tour de force integrating some of the most compelling research on how organisations deliver value optimally to their key stakeholders, including customers, shareholders and channel partners. Mark's extensive perspective across all revenue-generating functions provides an innovative synthesis and a framework that will allow sales and marketing leaders to work together differently and thereby keep one step ahead of their competition. -- Ian Helps * APS Director, Consalia *
Infinite Value engages readers around the most important business concept of the 21st century. That is being able to create and deliver value that customers appreciate and are willing and able to pay for. This book clearly shows a roadmap for organizations that understand that best value is not the same as lowest price, and how to engage customers based on it. -- Todd Snelgrove * Global Vice President Value, SKF *
For those of us grappling with increased customer complexity, cost containment and commoditization of innovative technologies, this book is a must-read and a great resource. It answers pivotal questions on why, what and how to develop a customer-centric, value-based organization, capable of delivering sustainable partnerships with our key customers. -- Huw Watkins * Global Head of KAM Excellence, Novartis *
Based on practical insights and a profound theoretical background, Mark Davies is able to provide a very complete and structured guidance for successful sales. -- Dr Hajo Rapp * Customer Relationship Management, Siemens One *
Infinite Value provides a refreshing view of how to manage the complexity of modern business. It is an 'outside in' view of how to assess customers' needs as opposed to the traditional 'inside out' view of new product development ... His practical management experience combined with thorough academic rigour has produced a valuable guide for management teams to galvanise their internal resources to create a competitive advantage that will accelerate growth and profitability. -- Des Evans OBE * Honorary Professor, Aston Business School *
Mark, through his leadership in helping us develop not only our Country KAM plans, has helped broaden our horizons as we tackle a greater strategic opportunity, Pan European Accounts. The road map he walked us through, using many of the tools and insights from Infinite Value, has helped us strengthen not only the value propositions we bring to the market, but also bring greater value to our ultimate customer, the WD-40 end user. Infinite Value is pragmatic as a tool and outward focused as a resource binding our Tribe together to be a better, value-based business. -- William Noble * Managing Director, WD-40 Company EIMEA *
Infinite Value is a must read for any Account Manager or Sales Director looking to succeed in today's ever-changing business environment. With a number of stories and examples, Mark Davies has developed a very practical approach to creating true value in the market place. Mark provides the reader with the road map, process and methodology necessary to build the strategic partnerships with customers to help continuously outperform the competition. -- Alan Finkelstein * Global Head of Learning & Development, MSD Animal Health *
Infinite Value provides the reader with a unique toolkit based on the author's years of practical experience. I strongly believe that value will be the next revolution in management, marketing and sales. This book is at the forefront of that movement. -- Richard Brooks * CEO, K International *
A fantastic book ... It perfectly illustrates and articulates what I have been preaching for the last five to six years. It is going to be a valuable tool for us moving forward. -- Danny Harrison * Business Development Manager, Nicklin Transport Packaging *
Book Information
ISBN 9781472935298
Author Mark Davies
Format Hardback
Page Count 344
Imprint Bloomsbury Business
Publisher Bloomsbury Publishing PLC
Weight(grams) 661g
