A new era of value selling

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Thomas Menthe offers fresh insights into value-selling, the leading approach for selling complex products and services. In today's market, customers demand more while paying less, with value defined by the customer rather than the seller. The digital age, fueled by data as the new oil, enables advanced technologies like machine learning to analyze customer journeys, predict behaviors, and personalize communication, enhancing customer retention. Digitalization shifts buying behavior towards e-commerce and self-service, supported by sales robots. Value creation from data requires structuring and analyzing information for tailored customer engagement. This evolution raises questions about the future of sales representatives and solution selling. Emotional value plays a significant role in decision-making, alongside product dimensions. The new era of value-selling illustrates how to make value tangible through the value quotient and generate both rational and emotional ROI via storytelling and relationship benefits. With value at the forefront of buyers' minds, this innovative approach promises to transform businesses and equip them to meet the needs of tomorrow's customers. Menthe, an MBA and sales expert, has authored numerous publications on customer value and selling strategies, serving major global companies. His bestselling book, Kundennutzen, has sold thousands of copies, with others in their fourth edition.