BizSugar.com › Sales › The trouble with value…

There is so much written today around the topic of selling "value" as a means of avoiding commoditization. While there is a lot of sense to this, there is also the need to understand how corporate purchasing groups buy, why and how they make decisions, what they value beyond price, and how to avoid an adversarial relationship with them.
This post suggests a more realistic approach that integrates relevant value alongside a competitive price that delivers a measurable return on expense.