Value Based Selling

Value Based Selling

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Value Based Selling

The key to your commercial success.

A value proposition is traditionally described as ‘an analysis or statement of the combination of goods and services offered by a company to its customers in exchange for payment’. In essence, it’s the answer to the question ‘what value will you bring to the customer compared to your biggest competitor?' After all, that is why a customer feels the need to buy from you.


If your value proposition has been defined once, it is probably not often updated. However, there is a good reason why you should review it regularly. The pace at which the market changes is increasing and the expectations of your customers are on the rise. In addition the profile of the person that buys your product or service, the so-called buyer persona, can change. Compared to several years ago, buyers in B2B nowadays never take decisions alone. As such, you need to show the value to each profile in the unit of decision makers. In the consumer market, we notice that buyer profiles have become smarter and new buyer types have appeared: e.g. the buyer who is comparing prices and features online while he’s moving around in-store.

Create & maintain

Our expert team has developed a straightforward methodology to create and maintain this value proposition, as well as models that help you define the most relevant value:  e.g. value proposition, customer profiling, segmentation, etc.

Interested to learn more?
Contact us and we will be happy to assist.

Related tools:

BusinessMarkers Tool - Solution Battle Cards
BusinessMarkers Tools- Winning Pitch Framework

Our experts

Here are our experts regarding Value Based Selling, do not hesitate to ask them any of your questions!

Bart Bols

Managing Partner

Erwin Roels


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Business Markers Cvba
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Business Markers GmbH & Co. KG
Am Nordpark 3, 41069 Mönchengladbach