Kari Kaario : Selling value : maximize growth by helping customers succeed

The role of sales is changing. A new strategy for selling is needed, and it's called Value Sales. Value Sales fundamentally changes the way we look at identifying opportunities for growth and profitability in the customer base.
The sales force is under a lot of pressure. The book aims to find ways to succeed in sales as these pressures mount. Unit prices are going down in almost all industries, and companies are forced to look for new revenue streams and sources of profit.
Value Sales requires a new type of sales processes and competencies, and it also implies changes to sales management. Value Sales is a big investment into customer relationships, and sales investments need to be allocated to customers with greatest future potential.
Value Sales brings with it another new idea: Customer Process Innovation. The salesperson of the future must understand the business drivers of the customer in such detail that he or she can proactively innovate changes to the customer's processes. The value created by these changes needs to be quantified to the customer in order to capture part of the value to the provider.