ABSTRACT
The question has been asked by every premium player in every market of the world. Companies that employ a good value-based pricing strategy are 20% more profitable than those that have weak execution on value pricing, and 36% more profitable than those that are good at executing a cost- or market-share-driven strategy. A company must create value, communicate that value through sales and marketing, and quantify that value in monetary terms; only then can it get paid for the value created. Value selling begins with the basic step of making sure one's company creates something of value. Since publicly traded companies have a shareholder responsibility to create sustained profit, let’s make sure people help them do this in the right way by adding real value and taking out real cost. Most companies mistakenly think that having a value-based sales tool is the holy grail and the end of the value journey.
