ABSTRACT
This chapter presents the sales effectiveness framework that enable companies to drive profits via value-based pricing strategies. Key elements of this framework are elements related to selling strategies, elements related to sales management, elements related to sales execution, and, finally, elements related to sales support. This framework is comprehensive and will be useful to managers aiming to improve the effectiveness of existing processes of value-based selling. The sales process and execution layer addresses how a company sells to its customers, in other words, how that sales work is being delivered. Aligning pricing and the sales process is essential when it comes to customer-facing sales work. The customer value quantification tool should be used throughout the commercial cycle, from offering development to sales to delivery and after sales. Effective and efficient pricing requires capability improvements throughout a number of units supporting the end-to-end sales process, from offering development to final price negotiations and the execution of pricing strategies.
