https://paulviio.com/insights/ Research-based insights by Dr. Paul Viio on moving from product-focused selling to customer-centric B2B value sales and customer value creation. en https://paulviio.com/sales-training-vs-sales-development-program-vs-sales-academy/ https://paulviio.com/sales-training-vs-sales-development-program-vs-sales-academy/ Tue, 06 Oct 2026 00:00:00 GMT What is the difference between sales training, a sales development program and a sales academy? Research-based definitions and how to choose the right one. https://paulviio.com/sales-competencies-vs-sales-capabilities/ https://paulviio.com/sales-competencies-vs-sales-capabilities/ Fri, 18 Sep 2026 00:00:00 GMT What is the difference between sales competencies and sales capabilities? Learn how the distinction clarifies sales enablement and B2B sales performance. https://paulviio.com/beyond-the-quota-the-4-cornerstones-of-modern-b2b-sales-leadership/ https://paulviio.com/beyond-the-quota-the-4-cornerstones-of-modern-b2b-sales-leadership/ Wed, 15 Apr 2026 00:00:00 GMT The four cornerstones of modern B2B sales leadership: data-driven coaching, value-based orchestration, psychological safety and freeing sellers’ time with AI. https://paulviio.com/why-sales-kickoff-2026-must-be-the-year-of-customer-value/ https://paulviio.com/why-sales-kickoff-2026-must-be-the-year-of-customer-value/ Wed, 10 Dec 2025 00:00:00 GMT Why B2B sales leaders should build Sales Kickoff 2026 around customer value, with a four-step framework to identify, co-create, demonstrate and realize value. https://paulviio.com/why-you-should-make-it-easy-to-buy-from-you/ https://paulviio.com/why-you-should-make-it-easy-to-buy-from-you/ Wed, 09 Oct 2019 00:00:00 GMT Why ready-to-buy customers hesitate at the moment of purchase, how suppliers make buying difficult, and how removing obstacles helps turn prospects into buyers. https://paulviio.com/you-know-a-salesperson-from-the-numbers/ https://paulviio.com/you-know-a-salesperson-from-the-numbers/ Mon, 16 Sep 2019 00:00:00 GMT How to tell a great B2B salesperson from a self-proclaimed one: which numbers to check beyond revenue, and what to verify before hiring or partnering up. https://paulviio.com/3-key-components-for-success-in-value-sales/ https://paulviio.com/3-key-components-for-success-in-value-sales/ Sun, 19 Aug 2018 00:00:00 GMT A short video by Dr. Paul Viio on three key components for building a successful value-based business through value co-creation, value sales and value pricing. https://paulviio.com/why-its-important-to-know-your-customer/ https://paulviio.com/why-its-important-to-know-your-customer/ Wed, 15 Aug 2018 00:00:00 GMT Why B2B sales professionals should understand their customer’s purchasing, procurement and sourcing strategy and buying process. A short video by Paul Viio. https://paulviio.com/what-is-customer-focus-how-to-become-customer-focused/ https://paulviio.com/what-is-customer-focus-how-to-become-customer-focused/ Tue, 03 Jul 2018 00:00:00 GMT What is customer focus, how does it differ from customer orientation, why does it matter in sales, and how do you build a customer-focused mindset and behavior? https://paulviio.com/create-customer-avatar/ https://paulviio.com/create-customer-avatar/ Wed, 12 Oct 2016 00:00:00 GMT A short video by Dr. Paul Viio on the customer avatar and why it makes sense to zoom in on one customer avatar when segmenting your customers. https://paulviio.com/what-is-value-pricing-or-value-based-pricing/ https://paulviio.com/what-is-value-pricing-or-value-based-pricing/ Sat, 13 Feb 2016 00:00:00 GMT Value-based pricing sets prices by an offering’s value to the customer, not by cost or market price. See how it compares and what it offers buyers and sellers. https://paulviio.com/sales-goes-digital-at-the-divia-event/ https://paulviio.com/sales-goes-digital-at-the-divia-event/ Tue, 17 Nov 2015 00:00:00 GMT Digitalization is changing B2B buying and selling. The Divia Growth and Sales 2015 seminar covered digital sales, the value approach and IT–sales co-operation. https://paulviio.com/news-value-sales-article-in-myynti-markkinointi/ https://paulviio.com/news-value-sales-article-in-myynti-markkinointi/ Thu, 29 Oct 2015 00:00:00 GMT Paul Viio’s article in Myynti & Markkinointi explains why B2B salespeople must know their customer’s business, including its key figures and performance. https://paulviio.com/new-article-by-viio-gronroos-how-buyer-seller-relationship-orientation-affects-adaptation-of-sales-processes-to-the-buying-process/ https://paulviio.com/new-article-by-viio-gronroos-how-buyer-seller-relationship-orientation-affects-adaptation-of-sales-processes-to-the-buying-process/ Tue, 22 Sep 2015 00:00:00 GMT Viio and Grönroos (2015) in Industrial Marketing Management: how the relationship orientation of buyer and seller affects sales process adaptation. https://paulviio.com/value-based-selling-at-the-bike-shop/ https://paulviio.com/value-based-selling-at-the-bike-shop/ Thu, 03 Sep 2015 00:00:00 GMT A visit to The Bike Shop shows value-based selling in practice: probing questions, handling a price objection and making the value of service visible. https://paulviio.com/news-dr-paul-viio-appointed-professor-of-practice-in-sales-at-aalto-university/ https://paulviio.com/news-dr-paul-viio-appointed-professor-of-practice-in-sales-at-aalto-university/ Wed, 15 Apr 2015 00:00:00 GMT As of 1 March 2015, Aalto University School of Business appointed Dr. Paul Viio Professor of Practice in Sales to bring business and sales research closer. https://paulviio.com/new-article-by-viio-gronroos-value-based-sales-process-adaptation-in-business-relationships/ https://paulviio.com/new-article-by-viio-gronroos-value-based-sales-process-adaptation-in-business-relationships/ Tue, 16 Sep 2014 00:00:00 GMT Viio and Grönroos (2014) in Industrial Marketing Management: how sellers adapt sales processes to buyers and why the purchasing portfolio matters. https://paulviio.com/how-to-build-a-service-business-that-can-revolutionise-an-industry/ https://paulviio.com/how-to-build-a-service-business-that-can-revolutionise-an-industry/ Sat, 05 Apr 2014 00:00:00 GMT How to build a service business that is meaningful for customers and can revolutionise an industry: lessons from a Hanken workshop with Upplands Motor. https://paulviio.com/news-dr-paul-viio-appointed-visiting-lecturer-donau-universitat-krems-austria/ https://paulviio.com/news-dr-paul-viio-appointed-visiting-lecturer-donau-universitat-krems-austria/ Sun, 07 Apr 2013 00:00:00 GMT In March 2013 Dr. Paul Viio was appointed Visiting Lecturer at Donau-Universität Krems in Austria, teaching value-based selling to Executive MBA students. https://paulviio.com/news-dr-paul-viio-appointed-director-sales-research-at-hanken-2/ https://paulviio.com/news-dr-paul-viio-appointed-director-sales-research-at-hanken-2/ Mon, 21 Jan 2013 00:00:00 GMT As of 1 January 2013, Dr. Paul Viio was appointed Director Sales Research at CERS, Hanken School of Economics in Helsinki, focusing on value-based sales. https://paulviio.com/a-good-salesperson-knows-his-customer-2/ https://paulviio.com/a-good-salesperson-knows-his-customer-2/ Sun, 20 Jan 2013 00:00:00 GMT Know yourself, know your customer: an article in Logica CGI’s Ratkaisu magazine on sales competence, customer relationships and why security matters in selling. https://paulviio.com/stay-true-to-yourself/ https://paulviio.com/stay-true-to-yourself/ Thu, 27 Sep 2012 00:00:00 GMT Why knowing yourself and your values makes it easier to set meaningful goals, and why perseverance and honesty with yourself are needed to stay on track. https://paulviio.com/news-dr-paul-viio-appointed-visiting-professor-at-ium/ https://paulviio.com/news-dr-paul-viio-appointed-visiting-professor-at-ium/ Sat, 25 Aug 2012 00:00:00 GMT In August 2012 Dr. Paul Viio was appointed Visiting Professor at the International University of Monaco (IUM), teaching B2B sales to MBA students. https://paulviio.com/success-based-on-values-is-real-success/ https://paulviio.com/success-based-on-values-is-real-success/ Wed, 11 Jul 2012 00:00:00 GMT What is real success? Why success based on values, not money alone, matters for executives, and how values, measurements and rewards tune organizations for it. https://paulviio.com/values-should-drive-the-sales-work/ https://paulviio.com/values-should-drive-the-sales-work/ Wed, 13 Jun 2012 00:00:00 GMT Why sales work should be derived from personal values such as honesty rather than from chasing quotas, and how this supports sustainable, accountable selling. https://paulviio.com/presenting-at-the-ama-servsig-conference-in-helsinki-finland/ https://paulviio.com/presenting-at-the-ama-servsig-conference-in-helsinki-finland/ Fri, 08 Jun 2012 00:00:00 GMT Paul Viio presented his sales and sales management research at the AMA SERVSIG International Service Research conference 2012, hosted by Hanken in Helsinki.