Insights on B2B Value Sales & Customer Value Creation
Research-based perspectives, reflections, and practical insights on how B2B companies can move from product-focused selling to customer-centric value sales, create greater customer value, and build stronger, more profitable customer relationships.
Dr. Paul Viio is a strategic B2B value sales and customer value creation expert. In these articles, he explores how B2B companies can transition from product-focused selling to customer-centric value sales, create and communicate greater customer value, strengthen strategic customer relationships, and improve commercial performance.
Know yourself, know your customer. Sales competence and customer relationship management are important. But what does the feeling of security have to do with selling? To read more (in Finnish), click here for the electronic
Yrityksen lähtökohdista rakennetun markkinoinnin ja myynnin illuusio on hajoamassa. Jyvät erottuvat akanoista, kun siirrytään arvoihin perustuvaan asiakkuuksien vaalimiseen. Myyjäyritykset ovat viimeisten vuosikymmenten aikana rakentaneet itselleen rinnakkaistodellisuuden. Siinä todellisuudessa myyjäyritys rakentaa brändiä ja markkinoi tarjontaansa kohdemarkkinaan,
You want to achieve something meaningful but have the feeling that you are mostly distracted by other things that come your way. Does this sound familiar? Most of us feel that we have a higher
As of August 2012 Dr. Paul Viio has been appointed visiting Professor at the International University of Monaco – IUM. Dr. Viio teaches service and relationship oriented marketing, sales and purchasing in business-to-business context to
As of August 2012 Dr. Paul Viio has been appointed visiting Professor at the International University of Monaco – IUM. Dr. Viio teaches service and relationship oriented marketing, sales and purchasing in business-to-business context to
As of August 2012 Dr. Paul Viio has been appointed visiting Professor at the International University of Monaco – IUM. Dr. Viio teaches service and relationship oriented marketing, sales and purchasing in business-to-business context to
As of August 2012 Dr. Paul Viio has been appointed visiting Professor at the International University of Monaco – IUM. Dr. Viio teaches service and relationship oriented marketing, sales and purchasing in business-to-business context to
The most commonly used measurement for measuring an executive’s performance is money. The more profit that is generated for the company, the higher the executive’s pay check usually becomes. Money is regarded as the key
Instead of being busy chasing the deals to fill our sales quota for the month or quarter, we (anyone involved in personal selling) should focus on working in a way that is derived from our
Instead of being busy chasing the deals to fill our sales quota for the month or quarter, we (anyone involved in personal selling) should focus on working in a way that is derived from our
Instead of being busy chasing the deals to fill our sales quota for the month or quarter, we (anyone involved in personal selling) should focus on working in a way that is derived from our
Instead of being busy chasing the deals to fill our sales quota for the month or quarter, we (anyone involved in personal selling) should focus on working in a way that is derived from our
I felt honored to be presenting my research in the area of sales and sales management at the AMA (American Marketing Association) SERVSIG (Special Interest Group for Service marketing research) International Service Research conference 2012
In brief: This article explores why sales competencies and sales capabilities should not be treated as interchangeable concepts, even though they often are treated as
In the fast-paced world of Western* B2B sales, the era of the “charismatic closer” is being replaced by the era of the Strategic Orchestrator. To
Näkökulma B2B-myynnin ja kaupallisten toimintojen johtajille, jotka suunnittelevat myynnin kickoff 2026 (Sales Kickoff 2026) -tapahtumaa Keskustellessani johtoryhmien kanssa, jotka valmistelevat Sales Kickoff -tilaisuuksiaan vuodelle 2026,
