Value Selling is a well-known idea in B2B sales and services: focus on the customer value of your solution and harvest satisfied customers at higher margins.

Yet many tech and machining companies continue to rely primarily on the customer relationship rather than the value they add to the customer's business. And they calculate their prices based on costs instead of the value they offer to their customers.

The solution: encapsulate the idea into a practical process and tool that helps salespeople to do their daily job better.