TY  - JOUR
AB  - Purpose– Increasing pressure to reduce costs and skepticism of promised value‐added are forcing suppliers to produce tangible proof of the monetary value they create for customers. The academic literature on the practical activities related to value‐based selling remains sparse. This paper aims to bridge the gap between the abundant theoretical customer value frameworks and implementation practices to create a practical foundation for value‐based sales activities in firms that aim to become value creators.Design/methodology/approach– Based on two case studies, the authors map the best practices in customer value quantification from the point of view of industrial customers, and study value‐based sales processes to uncover the value‐based sales activities for implementing and profiting from customer value.Findings– The results suggest a customer‐focused sales process that centers on creating value, quantifying the value created, and creating a situation where customer and supplier maximize their utility through value sharing.Research limitations/implications– The generalizability of the findings is limited to the industrial and service selling context.Practical implications– Successful industrial and service requires tangible proof and evidence of the value and utility of the suppliers' business impact on the customer's operation. The paper aims to contribute to the value quantification knowledge and practices.Originality/value– The academic literature on the practical activities related to value‐based selling remains sparse, while the importance of the value quantification knowledge and value selling process is growing rapidly.
VL  - 26
IS  - 7
SN  - 0885-8624
DO  - 10.1108/08858621111162299
UR  - https://doi.org/10.1108/08858621111162299
AU  - Töytäri Pekka
AU  - Brashear Alejandro Thomas
AU  - Parvinen Petri
AU  - Ollila Ilmari
AU  - Rosendahl Nora
ED  - Thomas Breashear Alejandro
PY  - 2011
Y1  - 2011/01/01
TI  - Bridging the theory to application gap in value‐based selling
T2  - Journal of Business & Industrial Marketing
PB  - Emerald Group Publishing Limited
SP  - 493
EP  - 502
Y2  - 2024/09/19
ER  -