Infinite Value presents a practical framework to support organizations in becoming value-based, so as to boost sales and generate new business for their customers.
Part One: The Infinite Value Concept Chapter 1 Challenging trends for business markets Chapter 2 A faltering response Chapter 3 Is Value-Based Business a better way? Chapter 4 The 7 elements of the Infinite Value Organisation Part Two: The 7 Elements of Value-Based Business Chapter 5 The Customer Value Strategy Chapter 6 Offer Development & Innovation Chapter 7 Value-Based Selling Chapter 8 Key Account Management Chapter 9 Channel Partnerships Chapter 10 Value-Based Pricing Chapter 11 The Value-Centric Organisation Part Three: Transforming to a Value-Based Organisation Chapter 12 The Value Management Team Chapter 13 Developing Value Management Capability Standards Chapter 14 Value-Based Business Transformation Chapter 15 Final thoughts and future predictions
Mark Davies is MD of Segment Pulse Limited, a Visiting Fellow with Cranfield School of Management, and a Visiting Fellow with Aston Business School. Mark has an MBA and an MSc in Advanced Manufacturing Systems; he is a Chartered Engineer, Chartered Marketer and a Fellow of the Institute of Marketing.
The only way to remain competitive in today’s business markets is
to create and deliver value sustainably. Mark’s book provides
accessible and also detailed tools to identify unique opportunities
for value creation. Well-grounded in practice, it puts forward key
strategic questions for sales leaders, with the potential to
redefine entire sales processes.
*Cambridge Judge Business School*
Core to Key Account Management – and its marketing bedfellow
Account-Based Marketing – is understanding the customer and
creating value-based propositions for them that will grow their
business. This book gives good step-by-step guidance and practical
examples of how to achieve that, and is a must-read for anyone in
this field.
*Head of Account Based Marketing, EMEIA, Fujitsu*
In an age of rapid discontinuous disruption, organisations are
looking for a new dominant logic on which to base their sales and
marketing approach. Mark Davies integrates a practitioner,
consulting and academic’s perspectives. His framework for Infinite
Value, centered on the value-centric organisation naturally moves
the conversation beyond “client centricity”, which is only one
aspect of driving profitable growth focused on the client. It is a
tour de force integrating some of the most compelling research on
how organisations deliver value optimally to their key
stakeholders, including customers, shareholders and channel
partners. Mark’s extensive perspective across all
revenue-generating functions provides an innovative synthesis and a
framework that will allow sales and marketing leaders to work
together differently and thereby keep one step ahead of their
competition.
*APS Director, Consalia*
Infinite Value engages readers around the most important business
concept of the 21st century. That is being able to create and
deliver value that customers appreciate and are willing and able to
pay for. This book clearly shows a roadmap for organizations that
understand that best value is not the same as lowest price, and how
to engage customers based on it.
*Global Vice President Value, SKF*
For those of us grappling with increased customer complexity, cost
containment and commoditization of innovative technologies, this
book is a must-read and a great resource. It answers pivotal
questions on why, what and how to develop a customer-centric,
value-based organization, capable of delivering sustainable
partnerships with our key customers.
*Global Head of KAM Excellence, Novartis*
Based on practical insights and a profound theoretical background,
Mark Davies is able to provide a very complete and structured
guidance for successful sales.
*Customer Relationship Management, Siemens One*
Infinite Value provides a refreshing view of how to manage the
complexity of modern business. It is an 'outside in' view of how to
assess customers’ needs as opposed to the traditional 'inside out'
view of new product development ... His practical management
experience combined with thorough academic rigour has produced a
valuable guide for management teams to galvanise their internal
resources to create a competitive advantage that will accelerate
growth and profitability.
*Honorary Professor, Aston Business School*
Mark, through his leadership in helping us develop not only our
Country KAM plans, has helped broaden our horizons as we tackle a
greater strategic opportunity, Pan European Accounts. The road map
he walked us through, using many of the tools and insights from
Infinite Value, has helped us strengthen not only the value
propositions we bring to the market, but also bring greater value
to our ultimate customer, the WD-40 end user. Infinite Value is
pragmatic as a tool and outward focused as a resource binding our
Tribe together to be a better, value-based business.
*Managing Director, WD-40 Company EIMEA*
Infinite Value is a must read for any Account Manager or Sales
Director looking to succeed in today’s ever-changing business
environment. With a number of stories and examples, Mark Davies has
developed a very practical approach to creating true value in the
market place. Mark provides the reader with the road map, process
and methodology necessary to build the strategic partnerships with
customers to help continuously outperform the competition.
*Global Head of Learning & Development, MSD Animal Health*
Infinite Value provides the reader with a unique toolkit based on
the author’s years of practical experience. I strongly believe that
value will be the next revolution in management, marketing and
sales. This book is at the forefront of that movement.
*CEO, K International*
A fantastic book … It perfectly illustrates and articulates what I
have been preaching for the last five to six years. It is going to
be a valuable tool for us moving forward.
*Business Development Manager, Nicklin Transport Packaging*
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