- Insider's Take
B2B buyers face an inordinate number of choices and, confusingly, they all look and sound the same. Many purchasers don’t have the time, energy or inclination to make an informed choice, so they use price as the differentiator. B2B industry experts Dr. Simon Kelly, Dr. Paul Johnston and Stacey Danheiser developed the VALUE competency framework from research, case studies, interviews and experience to help you make your B2B offering stand out.
About the Authors
Stacey Danheiser is the CEO and Founder of the B2B marketing and sales consultancy, Shake Marketing Group. Dr. Simon Kelly is a principle in the Shake Marketing Group and CEO of Cohesion Marketing Services. Dr. Paul Johnston is a researcher and lecturer at Nottingham Trent and Sheffield Hallam University.
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