Doga Demirel

The Value Search Team (TVST)

Software and technology vendors know that sales are hard: long sales cycles, tough discount negotiations, and many objections. Software and technology buyers struggle to understand if the software and technology they are evaluating will create value for the company, instead of not delivering what they need and incurring hidden or additional costs. For more than a decade, our multinational team of Business Value Management consultants at TVST have supported software and technology vendors to build, scale, and operate value management practices, while assisting technology buyers to make better software and technology investment decisions. Do your sales executives have different and suboptimal sales approaches, inconsistent results, growing frustrations, and conversations based on price instead of value? In such a disruptive environment, enabling sellers to lead with rational, data-driven business cases that focus on value creation, instead of on price and technological features, has never been more important. We cover the end-to-end sales cycle, helping you to boost your value-based sales and post-sales effectiveness, increase competitive differentiation, and build credible, durable, and productive business relationships with your customers. Are your business decision makers overwhelmed in the face of so many possible solutions, with no real idea of how they could help? Our expert services for software buyers enable business decision makers to understand the real benefits of a solution, helping to maximise the value proposition, by aligning the product on offer with your business needs, to ensure you can invest with complete confidence.