What is Regenerative Value?
Most business cases focus too narrowly on the transaction. Regenerative value expands that view by asking whether a deal strengthens the wider systems on which long-term value creation depends, from the customer’s business to communities, people, and the planet.
From Solution Value to Systemic Value
As the internet and AI reduce the value of information, salespeople can no longer rely on product knowledge or solution framing alone. Based on my multi-year research project The Future of Selling, this article argues that the next frontier of sales value lies in systemic value: helping customers improve the wider system around a decision by reducing fragility, aligning stakeholders, and increasing resilience.