From ROI to Systemic 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.
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.
Beyond the Pitch: Why the Future of B2B Sales is Actually Risk Management
In today’s volatile B2B landscape, a strong ROI is no longer enough to win deals. Buyers care less about projected gains and more about reducing risk, ensuring resilience, and achieving outcomes across complex systems. This article argues that the future of sales lies in systemic value co-creation: helping customers manage uncertainty, enable transformation, and build trust in a world where stability has disappeared.
If Value Has Changed, Sales Must Change Too
Why do so many sales teams work harder but gain less traction? Because they are still selling with an outdated idea of value. This article explores how value has evolved—from product and persuasion to co-creation, systemic thinking, and regenerative impact—and why the future of sales depends less on pitching and more on helping customers make sense of a complex world.
Behaviourally-Anchored Rating Scale (BARS) in Sales
The Behaviourlly-Anchored Rating Scale (BARS) is a powerful tool for assessing sales skills, providing objective evaluations instead of the usual subjective ones. It sets clear standards for each rating level, offering straightforward, practical feedback that makes improvements easier. Popular in yearly evaluations and particularly effective with 360-degree reviews, BARS accurately measures key skills like presentation abilities and ethical selling, improving the way performance is managed.