Why value based selling is transforming the IT sector

For many years, an IT provider could effectively compete on expertise. This is no longer the case: a globalised economy means that any expertise is always available from another country, often at a fraction of the cost.

When working with our IT clients, we show them how to switch from being technology-centred to being value-centred. Of course, technology is still important. But it’s even more important to win the trust of customers.

Applying our value-centred way of conversing with customers brings tangible results. Our technology clients have discovered that they are not just securing more business, they are displacing established competitors and at a premium price. They are building senior-level relationships based on the outstanding value that their customers get from them.