Value Matters Newsletter. Fortnightly content to grow B2B sales

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The Value Matters Newsletter

Fortnightly tips and strategies to help you grow your B2B revenues faster. The Newsletter for leaders managing key customers and strategic channels. Every fortnight I provide a new practical technique that will help you re-think your approach to B2B selling and give you a competitive edge.

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3 techniques to understand your customer

Imagine trying to solve a puzzle without seeing the whole picture. You might connect a few pieces, but you’ll never see the final image. Business is a lot like that. To solve your customers' problems, you must first understand them. Without this foundational knowledge, you're essentially guessing...

by Mark Davies — Aug 26, 2025 kam odi

Problem Framing

Define the problem before you define the solution The Foundation of all Strategic Account Growth? Offer Development and Innovation stands as one of the most critical pillars of any successful customer strategy. In today's competitive B2B landscape, the ability to create compelling, differentiat...

by Mark Davies — Aug 12, 2025 kam odi

How Customer VALUE PROPOSITIONS Power B2B growth.

INTRODUCTION Welcome to the 6th Newsletter that describes the five major themes of customer management - VALUE PROPOSITIONS. Whilst this is being described last, it is arguably the most important of the five customer management capabilities. Why? Because it describes what the customer buys. ...

Jul 15, 2025 odi value propositions

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