This excerpt from the “Value Pro Show” introduces the concept of the Total Value Experience (TVX), advocating for a holistic approach to value delivery across all customer touchpoints. The hosts discuss how current B2B buying trends reveal a preference for sales-free experiences and a desire for trusted advisors, highlighting a disconnect in current go-to-market strategies. They identify key barriers hindering a high TVX: product-centric perspectives, internally focused tools, and inconsistent application of value-driven disciplines. Ultimately, the conversation shifts to a better way by focusing on value-centric perspectives, buyer-focused tools, consistent value-based disciplines, and emphasizes the benefits of a high TVX, such as increased win rates and shorter deal cycles, concluding with the hosts’ expertise in enabling organizations to achieve this through value content, tools, and enablement.
