Value Sales: Accelerate Revenue & Maximize Margins

By Jan Ropponen

According to research conducted by Forrester Consulting, as many as 90% of customers feel that salespeople focus more on their own products and services than on customer value. This is a significant problem, as salespeople's ability to shift conversations toward tangible business benefits for customers directly impacts sales performance. Although value selling is widely recognized as important and frequently discussed within sales organizations, few know how to put it into practice systematically.

This is what Jan Ropponen aims to change with this book.

Ropponen has studied value-selling practices at leading B2B companies across industries and analyzed how top-performing sell differently. He has distilled these insights into a comprehensive, practical guide that provides actionable solutions for implementing value selling at every stage of the sales process.

For sales leaders, the book introduces proven approaches to embedding value selling throughout the sales organization, enabling every salesperson to sell on value. The rewards of successful development are significant: stronger pricing power and greater differentiation from competitors make it easier to achieve growth targets while improving profitability.

For salespeople, the book offers practical ideas for how to:

Increase win ratesGrow average deal sizeAccelerate the sales processImprove deal marginsIdentify new sales opportunities

Praise for the book:

"Jan has the unique ability to demystify the complex topic of value selling in such a way that everyone truly understands it. I know that the methods in this book are very useful, because with Jan's help, we have achieved a significant level of improvement in how we market and sell our value."

-Olli-Pekka Oksanen, Senior Vice President, Metso

"Rarely is value selling explained with such precision and real-world applicability. The structured guidance in this book makes it indispensable for any business leader looking to raise the performance of their sales team."

-Pasi Matikka, Sales Director EMEA South, Konecranes

"Jan has a knack for fusing the very best practices of the most successful sales professionals into relatable insights and practical guidance. Short of working with him directly, this book is as good as it gets."

-Timo Laaksonen, CEO, F-Secure

• Format: Paperback
• Language: English
• ISBN: 952655681X
• ISBN13: 9789526556819
• Release Date: October 2026
• Publisher: Axend Oy
• Length: 174 Pages
• Weight: 0.98 lbs.
• Dimensions: 0.5" x 8.5" x 8.5"