Index_V

V

Valentine, Charles, 66–68

Value

benefits of reinforcing, 12

creating, problem solving and, 7–10

creating, through vision, 61

defined, 11–12

delivering consistent, 15–17

high- and-low, and innovative vs. existing solutions, 97–100

importance of understanding what customers, 12–13

leadership strategies for delivering, 16

objective measurements of, 11–12

reinforcing, 17

subjective measurements of, 12

Value drains, 12

Value innovation, 92–100. See also Creativity

growth and, 96–97

sales leaders and, 97

Value propositions, 20–22

Vision

communicating, 61–62

creating value through, 61

sales leaders and, 81–84

Visuals, computer, 156–57

Von Hippel, Eric, 93