How Value Selling Tools Fit into Your Sales & Marketing Ecosystem

Sales and marketing have always been spoken about as though they were a single entity, even while each lived in its own little country. Neither knew nor cared what the other was doing when they really should have been working as closely together as the term “marketing and sales.”

If you haven’t noticed yet, the entire business of marketing and sales has changed. There is no room for silos, only for collaboration.

How to Use Assessment Tools Throughout the Sales Process

Because an assessment tool is so engaging, it can be used at every step of the sales process.

Essentially, an assessment tool is a versatile tool that can be designed to evaluate specific situations and guide the prospect through a customized line of inquiry based upon their answers to previous questions. This process helps the prospect have a better understanding of the problem at hand and the type of solution s/he needs.

Here’s how these tools can be leveraged at every step of the sales process.

10 Pieces of the Worst Sales Advice Ever

We all have to start somewhere when we enter the job market. On the way to learning and earning your sales stripes you probably had a good mentor or two. Along the way you may have also heard some of the worst sales advice known to humankind.

Here are ten pieces of the worst sales advice I have ever received.

How to Translate Concepts into Dollars to Close Deals

Selling a product or service ultimately depends on convincing a customer that it will increase revenue or save costs; in other words, that the customer will have more money in the future. You might call this “theoretical money.”

The trick is helping the customer see this “theoretical money” as something substantial and believable that can be used to sell your solution to the other stakeholders inside their company.

ROI vs. TCO: What's Best for Your Business?

Total Cost of Ownership (TCO) and Return On Investment (ROI) seem to be similar methods of proving cost effectiveness, but they perform best in totally different situations.

In fact, if you use a TCO tool at the wrong time in the sales process, you are taking a couple of big risks. Let's take a closer look at ROI vs. TCO and which tool is better for your business.

Do You Need a TCO Tool or a Value Calculator?

Value and total cost of ownership comparisons are important to any B2B sales process. Between them, they attract and justify the selection of your product while building a business case for prospective customers to use when presenting your offering to buying committees and financial approvers.

However, they operate in different ways and at different points in the sales cycle. Each tool has a different goal and addresses different pain points, and each is used by a different primary user to different benefit.

How Small Businesses Can Embrace Value Based Selling to Grow Sales

I’ve previously written about when and why you need a cost-justified business case to close deals. As a quick primer, the more your solution disrupts your customer’s business and as the size of the investment grows, the more likely you’ll need a business case.

Large corporations have the advantage of large budgets and the ability to staff sales and marketing roles in-house. They have employees to fulfill positions like: 

  • Front Line Sales Representative
  • Product or Solution Expert
  • Value Engineer or Value Consultant 

SaaS Renewal Time: How to Measure Value You've Delivered

Traditional sales techniques have always concentrated on closing the sale. Once the sale was complete, there was no further reason to engage with the customer until you had another product to sell. Until a few years ago, software solutions were sold the same way.

Software as a Service (SaaS) and other emerging subscription services changed everything. Marketing and sales must now adapt to a new landscape. One practice in particular has created new challenges; that of offering services using a building block approach. How does a company successfully renew a customer at a higher price as more modules, storage capacity, and users are added?

4 Steps to Move Conversations From Price to Value

While it may seem like customers only focus on price, many of them actually place a higher importance on other attributes. By skillfully framing the conversation using your knowledge of those attributes, you can move their focus from price to value.

You begin by building rapport with the customer. During this time, you will want to ask questions about the business and focus the discussion on what problem the customer needs to solve. From the answers the customer provides, you will learn most of the attributes s/he responds to, providing you a pathway away from price.

3 Ways Value Selling Aligns with The Challenger Sale

The most successful sales reps focus on understanding the customer's business, especially when it comes to solution selling.

These sales reps engage in what some have now dubbed “The Challenger Sale.”

But what exactly is it and how does it align with value selling?

Let’s take a closer look.