Some deals are simple, like selling a solitary product to a single buyer. Other deals can be more involved with offerings that include multiple products, phased timelines, and deployments for multiple departments, locations, or processes across an enterprise.
ROI Selling recently spoke with Mike Serulneck, an accomplished Value Engineer who has successfully developed and managed Business Value Engineering and sales proposal teams at Tier 1 technology companies. During his conversation with ROI Selling’s David Svigel and Patty Baumgardner, Mike shared his experience using value selling methodologies to sell technology solutions, as well as his perspective on how value selling has changed over the last decade.
Strong sales enablement encourages positive, productive behaviors that help sales reps sell better, and sell more. Typical resources include CRM and marketing automation systems that track activity and progress through the sales cycle. Beyond that, every organization takes a different approach to supporting sales efforts based on the needs of their sales team.