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.

Why You Should Add A Value Calculator to Your Marketing Automation Workflow

Marketing automation is rapidly becoming a necessity for B2B sales organizations. Because it keeps the conversation going long after the initial lead is captured, automation creates robust opportunities to engage prospects and promote continued awareness of your solutions.

Some of the biggest benefits you’ll reap from automating your marketing efforts include:

  • Understanding buyers through their behaviors.
  • Tracking the sincerity of buyer intent.
  • Turning conversations into revenue.

How To Use Value Selling Tools for Lead Generation

Successful B2B marketing campaigns attract and engage buyers and decision makers, and set the stage for the sales team to close the deal. More specifically, value selling campaigns emphasize the business value of solving a set of problems rather than the features and functions of the offering and reveal how it can reduce expenses and/or increase revenue.

Providing a business value framework is an excellent way to capture decision makers’ attention and interest. Value selling tools such as interactive assessment tools and value calculators make it easy to provide such a framework and generate leads.

How to Communicate Value to Buyers, Buying Committees & Finance Teams

The most effective way to motivate buyers is to quantify a solution’s value.

While marketing and sales organizations often produce rich content that supports various aspects of the buyer’s journey, they often fail to communicate value as a bottom-line differentiator. When this happens, they lose an important opportunity to persuade buyers and business decision makers.

In order to capitalize on this opportunity, value must be communicated to three distinct audiences: buyers, the buying committee and the finance team. Each group has a unique perspective, and their interests must be clearly addressed by your sales reps.

How to Use Value Selling to Become a Trusted Business Partner

Traditional marketing wisdom tells us that building customer relationships begins with the sales process. Every product, company and industry has its own unique journey, and it’s our job as B2B solution providers to establish trust, credibility and value every step of the way.

Breaking through the obstacles in today’s buying processes is best achieved through value selling. Many sales teams now sell to diverse committees, often with stringent corporate oversight. And they are challenged to break through the noise as buyers conduct their own research before contacting vendors. To close more deals and build profitable, long term relationships, embrace a smarter value selling process and a change in perspective from vendor to business partner.

How to Use Value Selling to Dominate the Buying Process

A challenging new B2B sales paradigm has emerged from today’s volatile economy and marketplace. The buying process is now longer and more complex, and is often conducted without direct vendor participation until very late in the game, making it harder to capture the attention of buyers and decision makers.

A Smarter Value Selling Process: Flip Your Sales Pitch

Has your sales cycle grown longer and more complex? Are you challenged by new buying behaviors that exclude you in the early stages of discovery? Chances are you’re also faced with more restrictive corporate and financial oversight, which shifts purchasing authority to CFOs and inter-departmental committees.

How can you get the attention of buyers and decision makers in such a dynamic sales environment? A proven approach is value selling, a strategy that develops distinct sales messages focused on the bottom line. When all is said and done, prospects want to know how investing in your solution helps save money, increase sales and revenue, and achieve pertinent business goals.

3 Strategies for Improving SaaS Customer Retention Rates

As customer acquisition costs continue to rise, many forward-looking SaaS providers are focusing on customer retention to reduce their churn rates. In a SaaS environment, the initial purchase is just the beginning of your relationship with a new customer. You must keep earning customer loyalty to ensure high renewal rates and avoid the financial and reputational damage of churn.

SaaS agreements are a continuous sales process. Despite some differences in selling strategies, the bottom line motivators for both sales and renewals are value and cost. Keeping these aligned with customer expectations requires diligence and ongoing attention that results in higher customer retention rates and overall satisfaction. 

How to Weave Value Selling into Your Storytelling

Everyone loves a good story – from fables and folktales to case studies and compelling copy in marketing campaigns. A well-crafted story clearly illustrates how your solution adds value to an organization, and elicits a positive emotional response from the reader. If you can help readers visualize the benefits of your product or service, you are many steps closer to closing the sale.

Good storytelling is both an art and a science that helps you rise above the noise and distinguish your offerings from the competition. Weaving value into your sales and marketing messages elevates your story from the requisite facts, figures, costs and benefits to a confident depiction of how your solution helps people and organizations succeed. It enlivens the conversation and engages prospects in the outcome rather than focusing on the process to get there.

Use Value to Achieve Consistent Revenue Growth

Many sales and marketing teams at B2B technology and manufacturing companies fail to maximize the total value of their offering. Consequently they restrict their capacity to achieve profitable revenue growth.

Sales and marketing teams are not necessarily doing this on purpose. However, during our ten years of working with B2B sellers and marketers, it’s become apparent that many people talk about value without truly understanding it or how to leverage it as an integral part of a winning business strategy.