The Vision: You and your team exhibit at an important trade show, you schedule and have lots of quality meetings with customers and prospects, and generate lots of new business.
I’ve been reading the now-classic business book, “The Challenger Sale: Taking Control of the Customer Conversation" by Matthew Dixon and Brent Adamson. As I continue to read, it’s becoming increasingly clear to me that value selling can help every sales rep perform like a Challenger by helping them adopt the complementary attributes that make up the profile of this likely sales leader.
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.