New Value Selling Strategies for Complex Deals

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.

Sell the Problem You Solve, Not the Product You Have

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.

Aristotle's Philosophy of  Value Selling

What Can Aristotle Teach Us About Value Selling?

Value selling? Aristotle? The link between one of the greatest thinkers of the Western world and value-based sales processes is stronger than you would think!

3 B2B Marketing Tips to Help Sales Win More Deals

B2B marketing advice can be found everywhere, but some of it is outdated and misguided when it comes to achieving its most important goal -- closing the sale. Today’s B2B marketing approach requires attention to three critical certainties in order to improve sales revenue.

How to Communicate Value to Customers: The IQS Story

Your ability to help B2B buyers understand the value you provide can make or break the sale.  In some cases, as with our client IQS, that means communicating the ways in which the prospect or customer is losing money so that the buyer understands the potential of the solution.

Knowing Your Buyers' Perspective Improves Results

Many deals are lost to competitors or labeled “No Decision” because the sales team didn’t fully understand and properly respond to the buyer’s evaluation criteria. The criteria I’m suggesting is what the buyer is comparing your offer against. 

How to Talk About Value in Your Prospect’s Language

I’m sure many of us have been in meetings where the executives in attendance quickly lose interest. Either they start checking their phones or, worse yet for the speaker, they abruptly end the meeting. Why does this happen? One of the main reasons is that not everyone is speaking the same language.

5 Top Tips for Boosting Sales with Value Selling

As we reflect on the upcoming Thanksgiving holiday, we are grateful for the customers we are privileged to serve, the partners who help us grow and succeed, and the readers who follow and “value” our blog.

When DIY Solutions Threaten Your Sales Opportunity

We’ve all been there. Your buyers say they want to move forward with your solution, but the deal is stalled because of internal resistance and your sales opportunity is on the line.  

What Tools Do You Need to Enable Value Selling?

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.