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The Productivity Promise: How to Build a Convincing B2B Business Case

The promise of improved employee productivity when selling B2B technology solutions is often met with customer skepticism. The value of potential labor savings is obvious, whereas productivity improvements are more nuanced. In reality, they work together to build a persuasive business case that secures buy-in.

Drive Growth Using Customer Value to Shape Your Product Roadmap

I was very intrigued when our client declared they would also be using their value selling tool to evaluate and prioritize their product development roadmap. Although we specifically designed the tool for marketing and sales, the more I thought about it, the more this strategy made sense.

The Top 5 Reasons to Budget for Value Selling Tools

Staying relevant is a constant challenge in B2B marketing and sales. Successful leaders continuously explore innovative approaches that can significantly and positively impact lead acquisition in marketing and customer acquisition in sales. One such approach is to leverage value selling tools.

Success Story: Value Calculator Boosts B2B Sales with Solid Business Case

Successful organizations use value selling tools to show the financial impact of their product or service. At Vitori Health, a value calculator estimates potential employer savings and helps build a solid business case that emphasizes the economic advantages of their modern employee health plan.

Maximizing B2B Sales Success: How to Choose Between ROI and TCO Tools

Knowing the right time and context to use value selling tools is crucial for B2B sales success. Two popular tools are Return on Investment (ROI) and Total Cost of Ownership (TCO). While both can prove cost effectiveness, they have different purposes and are most effective in specific sales situations.

How to Improve Your B2B Success with a Strong ROI Business Case

The stakes are high in today’s hyper-competitive sales environment. Having a compelling offering remains fundamental, as does the need for a well-structured business case that quantifies ROI. Here’s what your sales team should know about business cases before they submit their next proposal.

Capture Buyer Interest with a Clear and Compelling Value Proposition

A well-crafted value proposition has the power to catapult your business towards sustainable growth and better market performance. However, it can be a challenge to develop a unique value proposition that captures your prospects’ interest without using industry jargon and meaningless buzzwords.

The Power of Logos in Value Selling: How to Win Over the CFO

I am a big believer that value selling is a key element of successful B2B sales. It is based on the belief that customers are more interested in the business value of your offering than its features or attributes. And it requires a persuasive economic argument for the value of your product or service.

How to Win Over Discerning B2B Buyers with a Strong Business Case

Business-to-business (B2B) selling is complex, especially when justifying the price of a solution. Today’s buyers are increasingly discerning and value-driven, so B2B sellers must thoroughly understand their buyers' needs and their solution’s value. A value selling methodology and ROI tools can help.

Using Best Practices to Enhance Your B2B Sales Business Case

Developing a solid business case is a critical step in the B2B sales process. It involves creating a clear and comprehensive argument that presents the financial benefits of a solution so that a customer can make an informed purchasing decision.

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