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David Svigel

David Svigel
David helped launch ROI Selling with the vision of bringing other like-minded value practitioners together to deliver seamless value selling programs. He contributes to the firm’s strategic path and is active in all aspects of the business. His focus is on helping clients construct their value proposition, tool delivery, and client service. He has extensive B2B market planning, marketing, and sales enablement experience with Fortune 500 enterprises as well as startup companies. Through all these roles, he studied how a solution’s value was (and wasn’t) communicated to customers. David took the learnings from those successes and failures and helped create a set of value-based marketing and sales tools adapted to today’s technology. David earned a Bachelor of Arts in Economics from Cleveland State University. He serves on the planning committee for OHTec’s Sales & Marketing Group and volunteers his time across his community. David and his wife enjoy small town life and sharing the unique experiences and conversations that come with having a daughter in the first grade.
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Recent Posts

Why Sellers Should Return to the Fundamentals

In pre-pandemic days, sales and marketing efforts focused on enhancing the customer’s total experience (e.g., brand assurance, strategic growth, ESG, responsiveness, and future enablement). But COVID-19 has flipped this paradigm, at least in the short term, as buyers keep retreating to more basic considerations.

How to Overcome Increased Financial Scrutiny and Win More Deals

Business leaders face perplexing decisions brought on by the pandemic and its effects on the economy. Choices on where to invest resources are complicated. While select economies are reopening, states and countries face increasing daily case counts and a potential resurgence later this year.

B2B Strategies to Engage Buyers in this Challenging Business Environment

As COVID-19 spreads across the globe, millions of workers have been quarantined and are working from home in an effort to slow the rate of infection. And while employee safety is paramount, organizations are still responsible for marketing and generating revenue to keep their business healthy.

3 Simple Value Selling Tips to Increase Sales Growth

When selling to well-informed buyers, your sales team needs to skip the “features and functions” pitch and get straight to the point: the value your solution delivers relative to the problems it solves. Do they have the right tools and training? Do they understand what’s most important to buyers?

Build vs. Buy? How to Make Sure Your Value Selling Tools Work Now and in the Future

Most companies develop sales tools with today’s goals in mind. As you consider whether to build or buy these tools, think about what it would take to create tools that add ongoing value to your sales process and help you continue closing more deals, even as your future needs evolve.

Why Healthcare Companies Need a Strong Value Selling Program

Introducing value into the healthcare industry has significantly disrupted everything from patient care and payment models to product positioning that delivers more than clinical outcomes and the lowest cost. How can medical device and software companies successfully embrace this disruption?

Your Prospect Wants to Buy. Why You Should Hit the Brakes.

This guest post from Leslie Ye, Senior Executive Communications Strategist at HubSpot, contends that not every sale is a good sale. There are times when it’s best to hit the brakes before sealing the deal and assess whether this customer is right for your offering and able to implement it for maximum value.

The Most Useful Segmentation Method Every B2B Marketer Needs to Know

Highly effective B2B customer segmentation goes beyond buyer personas and firmographics. By using today’s intelligent value selling tools, successful marketers are realizing profound, actionable insights to more fully inform their segmentation initiatives.

How to Tell if a Sales Rep Will Make a Successful Sales Manager

This guest post from Andrew Quinn, VP at Hubspot, offers practical considerations for building a high-performing sales leadership team by promoting top sales reps. The key takeaway is to remember that not all rock star performers will be terrific sales leaders.

Use Value Selling to Get a Seat on the Same Side of the Table

Marketers and sellers need to know how much their offering is worth to customers. This knowledge helps acquire qualified leads and close more deals. Unsurprisingly, buyers want the same information and need to know how much your offering can lower costs and grow revenue.