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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 sixth grade.
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Recent Posts

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.

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.

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.

Why Multi-Channel Value Calculators Boost Marketing and Sales ROI

Engaging with buyers has become increasingly difficult as demand for their time and attention is at an all-time high. On top of that, marketing channels are falling in and out of favor at unprecedented pace. All this makes creating single-purpose marketing and sales content a big and costly gamble.

Comparing ROI and TCO: Which is Better to Win More Deals?

Building value selling content into your solution messaging and sales process requires a deep understanding of the difference between ROI and TCO analyses and the right use case for each. If used inappropriately, or not at all, you can lose credibility with customers and hurt your chances of closing deals.

How Value Selling Can Help You Overcome Your Customers' Status Quo Bias

Encouraging prospects to change their behavior is one of the greatest challenges facing marketers and sellers. Behavioral economists call this phenomenon “status quo bias.” How can sellers overcome this inherent yet irrational desire to keep something the same, even if it’s less than optimal?

3 Ways to Better Communicate Your Solution’s Value to Buyers

The biggest gap between sellers and buyers is a shared understanding of a solution’s value. This gap leads to long sales cycles or worse, deals that just fade away. Overcoming this chasm can be accomplished using value selling tools, which function as a Rosetta Stone to unlock insights for both sides.

Fine Tune Your Value Selling Tools to Boost Adoption and Sales

Wonder why your buyers and sales teams aren’t using your value selling tools? Chances are they’re built around a product-centric value proposition and creating unwanted complexity, despite your best intentions. Here are two strategies for fine tuning your value selling tools and increasing adoption.

Sell Successfully to the CFO Using These 5 Easy Steps

Sellers have been told for years to “sell higher in the organization.” This is especially true for complex sales, which require the approval of the CFO or another senior-level financial leader. Unfortunately, financial approval remains elusive, partly because sellers are often unprepared.

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