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?
I am always happy to provide value-selling training, but I hesitate when the organization hasn’t already invested in value selling tools or integrated value selling into its overall sales process. Why? Because in my experience, three critical components must be present to ensure a successful value-selling initiative: people, process, and technology.
My guest appearance on The Sales Conversation Podcast explored How to Lead in the Buyer Journey with Next Steps. I was joined by my business partner, Darrin Fleming, and the host, Bruce Scheer, founder of Sales Conversation. Together, we discussed how sellers can lead and support buyers through the buying process by having defined “next steps.”
Have you had a chance to read the new ebook written by Gerhard Gschwandtner, founder and CEO of Selling Power -- 5 Trends That Will Impact Your Sales Team in 2019? It does a great job of highlighting how B2B sales and marketing leaders can develop strategies that align with these trends.
My guest appearance on The Sales Conversation Podcast explored How to Sell Complex Solutions to Multiple Buyers using value selling. I shared practical strategies and tactics to advance your value selling approach with host, Bruce Scheer, founder of Sales Conversation, and together, we took a meaningful look at how to improve sales performance with value selling.