Successful B2B enterprise technology sales can be achieved by leveraging a value selling approach. This requires flipping from an inward product focus to an outward focus on your customers and their markets. Begin the transition with these steps to ensure value selling reaches its full potential.
Value pricing is a customer-centric strategy that sets prices based on the estimated economic value of a product or service rather than purely on market benchmarks or internal costs. When executed correctly, this powerful approach can increase profits and customer satisfaction. The challenge is aligning price with value delivered.
After weeks of meetings, sales pitches, and product demonstrations, how often has a customer responded with a hesitant “maybe?” You can change the game with a well-crafted business case that transforms a one-sided product showcase into a compelling story of value, efficiency, and strategic foresight.
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.
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.
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.
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.
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.
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.
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.
