Purpose-built value selling tools are designed to simplify sales enablement and build trust between your organization and its prospects and customers. The most valuable tools can provide strategic insights into how your customers do business, and help them understand the risk and cost of continuing “business as usual.” Value selling tools can also accelerate the sales process and help you close more business with greater confidence. So why don’t more organizations use them?
Data breaches are among the greatest threats to the value of an organization’s brand, especially when they expose customer and prospect data. This inevitably creates a negative public perception and damages an organization’s reputation. These increasingly common occurrences have affected industries from healthcare and public utilities to retail establishments, restaurants, and digital service providers.
Upselling and cross-selling are strategic sales processes that can increase revenue and market penetration. Once a prospect or customer is “sold” on your product, you have a unique opportunity to provide additional value with enhanced and complementary products, if you fully understand your B2B customers’ needs. Building a solid business case for these opportunities is just as critical as it was for the initial sale.
Managed services is today’s second most popular business model. Yet despite that popularity, it can still be challenging to market these services in ways that demonstrate the strategic value and benefits to drive business growth. This post addresses how managed services is perceived and valued by different IT buyers, and offers insights into overcoming objections and successfully changing limiting mindsets.
A compelling value proposition is critical to sales success. It can, without a doubt, make or “brake” a sale and is often the root cause when new products or solutions fail to reach their destination. Without a clear value map or an understanding of “what’s in it for them,” prospects have little reason to invest in your offering.
SalesLoft recently shared an infographic on the 7 Buyer Personality Types sellers deal with regularly. Combine that with the results from a recent CEB study, which found that “5.4 people are involved in today’s B2B purchase decisions” and odds are you’ll have to be flexible in your approach with each stakeholder. The good news is -- value selling can be adapted to fit each personality type, help you overcome objections and close the deal.
When leaving a trade show, most professionals are focused on one thing and one thing only: Beating a fast path home. But if you’re leaving the show minus the investment of time and money with little to “show” for it, then what was the point of leaving home to begin with?
If you’ve leveraged the value selling guidance we’ve provided thus far, you should arrive home with a virtual box full of qualified leads. Once you're back from the show, you may just want to put your feet up and relax a little. But you can't!
“You're off to Great Places! Today is your day! Your mountain [of qualified leads] is waiting, So...get on your way!” - Dr. Seuss
Today’s the day you get to meet all those wonderfully qualified attendees who made appointments to meet you at the big show and see the results of their assessment. You’re all set up and your team is ready to dazzle, as you await the first of your pre-qualified meetings.
It’s time to really put the value-selling approach to the test, and begin to show them the money. You’re ready to start helping each attendee begin building a business case that closely defines their business obstacles and begins to illustrate how your solution can tackle those problems.