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Value Selling Can Help You Triumph in the Worst of Times

When the going gets tough, the tough get going... working harder and focused on meeting their challenges. The tough ones in our business are those who can convince cautious customers to buy in an exceptionally challenging economic environment.

How a Dynamic Value Proposition Leads to New Growth Opportunities

Value propositions need to be constantly refreshed as customer, competitor, and market dynamics change, which is all the time. Successful, energetic companies embrace this renewal and use it to sustain ongoing profitable growth. Let’s examine more closely why and how to adopt this approach.

Success in B2B Sales: Help Your Customers Make More Money

Has your organization built its marketing and sales programs around selling your product? Well, here’s a news flash. B2B customers don’t buy features and functions; they buy solutions to their problems. So not only should you be selling your solution, you should also be “selling money.”

3 Keys to Effectively Highlight Your Solution’s Value

What’s your sales strategy for 2021? The global pandemic has wreaked havoc in every business sector and will likely dominate the economy going into next year. And the upcoming presidential election is sure to add more uncertainty. What better time to build a 2021 sales strategy that focuses on delivering business value?

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.

Why Sales Should Focus on Selling “Painfully Obvious Value”

In the economic downturn of 2008, Philip Lay, Todd Hewlin, and Geoffrey Moore wrote a thought leadership piece for Harvard Business Review (HBR) entitled, “In a Downturn, Provoke Your Customers.” I give them credit for setting off a chain reaction that we now know as “Selling Insight.”

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.

5 Steps for Adding Value to the Buying Process

Buyers go through a natural process when deciding to invest in a technology solution. The most successful sales approaches guide customers through that process quickly, confidently, and collaboratively.

3 Ways Value Selling Aligns with The Challenger Sale

The most successful sales reps focus on understanding the customer's business, especially when it comes to solution selling.

These sales reps engage in what some have now dubbed “The Challenger Sale.”

But what exactly is it and how does it align with value selling?

Let’s take a closer look.