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Success Story: Value Calculator Boosts B2B Sales with Solid Business Case

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.

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.

How to Improve Your B2B Success with a Strong ROI Business Case

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.

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.

The Power of Logos in Value Selling: How to Win Over the CFO

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.

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.

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?

How to Sell Successfully in a Shrinking and Volatile Economy

Economic indicators are sending mixed signals about the health of today’s economy. Inflation is on the rise and whether we’re in (or will be in) a recession is up for debate. Through it all, B2B sales don’t have to slow down if you understand how an uncertain economy influences buyer behavior.

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