Illustrate Business Value to Make the Short List

Potential customers are more self-reliant and in control of the selling process -- thanks to the digitization of the buyer’s journey. With widespread access to vendor websites, industry publications, research analyst reports and online forums, buyers have increasingly less need to communicate with vendors at the beginning of their journey.

Proven Tools to Improve Lead Conversion and Quality

Why is it so difficult to accurately identify the average B2B lead conversion rate? One significant reason is that what constitutes a “lead” is subjective and variable. For example, is a lead the contact details from someone who downloaded a white paper? Or is it those contact details plus criteria like company size or job title that provide access to a higher value asset?

5 Ways to Complete the Sale by Demonstrating Strong ROI

When it comes to closing new business, there are various tools and dynamics that can make or break a sale. They are all complementary, so it’s not always possible to know which of them ultimately closed the deal.

Philosophy of  Value Selling

What Can Aristotle Teach Us About Value Selling?

Value selling? Aristotle? The link between one of the greatest thinkers of the Western world and value-based sales processes is stronger than you would think!

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.

Inbound Marketing: 3 Steps to Building Value, Credibility, and Sales

Today’s buyers drive the sales process by contacting select vendors only after they conduct their own research. Vendors who want to be in the running must increase both visibility and credibility early on. Many vendors use inbound marketing to proactively raise brand awareness and capture buyers’ attention. Those most successful, incorporate value selling principles into targeted marketing campaigns that are supported by accurate and compelling data.

How Inside Sales Teams Can Leverage Value Selling

What does it mean to be a successful salesperson, whether inside sales or otherwise?

Certainly, the ability to persuade is as important as is the knowledge of the solution for sale. However, the most successful salespeople approach each sale as though it were a battle; not in the negative sense, but in the strategic and tactical sense, from gathering intelligence and building a pathway, to partnership between your company and the customer’s business.

According to a recent study, nearly 50% of sales leaders are shifting from the field to inside sales. This shift, along with shorter sales cycles and easier access to competitor information, makes it more important than ever to ensure your inside sales team is well equipped to hold its ground against the competition with a value message, a value selling approach, and the tools (and reports) to back it up.

How to Streamline Software Sales with ROI Selling Tools

Selling software solutions isn’t as easy as it once was. Between the economic uncertainty and the increasing sophistication of buyers, you’ll need to work harder to convince companies that your solution is the right one for them. 

Another change in the sales arena is new buying habits, often referred to in marketing speak as the “buyer’s journey”. Most if not all buyers perform advance research online, and only begin to speak with a sales representative towards the end of the sales cycle when they are nearly ready to make a decision. 

This means that when the time comes, not only must you be able to justify your price, but you also need to be able to show value. You can no longer expect to slide in to win a sale merely with the strength of a flashy presentation and a ready-made proposal. 

13 Things to Consider When Investing in Sales Tools

Let’s just say it: You can’t survive in this hyper-competitive selling environment without the right tools to generate and qualify leads, gather customer data, and prove your product’s value.

But where should those sales tools come from? Should you build your own or invest in a third-party solution?

Let’s compare building a homebrew tool and investing in tools from a vendor who exclusively focuses on Value Selling.

How to Make Value Selling Work for a New Product or Category

If your company recently launched a new product or service, or is competing in a new category, you may be wondering how to convince prospects to consider your solution.

You haven’t had the opportunity to build up much evidence yet; you lack testimonials, and don’t have the data to show potential buyers how your solution can save money, build revenue, or help solve a problem.

The underlying challenge is that buyers don’t know how or why to buy your solution. Since it’s new, it’s different. Buyers are unsure where to start, especially if the value your solution delivers falls outside of traditional metrics and thinking