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Why Do We Make Irrational Economic Decisions in Life and in Business?

In B2B buying decisions and consumer purchases, humans do not always make optimal or even rational economic decisions, as predicted by Rational Choice Theory. If this is true, why do we continue to preach value-based selling? The fascinating and evolving study of Behavioral Economics may hold the answers.

4 Ways to Avoid Complexity in Your Value Selling Tools

Why would a company abandon its existing value selling tools after investing in their development? The answer is often simple: the tools are too complex and the sales team won’t use them. To better understand how to deploy more effective value selling tools, it is first important to understand how and why they are too complex.

How to Persuade More Buyers with a Better, More Focused Business Case

An effective business case conveys your solution’s value and impact as they relate to the specific needs of your buyer. Although different levels of approval are often needed, a business case should be tailored to include the messaging and metrics most important to the decision maker.

See How Value Selling Can Help Overcome the Growing Buyer-Seller Gap

A key stop for many on the buyer’s journey is understanding the value of an offering. Does your marketing or sales organization know which buyers would benefit from knowing your solution’s value? If they do know, how well do they communicate your value proposition to those buyers?

10 Guiding Principles of a Successful Value Selling Tool

With value selling tools, sellers can develop a more persuasive business case with insights into customer problems. And buyers can justify investing in a solution whose value is expressed in dollars and cents. In our experience, successful value selling tools adhere to ten core principles.

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.

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?

3 Simple Truths to Energize XaaS Solution Sales

I recently wrote a blog post for Amphora Consulting titled, “XaaS: Should You Jump on the XaaS Bandwagon?” In it, I contend that the following seven conditions must be true before deciding that switching to a subscription-based model is the best answer for your business.

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.

3 Simple Value Selling Tips to Increase Sales Growth

When selling to well-informed buyers, your sales team needs to skip the “features and functions” pitch and get straight to the point: the value your solution delivers relative to the problems it solves. Do they have the right tools and training? Do they understand what’s most important to buyers?