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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 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?

Why Healthcare Companies Need a Strong Value Selling Program

Introducing value into the healthcare industry has significantly disrupted everything from patient care and payment models to product positioning that delivers more than clinical outcomes and the lowest cost. How can medical device and software companies successfully embrace this disruption?

3 Fundamentals to Build a Successful Value Selling Program

I am always happy to provide value-selling training, but I hesitate when the organization hasn’t already invested in value selling tools or integrated value selling into its overall sales process. Why? Because in my experience, three critical components must be present to ensure a successful value-selling initiative: people, process, and technology.

How Grassroots Strategy will Boost Profitable Growth

To effectively sell based on value, you need to first grasp the value your offering creates. That is where Grassroots Strategy comes in. Jeff Bennett and I recently published Grassroots Strategy: Cultivating B2B Growth from the Ground Up to share what we’ve learned about building marketing strategies around customer needs and proper pricing strategies.

How to Tell if a Sales Rep Will Make a Successful Sales Manager

This guest post from Andrew Quinn, VP at HubSpot, offers practical considerations for building a high-performing sales leadership team by promoting top sales reps. The key takeaway is to remember that not all rock star performers will be terrific sales leaders.

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