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How to Win Over Discerning B2B Buyers with a Strong Business Case
David Svigel
Mar 29, 2023
3 mins

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.

The Important Distinctions Between Value Pricing and Value Selling
Darrin Fleming
Feb 21, 2023
4 mins

The Important Distinctions Between Value Pricing and Value Selling

I recently reflected on what might cause sellers to reassess their value pricing and value selling strategies in a changing economy. While both are rooted in value, value pricing and value selling use different tools with different purposes and reference sets. Let’s take a moment to review the basics.

Comparing ROI and TCO: Which is Better to Win More Deals?
David Svigel
Dec 8, 2022
3 mins

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 to Sell Successfully in a Shrinking and Volatile Economy
Darrin Fleming
Nov 3, 2022
4 mins

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.

Do Your Value Selling Tools Speak Your Customer’s Language?
Darrin Fleming
Sep 8, 2022
2 mins

Do Your Value Selling Tools Speak Your Customer’s Language?

I recently met with the marketing manager at a new ROI Selling client. While reviewing a draft of their new value selling tool, the manager commented, “Customers don’t think about it that way and they would never say that. That’s our internal language about our product.” Oops. How did that happen?

How to Engage Buyers and Sell More with Personalized Information
David Svigel
Jan 27, 2022
2 mins

How to Engage Buyers and Sell More with Personalized Information

The buyer's journey has evolved from a linear, predictable process to a complex expedition with twists, turns, and multiple decision points. Unfettered access to information puts the buyer in charge but something important is missing: a clear perspective of a product's value to the business.

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