As COVID-19 spreads across the globe, millions of workers have been quarantined and are working from home in an effort to slow the rate of infection. And while employee safety…
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…
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.…
If you are like the vast majority of businesses, you strive to shorten your sales-cycle and accelerate closing the deal. On the other hand, some businesses are blessed with such…
My guest appearance on The Sales Conversation Podcast explored How to Sell Complex Solutions to Multiple Buyers using value selling. I shared practical strategies and tactics to advance your value…
The best way to increase your average selling price (and earn more commission) is to use a value selling methodology. Value selling is a proven approach to avoid or minimize…
Our series on value pricing continues with a detailed look at how to set prices that benefit both you and your customers. Now that you understand the risks of other…
I had the pleasure of speaking with Mike Serulneck, an accomplished (and now happily retired) value engineer, who shared his experience using value selling methodologies to sell technology solutions, as…
What can Aristotle teach us about value selling? Aristotle? Value selling? The link between one of the greatest thinkers of the Western world and value-based sales processes is stronger than…
