Labor savings is the value dimension most often challenged by prospects when building a business case. Why is it so tough to get customer buy-in for your labor-saving estimates? While…
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…
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…
PwC’s June 2024 Pulse Survey found that "58% of CFOs say they’re spending more time on tech investment and implementation." The same study also found that 44% of CFOs identified…
Presentation is everything, from food and fashion to thought leadership and value propositions. There’s a lot riding on how well your team articulates the customer’s problem and presents the value…
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…
Do you use a business case as part of your sales process? If not, you should seriously consider it, because any solution-based or consultative-based sale will benefit from providing buyers…
