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The Power of Logos in Value Selling: How to Win Over the CFO
Darrin Fleming
Jun 7, 2023
4 mins

The Power of Logos in Value Selling: How to Win Over the CFO

I am a big believer that value selling is a key element of successful B2B sales. It is based on the belief that customers are more interested in the business value of your offering than its features or attributes. And it requires a persuasive economic argument for the value of your product or service.

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.

Why Multi-Channel Value Calculators Boost Marketing and Sales ROI
David Svigel
Feb 8, 2023
2 mins

Why Multi-Channel Value Calculators Boost Marketing and Sales ROI

Engaging with buyers has become increasingly difficult as demand for their time and attention is at an all-time high. On top of that, marketing channels are falling in and out of favor at unprecedented pace. All this makes creating single-purpose marketing and sales content a big and costly gamble.

Learn How Value Selling Tools Can Improve Trade Show ROI
Darrin Fleming
Jan 25, 2023
3 mins

Learn How Value Selling Tools Can Improve Trade Show ROI

Unlike digital marketing, live industry events allow sales teams to engage one-on-one with multiple prospects over a focused period of time. Value selling tools are a compelling way to attract enough qualified visitors to your booth to justify your investment. Try these tips at your next show.

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.

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