One of the biggest challenges in sales is getting buyers’ attention. And even when you do get a phone call set up, too often buyers on the other end of…
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…
After working with thousands of sellers around the globe for 20+ years, I've discovered that few sales reps conduct business value conversations with their buyers. This is despite the reality…
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…
In B2B sales, complementary tools and dynamics work together to make or break a sale. So which of them ultimately closed the deal? Was it the glowing reference or great…
Previous posts in our series on value pricing have examined its risks, rewards, and mechanics, all with the goal of maximizing earnings for your company. Let’s expand on this foundation…
One of our earliest blog posts titled Why Value Based Selling is So Successful is still one of our most popular posts. It opens by defining value-based selling as an…
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…
Every now and then, it's worth rereading the now-classic business book, “The Challenger Sale: Taking Control of the Customer Conversation." The authors make it clear that value selling can help…
