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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.

10 Guiding Principles of a Successful Value Selling Tool
David Svigel
Mar 11, 2021
3 mins

10 Guiding Principles of a Successful Value Selling Tool

With value selling tools, sellers can develop a more persuasive business case with insights into customer problems. And buyers can justify investing in a solution whose value is expressed in dollars and cents. In our experience, successful value selling tools adhere to ten core principles.

Is a TCO Tool Worth the Risk?
Darrin Fleming
Mar 29, 2019
4 mins

Is a TCO Tool Worth the Risk?

During initial conversations, prospective customers often tell me they’re looking for a TCO (Total Cost of Ownership) calculator or tool. My typical response is to ask what they’re trying to accomplish so we can explore which tool (or tools) will best serve their needs. More often than not, a TCO tool can be helpful, but it may not the best solution.

Expand Your Business Case to Increase Success
David Svigel
Oct 19, 2017
3 mins

Expand Your Business Case to Increase Success

A solid business case is essential for conveying the value of your solution through its obvious and more subtle advantages. When properly prepared, a business case informs and challenges customers to consider new perspectives, and gives you an opportunity to seal the deal with speed and confidence.

How Inside Sales Teams Can Leverage Value Selling
Darrin Fleming
Jul 11, 2017
3 mins

How Inside Sales Teams Can Leverage Value Selling

What does it mean to be a successful salesperson, whether inside sales or otherwise? Certainly, the ability to persuade is as important as is the knowledge of the solution for sale. However, the most successful salespeople approach each sale as though it were a battle, in the most positive sense.

9 Winning Reasons to Use a TCO Tool
David Svigel
Dec 20, 2016
3 mins

9 Winning Reasons to Use a TCO Tool

Just when you think you have clinched the sale, the buyer springs a competitor on you, or someone inside the buyer’s company is suddenly suggesting an alternative method.

ROI vs. TCO: What’s Best for Your Business?
Darrin Fleming
Jul 12, 2016
2 mins

ROI vs. TCO: What’s Best for Your Business?

Total Cost of Ownership (TCO) and Return On Investment (ROI) seem to be similar methods of proving cost effectiveness, but they perform best in totally different situations. In fact, if you use a TCO tool at the wrong time in the sales process, you are taking a couple of big risks. Let's take a closer look at ROI vs. TCO and which tool is better for your business.

Do You Need a TCO Tool or a Value Calculator?
David Svigel
Jul 5, 2016
3 mins

Do You Need a TCO Tool or a Value Calculator?

Value and total cost of ownership comparisons are important to any B2B sales process. Between them, they attract and justify the selection of your product while building a business case for prospective customers to use when presenting your offering to buying committees and financial approvers. However, they operate in different ways and at different points in the sales cycle. Each tool has a different goal and addresses different pain points, and each is used by a different primary user to different benefit.

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