When meeting with C-level executives or a VP of Sales or Operations, I am often asked how and when to introduce selling value to their sales team. They all believe…
Two years ago, I heard a “value nugget” that has influenced how I help organizations define their value proposition and distill it down to three words or less. It came…
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…
A compelling value proposition is critical to sales success. It can, without a doubt, make or “brake” a sale and is often the root cause when new products or solutions…
This has been said many times in the past, but it’s always worth repeating: Buyers will go through the first half or more of their journey without you. According to…
Most of your prospects will focus on price once they think they have found a product or service that will meet their needs. It’s normal to want to know how…
While it may seem like customers only focus on price, many of them actually place a higher importance on other attributes. By skillfully framing the conversation using your knowledge of…
The most effective way to motivate buyers is to quantify a solution’s value. While marketing and sales organizations often produce rich content that supports various aspects of the buyer’s journey,…
Has your sales cycle grown longer and more complex? Are you challenged by new buying behaviors that exclude you in the early stages of discovery? Chances are you’re also faced…
Everyone loves a good story – from fables and folktales to case studies and compelling copy in marketing campaigns. A well-crafted story clearly illustrates how your solution adds value to…
