One of the greatest advantages in selling is the ability to understand how CFOs (a typical approver) think. That’s particularly true if you’re selling a technology solution. Why? Tech sales…
In today’s economy, having a compelling business value proposition and being able to deliver against that promise is not a "nice to have," it’s the price of admission. Companies today…
How well can you describe your offering's value to different market segments? This is critical to any successful business strategy. Unfortunately, many B2B sales and marketing professionals communicate value in broad, generic terms,…
When building relationships with buyers, it’s important to choose your words carefully. We’re not just referring to small talk or the language of negotiation. We’re talking about the specific words…
Great value propositions are essential if you want to prospect effectively and win more customers. Despite this, we’ve found that these propositions can be tricky for both marketers and sellers…
If you want to increase your average deal size, the best thing you can do is learn to sell based on value. That’s because a value-based selling approach helps you…
What separates good companies from great ones? Truly exceptional companies understand that customer value is the sum total of everything they do, not just the product they sell.
Does your value proposition articulate how your offering solves a customer’s business challenges or is it a jumble of features/benefits? The sophistication of a value proposition ranges from being stuck…
A signed contract signals the start of the final step in the Value Lifecycle: Deliver and Measure Value. This step not only strengthens your relationship with your customer, but enhances…
Sometimes the way you talk about a customer’s problem can make all the difference. In our experience, there are lots of ways to encourage prospects to think about their business…
