Value-based sales is a popular term used by many companies who claim that their organization provides customers with the best value. From tech support to delivery speed, from warranty policies to company reputability, there are many factors a company will claim that make them a “value-based seller.”
I truly believe in the power of ROI tools and value calculators to help generate better, more qualified B2B marketing leads and enhance a B2B sales rep’s ability to close a deal. If I didn't, I wouldn't be in the business of selling them. Here are my responses to common objections to value selling tools:
This is Part V of a five-part series about the lifecycle of value in B2B selling and marketing. You’ve set your price, shown the customer the cost of his problem, and proven you’re a better option than your competitors. Congratulations, you’ve now made it to Phase 4 of the Value Lifecycle. This is the point at which you perform a rock solid analysis that convinces your prospect to invest in your offering. If done right, Phase 4 the Value Lifecycle is a lot of fun, because success at this stage means you’ve closed the deal.
This is Part I of a five-part series about the life-cycle of value in B2B selling and marketing. Part I is an introduction and a summary four phases of the value life-cycle. Whether you’re in sales or marketing, it is obviously in your best interest to understand what value you offer to customers. What most sellers and marketers don’t realize is that value has different meanings depending on where you are in the marketing/sales cycle. The “value life-cycle” has four distinct phases (listed below) – as you’ll see, different phases require input from different roles in the company.
Last week I spoke with Ken Powell, who’s been leading a sales transformation at SunGard in his role as VP of Global Sales Enablement. (He was also a speaker this week at the Sales 2.0 Conference in Boston.)
I've worked with many clients to help them craft value propositions. One mistake they often make is to mistake quality for value.
