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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.

3 Ways to Better Communicate Your Solution’s Value to Buyers
David Svigel
Sep 28, 2022
2 mins

3 Ways to Better Communicate Your Solution’s Value to Buyers

The biggest gap between sellers and buyers is a shared understanding of a solution’s value. This gap leads to long sales cycles or worse, deals that just fade away. Overcoming this chasm can be accomplished using value selling tools, which function as a Rosetta Stone to unlock insights for both sides.

Do Your Value Selling Tools Speak Your Customer’s Language?
Darrin Fleming
Sep 8, 2022
2 mins

Do Your Value Selling Tools Speak Your Customer’s Language?

I recently met with the marketing manager at a new ROI Selling client. While reviewing a draft of their new value selling tool, the manager commented, “Customers don’t think about it that way and they would never say that. That’s our internal language about our product.” Oops. How did that happen?

Fine Tune Your Value Selling Tools to Boost Adoption and Sales
David Svigel
Jul 14, 2022
3 mins

Fine Tune Your Value Selling Tools to Boost Adoption and Sales

Wonder why your buyers and sales teams aren’t using your value selling tools? Chances are they’re built around a product-centric value proposition and creating unwanted complexity, despite your best intentions. Here are two strategies for fine tuning your value selling tools and increasing adoption.

4 Ways to Avoid Complexity in Your Value Selling Tools
Darrin Fleming
Dec 16, 2021
4 mins

4 Ways to Avoid Complexity in Your Value Selling Tools

Why would a company abandon its existing value selling tools after investing in their development? The answer is often simple: the tools are too complex and the sales team won’t use them. To better understand how to deploy more effective value selling tools, it is first important to understand how and why they are too complex.

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