Consent Preferences

ROI Selling Blog

  • All Posts
  • Assessment Tools
  • B2B Selling
  • Business Case
  • Demand Generation Solutions
  • Market Strategy
  • Marketing
  • Objection Handling
  • Product Management
  • ROI Tools
  • Sales Enablement Solutions
  • Sales Strategy
  • Success Stories
  • TCO Tools
  • Trade Shows
  • Value Calculators
  • Value Pricing
  • Value Proposition
  • Value Selling
Is a TCO Tool Worth the Risk?
Mar 29, 2019
4 mins

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.

How to Sell Complex Solutions to Multiple Buyers
Nov 16, 2018
2 mins

My guest appearance on The Sales Conversation Podcast explored How to Sell Complex Solutions to Multiple Buyers using value selling. I shared practical strategies and tactics to advance your value selling approach with host, Bruce Scheer, founder of Sales Conversation, and together, we took a meaningful look at how to improve sales performance with value selling.

5 Steps for Presenting Your Solution’s Value to the CFO
Sep 28, 2018
3 mins

PwC’s June 2024 Pulse Survey found that "58% of CFOs say they’re spending more time on tech investment and implementation." The same study also found that 44% of CFOs identified "increasing use of technology to reduce costs" as their most important funding action.

How to Attract Buyers’ Attention and Increase Sales
Sep 21, 2018
2 mins

One of the biggest challenges in sales is getting buyers’ attention. And even when you do get a phone call set up, too often buyers on the other end of the line are clearly multi-tasking and not paying full attention. The panacea is to provide buyers with meaningful insights. Follow the five steps below to create deeper buyer engagement, which will lead you from initial contact to sealing the deal on renewals and future sales.

How to Boost Sales Results with Business Value Conversations
Jul 20, 2018
4 mins

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 that value selling improves margins, close rates, and customer satisfaction better than any other sales strategy.

How to Create Urgency with Buyers and Close More Deals
Jul 13, 2018
3 mins

Presentation is everything, from food and fashion to thought leadership and value propositions. There’s a lot riding on how well your team articulates the customer’s problem and presents the value of your solution. When it’s done clearly, persuasively, and with a sense of urgency, buyers will take action quickly and decisively in your favor.

5 Ways to Complete the Sale by Demonstrating Strong ROI
Jun 22, 2018
3 mins

In B2B sales, complementary tools and dynamics work together to make or break a sale. So which of them ultimately closed the deal? Was it the glowing reference or great rapport with the sales rep? Chances are it was the vendor’s discovery-based sales process that yielded a targeted solution than delighted the buyer.

Why Value-Based Selling is Still So Successful
May 3, 2018
3 mins

One of our earliest blog posts titled Why Value Based Selling is So Successful is still one of our most popular posts. It opens by defining value-based selling as an approach “built on quantifying the impact the service makes on the customer’s financial performance,” based on a reference from Sequeira Consulting’s website.

How to Make Every Sales Rep a Challenger
Mar 8, 2018
4 mins

Every now and then, it's worth rereading the now-classic business book, “The Challenger Sale: Taking Control of the Customer Conversation." The authors make it clear that value selling can help every sales rep perform like a Challenger by adopting the attributes in the profile of this likely sales leader.

Value Pricing: What to Avoid at All Cost
Mar 8, 2018
4 mins

What’s your strategy for determining the optimal price for your B2B offering? If you check Wikipedia, the obvious source of all that’s true in the known universe, you’ll find 26 different pricing models or strategies. In this first of a series focused on value pricing, let’s take a closer look at how you can set prices that benefit both you and your customers.

SHOW MORE

End of Content.

Subscribe to the Value Selling Blog

DISPLAY POSTS BY
FEATURED POSTS

No Posts Found!

Join our LinkedIn Group

Edit Template