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The Philosophy of Value Selling
Darrin Fleming
Jan 4, 2018
4 mins

The Philosophy of Value Selling

What can Aristotle teach us about value selling? Aristotle? Value selling? The link between one of the greatest thinkers of the Western world and value-based sales processes is stronger than you would think!

Expand Your Business Case to Increase Success
David Svigel
Oct 19, 2017
3 mins

Expand Your Business Case to Increase Success

A solid business case is essential for conveying the value of your solution through its obvious and more subtle advantages. When properly prepared, a business case informs and challenges customers to consider new perspectives, and gives you an opportunity to seal the deal with speed and confidence.

3 Avenues to a Persuasive Value Proposition
Darrin Fleming
Aug 24, 2017
4 mins

3 Avenues to a Persuasive Value Proposition

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 fail to reach their destination. Without a clear value map or an understanding of “what’s in it for them,” prospects have little reason to invest in your offering.

Ways Value Selling Aligns with The Challenger Sale
Darrin Fleming
May 24, 2016
2 mins

Ways Value Selling Aligns with The Challenger Sale

The most successful sales reps focus on understanding the customer's business, especially when it comes to solution selling. These sales reps engage in what some have now dubbed “The Challenger Sale.” But what exactly is it and how does it align with value selling? Let’s take a closer look.

How to Use Value Selling to Become a Trusted Business Partner
David Svigel
Apr 26, 2016
3 mins

How to Use Value Selling to Become a Trusted Business Partner

Traditional marketing wisdom tells us that building customer relationships begins with the sales process. Every product, company and industry has its own unique journey, and it’s our job as B2B solution providers to establish trust, credibility and value every step of the way.

3 Strategies for Improving SaaS Customer Retention Rates
Darrin Fleming
Apr 5, 2016
4 mins

3 Strategies for Improving SaaS Customer Retention Rates

As customer acquisition costs continue to rise, many forward-looking SaaS providers are focusing on customer retention to reduce their churn rates. In a SaaS environment, the initial purchase is just the beginning of your relationship with a new customer. You must keep earning customer loyalty to ensure high renewal rates and avoid the financial and reputational damage of churn.

Darrin Fleming
Jan 26, 2016
3 mins

4 Steps to Improve Your Value Proposition

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 constantly vie for business decision makers’ attention and the opportunity to sell their product or solution.

The Hidden Advantage of Selling with a Business Case
Guest Author
Oct 13, 2015
3 mins

The Hidden Advantage of Selling with a Business Case

As a former salesperson and sales manager, I know how much effort it takes to close a complex sale. Although it took extra work and time to create a business case to prove the ROI of investing in my solution (an ERP system), I always felt the process was well worth it.

David Svigel
Jun 10, 2015
3 mins

When to Use a TCO Tool Versus an ROI Tool

Quite often sales and marketing professionals seek a TCO analysis to help grow sales when an ROI calculation would actually be a better choice. Many people assume they need a TCO analysis to close deals, when an ROI analysis would actually be far more beneficial. I know this because I get frequent requests to create TCO tools, and my first question is “What problem are you trying to solve?”

4 Ways to Avoid Sticker Shock in Your Sales Process
Guest Author
Jun 2, 2015
2 mins

4 Ways to Avoid Sticker Shock in Your Sales Process

It’s happened to the best of us. You tell a prospect how much your product or service costs and silence ensues on the other end of the line. This is known as “sticker shock.” If you’ve done your job as a salesperson though, your customer should never experience this.

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