When selling to well-informed buyers, your sales team needs to skip the “features and functions” pitch and get straight to the point: the value your solution delivers relative to the…
Introducing value into the healthcare industry has significantly disrupted everything from patient care and payment models to product positioning that delivers more than clinical outcomes and the lowest cost. How…
I am always happy to provide value-selling training, but I hesitate when the organization hasn’t already invested in value selling tools or integrated value selling into its overall sales process.…
To effectively sell based on value, you need to first grasp the value your offering creates. That is where Grassroots Strategy comes in. Jeff Bennett and I recently published Grassroots…
This guest post from Andrew Quinn, VP at HubSpot, offers practical considerations for building a high-performing sales leadership team by promoting top sales reps. The key takeaway is to remember…
If you are like the vast majority of businesses, you strive to shorten your sales-cycle and accelerate closing the deal. On the other hand, some businesses are blessed with such…
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…
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…
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…
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…
