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…
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…
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…
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…
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…
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…
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…
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…
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…
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…
