Category: Value Proposition

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This is Part I of a five-part series about the life-cycle of value in B2B selling and marketing. Part I is an introduction and a summary four phases of the value life-cycle. Whether you’re in sales or marketing, it is obviously in your best interest to understand what value you offer to customers. What most…

Discussion with a Sales Leader: The Transformation of the SunGard Sales Force

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in Objection Handling, Value Proposition

Last week I spoke with Ken Powell, who’s been leading a sales transformation at SunGard in his role as VP of Global Sales Enablement. (He was also a speaker this week at the Sales 2.0 Conference in Boston.)

How Does Quality Relate to Value?

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in Market Strategy, Value Proposition

I’ve worked with many clients to help them craft value propositions. One mistake they often make is to mistake quality for value.

Why Having an ROI Calculator Is Good for Sales

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in ROI Tools, Sales Enablement Solutions, Value Calculators, Value Proposition

I truly believe in the power of ROI tools and value calculators to help generate better, more qualified B2B marketing leads and enhance a B2B sales rep’s ability to close a deal. If I didn’t, I wouldn’t be in the business of selling them. Here are my responses to common objections to value selling tools:

The Value Lifecycle: Justifying the Cost of Your Offering

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This is Part V of a five-part series about the lifecycle of value in B2B selling and marketing. You’ve set your price, shown the customer the cost of his problem, and proven you’re a better option than your competitors. Congratulations, you’ve now made it to Phase 4 of the Value Lifecycle. This is the point…

Three Tips to Drive Urgency Among B2B Decision Makers

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in Objection Handling, Value Proposition

Sometimes the way you talk about a customer’s problem can make all the difference. In our experience, there are lots of ways to encourage prospects to think about their business problems with renewed urgency. The next time you want to light a fire under your prospect, try one of the following conversational approaches.

Why Value-Based Selling Is So Successful

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Value-based sales is a popular term used by many companies who claim that their organization provides customers with the best value. From tech support to delivery speed, from warranty policies to company reputability, there are many factors a company will claim that make them a “value-based seller.”

It Ain’t Over Until You Deliver and Measure Value

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A signed contract signals the start of the final step in the Value Lifecycle: Deliver and Measure Value. This step not only strengthens your relationship with your customer, but enhances your capacity to develop new offerings and improve existing ones. Here are the top three objectives in making it work.

How Sophisticated is Your Value Proposition?

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