Unlocking the Power of Value Selling
Unlocking the Power of Value Selling An Introduction to ValueVisualizer® In today’s competitive marketplace, the ability to clearly articulate the unique value of your products or services is more crucial than ever. It’s no longer enough to simply list features or compete on price; sales teams must demonstrate concrete value to prospects in terms they understand and appreciate. […]
How ROI gives complex B2B Sales the upper hand
What factors have changed a B2B buyer’s behavior when it comes to a complex B2B sales process? Doing business today In the face of dramatic changes in recent B2B buying behavior, vendors must respond to their buyers shifting to digital commerce. Sales has now forever been changed by the digitalization of society and the COVID-19 […]
What is value selling?
Transforming to a value selling B2B sales culture resolves potential conflict with your customers. It’s more effective, and sustainable in the long term to deliver a sales message around value. The goal of value selling is to present reasoning to show that the value of the transaction more than justifies the price. Seen through the […]
Stay relevant in today’s dynamic digital marketplace.
In the face of rapid and dramatic changes in B2B buying behavior, organizations must reinvent how they sell to restore and reinforce their value to buyers. Today, it’s much more difficult for the B2B sector to get the attention of their target audience, which translates into weaker revenue streams and a higher cost of sales […]
ROI is the Sales person’s secret weapon
What has changed with B2B buyer behavior that now makes ROI (Return On Investment) a key part of the buying journey? Why is ROI important, what does it show? The term ROI or Return on Investment is a buzz phrase in certain business circles. ROI though has a connotation that you are putting something in […]
How can you address a complex sales process?
You have a product or service which does a fantastic job, creates a lot of value but when you pick up the phone to introduce yourself and your company, nobody seems to understand what you do or why you are calling. 84% of B2B buyers are now starting the purchasing process with a referral, and […]
The clock is ticking on shifting to digital sales tactics.
In the face of rapid and dramatic changes in recent B2B buying behavior, organizations must reinvent how they sell to restore and reinforce their value to buyers. Sales has forever been changed by technology, the digitalization of society and the COVID-19 pandemic that has many employees now working remotely. To compete in today’s marketplace, organizations […]
Shifting your B2B sales strategy to work with a remote audience.
It’s no surprise that COVID-19 has drastically changed the landscape for B2B sales, just how many of these changes will remain for the foreseeable future is yet to be seen. But, if there is one change that will remain after the recovery and have a major impact on the sales process, it’s remote working. With […]