Speaking the Customer’s language and articulating value with impact
Speaking the customers language can transform scattered thoughts into a consistent, credible narrative that feels bespoke to every customer interaction
Storytelling: The Secret Weapon of Value Selling
Storytelling may well be the secret weapon of value selling Data persuades logic, but stories persuade people. That’s why storytelling
How to Deliver Value Throughout the Sales Cycle.
Delivering value throughout the sales cycle ensures sellers can continuously reinforce outcomes in a way that feels timely, relevant, and
The Benefits of Value Selling: From Win Rates to Advocacy.
True Value Selling leads to greater buyer confidence, shorter cycles, and relationships that are built on measurable outcomes, not just
The Six Types of Value Every Buyer Cares About.
Enterprise software deals are rarely decided by a single person. Enterprise software deals are rarely decided by a single person.
What Do We Mean by “Value” in Software Sales?
Value selling is about making the buyer the hero of the story. It’s about showing them not only what the
Why Features Don’t Sell: The Pitfalls of Traditional Software Selling.
Encouraging your child to eat vegetables can be quite challenging. Think about trying to get a child to eat their
How To Begin Territory Planning & When Do You Need Value Management?
Intended audience: Sales Leaders or Account Executives who are new to an organization or changing their territory alignment within the
Step 1 of 10 to Getting Started with Value Management: Stakeholder Alignment
Intended audience: Value leaders establishing Value Management fundamentals in an organization or refining existing ones Drinking your own champagne, as