Tag Archives: selling economic value

Best Small Business Blogs – 2015

If you missed the Best Small Business Blogs of 2015 (as culled by FitSmallBusiness.com) – take a look. You’ll find the Sales Training Connection … along with our 2015 featured post: Sales Reps – How to Bring Value by Saying “No”. Continue reading

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Sales success – reducing risk is as important as selling value

Major account sales occur in a dynamic business environment with multiple players, long buying processes, and complex solutions.  In this market everybody gets it.  You can’t win by just pitching products; you have to sell value. Selling value is about … Continue reading

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Selling value – no longer new news!

To excel in major account selling, getting really good at selling value is a must do. But being really good requires more than asking a few questions and uncovering a few problems – you have to be great at doing things the competition hasn’t even thought about doing. Continue reading

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Selling value – great is the new black – An STC Classic

Salespeople must, in a compelling way, make the connection between their solution and the outcomes that are important to the customer. ou can’t win by just pitching products; you have to sell value. To differentiate from competitors, you need to know second-level product knowledge and an in-depth awareness and understanding of the customer’s challenges and issues – the focus of this blog post. Continue reading

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Selling value – the bar has been raised

Company knowledge and product expertise have been and are critical components of any sales rep’s success. Today, however, customers expect sales people to know more about each of those plus be knowledgeable about the customer’s industry, their competition, and how they can bring greater value. They expect the sales people to understand how their products can help deliver a better solution.
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Posted in Marketing-Sales Alignment, Marketing-Sales Chasm, Sales Best Practices, Selling Economic Value, Selling Value | Tagged , , , , , ,

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Selling value: easy to say – hard to do

Selling value is as important as everyone says it is. Unfortunately it is also more difficult than a lot of people think it is. If you a senior sales leader it is probably a good idea to spend a couple of days in the field to get a personal assessment of the degree to which your sales team is selling the value of your solutions. Our bet is you will find there is some work to be done. Continue reading

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Selling value – an innovative framing

The better we know and understand what customers want to become, the better we can invest and develop the innovations necessary to get them there. What if sales people asked themselves the question: Who do our customers want to become? What would be the implications for selling value? Continue reading

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Understanding the impact of pricing on profit

It is worthwhile to have an accurate assessment of the impact of price increases and price concessions on profit. Continue reading

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Quantifying your value proposition: making the business case – A STC Classic

Qualifying value proposition – 3 steps for sales people to do an effective job creating an communicating a clear, compelling picture of how a solution can drive a customer’s business results Continue reading

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Selling value – everybody is doing it!

To excel in major account selling, getting really good at selling value is a must do. But being really good requires more than asking a few questions and uncovering a few problems – you have to be great at doing things the competition hasn’t even thought about doing. Continue reading

Posted in Sales Best Practices, Sales Training, Selling Economic Value, Selling Value, Uncategorized | Tagged , , , , ,

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