We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales profession in the coming new year and compiled their perspectives and opinions in our eBook, “Sales Performance Improvement Trends for 2018 and Beyond”. Dorthy Wood is SPI’s Director of Customer Success Group in North America. […]
We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for winning more deals is justifying value to customers. More than ever, buyers want to know the expected return on their investment in your solution. If sellers don’t have this information, […]
Sellers often focus on proving the value of their offerings in order to close the deal, but they fail to identify how they’re going to measure success afterwards. The value cycle helps to remind sellers that value needs to be cultivated and leveraged throughout the sales cycle. Building a value justification is the main activity […]
This video is an example of one of our hundreds of NanoLessons. These are typically embedded in CRM and sales process automation technologies to enable just-in-time refreshers for your people to execute with confidence. Imagine this. You’ve just completed a diagnostic sales conversation, giving you the opportunity to show that you’re listening. Now is the time […]
Value is different things to different people. It’s the buyer who decides ultimately what value is. Value includes need satisfaction, strong vision of a solution, price satisfaction, and acceptable risk management. VALUE MUST BE PROVED!
The fundamental difference between product messaging and solution messaging is the process of breaking down a customer’s problem into its underlying causes. Sales people have been taught this concept for several decades now, yet over 95% of business oriented marketing organizations fail to reflect this fundamental aspect of a solution strategy in the content they produce.
Almost half (45%) of sales managers believe that their teams need improvement in their ability to sell the value of their solutions to customers, according to the latest survey conducted by CSO Insights. Sales Teams’ Ability to Sell Value and Avoid Discounting (Copyright 2009, CSO Insights, used with permission.) Why do so many salespeople struggle […]