If your organization has traditionally relied on relationships in order to sell and it’s not working for you as well as it used to, we have an idea on how to improve. I recently attended a regional forum where there were a number of sales leaders from industrial manufacturing companies talking about 3 key issues: […]
Sellers use value justification or value analysis to close opportunities. Creating a formal value analysis focused on what differentiates the seller’s proposed solution is critical to keep buyers from selecting a competitor’s solution. It also protects the seller from losing the opportunity to no decision when the buyer doesn’t see the value and decides on […]
Maersk transformed their sales approach from commodity-based to value-based, to the tune of a 350 percent ROI in just 11 months. Could your business do the same thing? Here are some key lessons culled from my conversations with Maersk executives — and recommendations for making it happen.
In essence, the inherent value of the offering isn’t visible or tangible enough to stimulate action on the part of the buyer. Either they aren’t buying at all or they are opting for an alternative; or they are unwilling to agree to a price point that is necessary to sustain acceptable profitability.
An overwhelming majority of marketing organizations adopt the Hybrid Value Model when they decide to support a solution oriented sales strategy. The hybrid model combines both buyer-aligned and seller-aligned perspectives and it supports high level problem-solution messages along with more tactical and explicit feature-function messages.
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 […]