Exposing Your Differential Value Step-by-Step
A Process for Exposing the Differences in Value That Are Actually Important to Your Prospects
When people can’t wrap their heads around a fundamental value-based process, they throw up their hands and focus on something else. Leveraging the SellingBrew Network, we’ve cut through the complexity to provide a simplified tutorial for understanding and exposing the differential value of your offerings:
- The seven fundamental process steps that make the most difference in value-based selling.
- How to identify the specific value-drivers that actually matter to your prospects and customers.
- How to understand how your primary competitors really stack up on the priority value-drivers.
- How to quantify and articulate the differential value gaps through your processes and tools.
This tutorial is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
The Right Way to Manage and Enable Change
How do you encourage, enable, and manage organizational change when the deck is stacked against you? In this in-depth interview, Scott McAllister and Suraj Mohandas share the quantifiable benefits of effective change management and expose the essential steps that are required to get it right.
View This Interview -
How to Gear Up for Growth
In this informative interview, sales effectiveness expert Michael Perla discusses a number of crucial strategic considerations that are often overlooked by sales operations in their tactical pursuit of growth.
View This Interview -
Step-by-Step Competitive Analysis for Strategic Selling
How to use competitive analysis to identify actionable opportunities to gain strategic advantage, expose competitive gaps, provide differentiation beyond price, and reduce competitive pressures.
View This Tutorial -
The Anatomy of a Successful B2B Sales Analyst
What key competencies are most important for a sales analyst to have? This guide covers SellingBrew's research into the 21 most important attributes, skills, and capabilities for sales analysts to develop or possess.
View This Research
