Getting Sales to Sell on Value
Julie Thomas on Getting Beyond the Buzzwords and Making Value Selling a Reality
These days, most B2B sales organizations are talking a good game about value selling. But beyond all the talk, are they taking the right steps to get beyond the buzzwords and make value selling a reality? In this expert interview, Julie Thomas, the President and CEO of ValueSelling Associates --- a firm that's been named a Top 20 sales training firm for the last four years running --- shares her insights and experiences training sales teams to sell on value, ensuring ongoing adoption and utilization, and producing significant, quantifiable impacts as a result.
This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
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Customer Lifetime Value (CLV) has become an important metric to investors, boards of directors, and managements. So what do Sales Ops practitioners really need to understand about CLV and how to maximize it?
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In this step-by-step tutorial, learn how to conduct marketing research---the only reliable way to gain the meaningful and actionable insights you need for effective strategic selling.
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How Customers Evaluate a Price
We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.
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How to Avoid Guesswork in Value-Based Selling
Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.
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