SellingBrew

Subscriber-Only Tutorial

Already a subscriber? Login

Subscribe and get immediate access to this tutorial, full access to our research library, and much more...

How to Avoid Guesswork in Value-Based Selling

Learn the Two Step Process for Making Your Value-Based Efforts More Accurate and Effective

When you get beyond all the fancy waterfall charts and clever calculators, what do you find with a lot of value-based initiatives? Very often, you’ll discover that it’s all just a house of cards---built on internal assumptions, hubris, and conjecture. In this tutorial, you'll learn:

  • How so many value-based initiatives that look good on paper end up failing in the field.
  • Why years of experience in a market are not enough to really understand your customers.
  • The two-step process you can use to make your value case more accurate and realistic.
  • How one company used just one part of this process to avoid making some huge mistakes.

This tutorial is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Getting Sales to Sell on Value

    Julie Thomas Interview Splash

    Most B2B sales organizations are talking a good game about value selling. But beyond the talk, are they taking the right steps to make value selling a reality? In this expert interview, Julie Thomas discusses what it really takes to sell on value and generate significant results.

    View This Interview
  • How to Make Insight-Based Selling Actually Work

    John Thackston Interview Splash4

    Leveraging customer and industry insights in the selling process is a hot topic these days. In this recorded and transcribed interview, John Thackston reveals what it really takes to turn insight-based selling into an operational capability.

    View This Interview
  • Tweaking Your Sales Strategy to Improve Margins

    guide_tweaking your sales strategy to improve margins

    A well thought-out strategy can reduce pricing pressure and increase deal velocity. Learn how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.

    View This Guide
  • Getting Your Salespeople to Price Better

    Getting-Salespeople-to-Price-Better-Nar-Splash1

    Chances are, the behavior of your salespeople will ultimately determine whether pricing strategies are effective or not. In this on-demand training seminar, learn proven approaches and strategies for getting your sales team to price and discount far more effectively.

    View This Webinar