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.
More Subscriber-Only Resources From Our Library
-
Measuring the Financial Impact of Sales Ops
How do you measure a Sales Ops function? How do you calculate what you're really getting from your investments? In this on-demand webinar, learn what other Sales Ops groups are doing to measure and communicate their contributions in dollars and cents.
View This Webinar -
The Reality of an "Intelligent" Sales Technology
Every once in a while, a sales technology comes along that purports to do things that just seem to good to be true. But does the reality actually line-up to the claims? We wanted to know. So we did our homework and talked to actual users. And what we discovered may surprise you.
View This Research -
Exploring Four Different Types of Buyers
This interview with Nelson Hyde teaches you about four types of buyers --- how to identify them and how to deal with them.
View This Interview -
How to Improve Internal Deal Negotiations
The most costly deal negotiations often take place within the confines of our own organizations. In this guide, you'll learn the top 10 strategies for negotiating better deal outcomes with others inside your company.
View This Guide
Come Join Our Next Webinar
The Sales Ops Blueprint
A Best Practices Guide To Getting Started...Or Starting Over
