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
-
How Marketing Automation Is Changing Sales
In this interview with Debbie Qaqish, we explore why marketing automation is becoming so popular and what the long-term implications are.
View This Interview -
The Triangulated Competitive Audit Guide
The Triangulated Competitive Audit Guide provides an expanded reference list of the various types of questions you'll want to ask about your competitors and why.
View This Tool -
How to Improve Your Close Rates
Trial and error with something as important as your close rates is risky. How do you know which strategies and tactics you should use to improve? In this on-demand training webinar, learn effective strategies and tactics for improving your sales team's ability to win---at scale and with less risk.
View This Webinar -
Avoiding Mistakes in Customer Profitability
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
View This Guide
