Selling Value Over Price

Reducing Discounting Pressure With More Effective Value Messaging

Sales, marketing, and product messaging all have a significant influence on buyers' perceptions, purchasing preferences, and willingness-to-pay. Sadly, this messaging is often so generic and loaded with meaningless platitudes that it does little to help sales teams differentiate the value of their offerings and hold the line on discounting pressure. So how do you know whether your value messaging is good, bad, weak, or strong? And how can Sales Operations help ensure that sales teams are equipped with messaging that communicates value differences more effectively and improves their ability to win on more than discounted prices? In this subscriber-only webinar, you will learn about:

• The "wet blanket" effect that weak value messaging will have on sales performance across the board.
• The most powerful question your sales and marketing messaging should be answering for buyers.
• The handful of key ingredients in the most compelling and convincing strategic value messages.
• A number of straightforward constructs you can use to evaluate and improve your value messaging.