Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only Express Guide

Already a subscriber? Login

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

Seven Steps to Identify and Capture Your Value

Learn the Basic Process Steps That Are Crucial for Success in Value-Based Pricing and Selling

When it comes to value-based selling and pricing, it's easy to get sidetracked by all of the apparent complexity. But we all know that the fundamentals in anything will usually get you 70-80% of the way there. In this video guide, you will learn about:

  • How to brainstorm the various ways your offerings provide value.
  • How to use customers and internal experts to distill your hypothesis.
  • How to test and refine your assumptions to avoid major mistakes.
  • How to document the differential value gaps that really matter.
  • How to quantify "hard" drivers and develop strategic messages.
  • How to avoid the most common mistakes that others have made.
  • What to do if or when your competitors are outperforming you.
  • How to craft messages that are strategic, without being negative.

This guide 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

  • 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.

    View This Guide

  • Beyond the Hype of Marketing Automation Tools

    Marketing automation tools can be very powerful and beneficial. But are these toolsets really the answer to all of our lead generation woes? In this interview with Dan McDade, the author of The Truth About Leads, we cut through the hype surrounding marketing automation tools and discuss their proper role in lead generation.

    View This Interview

  • How to Prevent Customer Defection

    In this SellingBrew research report, learn how leading B2B companies are protecting their future revenues and profits with innovations in customer retention and defection detection.

    View This Research

  • Where To Find 36% More Revenue

    New research shows that even the best-run companies have huge pockets of revenue and profit they just can't see. In this Expert Interview, we discuss what leading companies are doing to capture these "hidden" opportunities.

    View This Interview