November 24, 2015
Presales support has become a critical resource for technically complex B2B enterprise sales. As part of customer facing and inside sales teams, presales specialists inject technical and implementation expertise directly into customer dialogues. Great presales professionals understand the technical dimensions of their solutions, communicate how other customers use their solutions successfully and anticipate an account’s opportunities and challenges in a successful purchase.
The presales role...
November 10, 2015
My previous blog post, 5 Value Charts that Make an Awesome First Impression, generated enough interest in the value community to deserve a follow-up. This time I want to illustrate a specific example of how to prepare different kinds of value charts.
I’ll use a simple example of dish washing liquid detergent, where we want to...
November 04, 2015
Forrester Research reports that “77% of B2B buyers feel that salespeople are not prepared to understand their issues and where they can help.” Why?
The reason is simple - salespeople do not identify the buyer’s pain points, nor present the economic value their solution provides. Too much valuable meeting time is wasted presenting PowerPoint slides about your company, products, features and benefits instead of what is important to your audience: “What do you offer to solve MY business issues...
October 29, 2015
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October 07, 2015
After providing excellent insights during his webinar, The Challenge of Value – Value Selling, Mike Wilkinson, Co-founder and Director at Axia Value Solutions was asked: How do you measure the performance of value selling behavior? His answer:
This opens up a host of areas that need consideration before you get to the point of analysing whether the behaviour has delivered, or is delivering, the results you want. For example:
Is everyone in the organisation clear about what value actually is?...