How to Use Value Propositions in the Middle of the Sales Cycle: Focus Sales Teams on Customer Outcomes
Equipped with extensive online information, risk averse B2B buyers can be elusive. With competing priorities, buyers erect walls, making it difficult for sales to engage and overcome buyer inertia. As highlighted in our last blog, the biggest sales challenge early…
How to Avoid Missing Value Links Between Features and Benefits
In our experience, it is very easy to overlook important nuances in the relationships between features, benefits and value drivers. These relationships can either be one-to-one, one-to-many, or many-to-one. Take the example below. The product in question is a pick-up truck…
Startups – Create Your First Value Proposition in Under an Hour – Part 2 (the first 10 minutes)
Editor’s note: At LeveragePoint, the concept of value-based pricing is important to every member of the team. In this blog post series, one of LeveragePoint’s software developers, Aaron Williams, provides tips from his experience using value-based pricing during his time…
Value Selling is Storytelling
By: Dr. Stephan Liozu There is a lot of confusion about what value selling is and how it is different from negotiation. These two constructs are quite often mixed up and interchanged in the design of training programs or in…