VALUE COMMUNICATION IS THE CUSTOMER-FACING COMPONENT OF A STRONG B2B VALUE STRATEGY
B2B organizations focused on customer value generate insights on quantified customer outcomes, segments and win-win Value Pricing. A strong Value Communication strategy helps to capture the benefits of innovative solutions. By engaging in conversations centered on value, sales teams build on a shared vision of value early in the buying process, generating customer buy-in and justifying value-based prices. For top Value Selling organizations, interactive Value Propositions are the primary tool to facilitate Value Communication.

INCREASE YOUR SALES VELOCITY: THE CASE AND THE EVIDENCE FOR VALUE SELLING

Value communication is the most critical capability within a B2B organization looking to achieve value selling success. By conveying quantified value early in the sales process, strong value communication has a substantial bottom-line impact for companies that excel at it.

In this white paper, we share the four levers of sales velocity – increasing opportunities, growing average deal size, improving win rates, and reducing sales cycles – and explore the positive value impact on each.

CAN YOUR SALES TEAM SELL YOUR SOLUTION’S VALUE? CAN YOU?
Uncovering and understanding quantified customer value is critical to sales success. A strong Value Communication strategy will put this financial value at the center of all sales conversations, providing clarity and alignment around the value your product or service generates.

In this whitepaper, learn why strong Value Propositions are the ideal sales content for supporting Value Communication, and best practices for deploying them.

B2B CUSTOMER VALUE: BUILDING FLUENCY FOR CONVERSATIONS IN THE CUSTOMER’S LANGUAGE
Strong value quantification disciplines are central to the success of any Value Management initiative. As B2B organizations continue along their value journey, ensuring that commercial team members are armed with these critical capabilities. A good value coach makes a substantial impact on an organizations Value Management success.

In this white paper, learn how value coaching best practices to get the most out team members dictating product strategy, defining segments, building offerings, establishing value prices, and enabling value selling success.