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Neil Rackham, Miller Heiman, Mathew Dixon, Reed Holden: What message do these sales gurus have in common? They all place a large emphasis on the importance of selling not just products or overall offerings, but value to the customer. Understandably. value selling is a major priority for top B2B businesses in order to increase revenue, but how does that translate to individual selling situations?
What are the best value tools for sales teams to use and when should they be used? How can marketing, product, and pricing professionals help equip their teams with the best information in the most digestible format?
In this webinar, Tim J. Smith, PhD discussed how quantitative tools, like value calculators and value propositions, are used during the sales process to drive improved value selling performance, including when to use them, with whom they should be shared, and the obstacles to sales effectiveness and efficiency that they help overcome.