Zendesk

MAY 23, 2022

In an era where anyone’s questions can be answered with a quick Google search, traditional sales strategies have lost a lot of their value. Why bother meeting with a sales rep just to learn information you can find on a website? A remarkable 87% of high-growth sales organizations now use a value-based approach to sales.

Value Selling 98

Value Selling Cybersecurity Software Software 98

Red Star Kim

OCTOBER 19, 2023

Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling. This article supplements the learning resources from the session.

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Mike Kunkle

MARCH 31, 2023

For example, a salesperson who has strong relationship-building skills – especially trust-building – will likely be more successful in any sales environment, whether they are using Challenger, SPIN, Customer-Centric Selling, Value Selling, or my Modern Sales Foundations methodology.

Sales 217

Sales Interpersonal Skills Account Management Sales Training 217

Zendesk

APRIL 21, 2022

In this article, we’ll explore the question, “What is solution selling?” Stage 5: Present your value. The main goal of solution selling is to show your potential buyers why your company’s product or service is the exact solution to their issues. Only 18% of salespeople that buyers meet with are seen as trusted advisers.

Sales 98

Sales CRM Cybersecurity Meetings 98

Blue Canyon Partners

JUNE 24, 2020

If you have not been following along with us, I encourage you to read the previous articles in this series , as they lay the foundation for the next step, Accelerate. As you examine your product or offering portfolio, have the value and benefits provided by each product/offering shifted? How do we capture more value from our offerings?

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

Blue Canyon Partners

JUNE 24, 2020

If you have not been following along with us, I encourage you to read the previous articles in this series , as they lay the foundation for the next step, Accelerate. As you examine your product or offering portfolio, have the value and benefits provided by each product/offering shifted? How do we capture more value from our offerings?

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52