Strategic Account Management Association

SEPTEMBER 11, 2020

Value Selling A sales approach that focuses on benefiting the customer throughout the life cycle of your relationship. Account managers are focused on taking a consultative approach to selling, such that customer decisions are based on the overall value potential of the supplier’s products and services.

CXM 520

CXM Account Management Customer Experience Management 520

PandaDoc

JULY 6, 2021

It is not new that a B2B sales cycle is a lot longer than that of a B2C , but once converted, these are high-value selling opportunities. This means your customers can go through various digital touchpoints before finally making a purchase. At times, it doesn’t even happen.

B2B 52

B2B CRM Decision-making Onboarding 52

SBI

OCTOBER 28, 2020

More companies are recognizing the need for digital sales transformation, and the importance of using a modern sales enablement platform. From sales presentations to a product marketing one-pager, the content experience must be thought-provoking, interactive and engaging. Buyers are bombarded with static, boring presentations.

Marketing 48

Marketing Sales Healthcare Acquisition 48

Showpad

JULY 11, 2018

By virtually placing products into their actual context, you can further increase your value selling and become a true advisor to your buyers. Immerse buyers in your product experience, without the time and expense tied to bringing physical products in brick and mortar environments. Let buyers interact with your product line.

B2B 49

B2B Decision-making Sales Value Selling 49

SBI

MARCH 25, 2020

Increase sales impact with value selling. Having the ability to quantify return on investment or compare total cost of ownership will not only build confidence and credibility in your solution, it will give your buyer the information she needs to sell your solution to other key stakeholders internally.

Remote Working 40

Remote Working Decision-making Value Selling CRM 40

Zendesk

JUNE 30, 2022

Use packaging as a chance to lean into value selling. With a plethora of digital sales tools and technology available for B2B and B2C companies, you can choose what’s right for your company’s unique post-sales process. Make it fun to receive your product. Use automation tools. Service doesn’t need to be hands-on all the time.

Sales 98

Sales Decision-making B2C Profitability 98

SBI

OCTOBER 27, 2020

So this means reimagining your presentations for this new digital and remote selling world: Dump the text and replace it with graphics and animations, key to grabbing buyer attention.

Facilitation 43

Facilitation Communication B2B Decision-making 43

Hubspot Sales

MARCH 2, 2021

Research from Gartner indicates that companies are cutting back on their technology spending while balancing conservatism with the need to drive digital transformation. Enhance sales through value selling. Lean on remote learning.

Remote Working 120

Remote Working Onboarding Sales Digital Transformation 120

Zendesk

APRIL 21, 2022

A good resource for storing and sharing this vital information is a knowledge base, which is like an easily searchable digital library that holds key assets like spec sheets and product descriptions. Stage 5: Present your value.

Sales 98

Sales CRM Cybersecurity Meetings 98