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Mastering Value Selling
MASTERING VALUE SELLING
If you’re going to convince B2B buyers to spend money with you, you need to be able to clearly convey your value: how your solution will help them achieve their goals, implement their strategies, and defeat their pain points. Today's buyers are more educated than their predecessors and thus they are hyper fixated on securing the most value for their buck- and with all the options out there who can blame them?
Many companies rely on broad, haphazard sales methods, but putting more care into your approach will help your whole team level up. Value-based selling can be your vehicle for getting there. Learn how to create a Mutual Success Plan to help revenue teams showcase real-time value and achieve outcome alignment with buyers. Having a plan of action will help your sellers align, collaborate, and drive clarity with their customers across the sales and customer success journey.
This session is designed for any leader in the sales world, but growth companies selling to enterprises will especially love the content! Join BuyerAssist to learn how to transform sales discovery into a systematic approach for your sellers and buyers to co-develop an understanding of the buying team’s priorities, desired outcomes and milestones, and jointly create a plan based on how your solution will get them there.
WHAT YOu’ll LEARN
What challenges prompted you to look at a sales methodology?
How to ensure operationalizing Value-selling across your sales teams and how Mutual Success Plans will help you achieve this.
The importance of a Mutual Success Plan in a digital-first world and how to use Mutual Success Plans to make your sales methodology practical and actionable.
Key TAkeaways
Sales methodology is different from process- process is the what and methodology is how. Having a clearly defined methodology for your new hires is essential. Have your new hires put their experience in a box and save it for the future after they learn your org’s methodology.
Be a student of your industry and of your prospects so you bring value to your conversation with your customer. Do your homework! Have the right tooling in place before you speak with them. Ensure that your playbooks, methodology, and process have the customer at the center of it.
Implement changes from the top down. Leadership needs to be apart of changes you want implemented in your org. This needs to be exercised daily. Give your managers the tools they need to manage, coach, and league- don’t rely on their background of being top sellers.