(from a LinkedIn Pulse by Jack Keen) What’s in a name? Take “Value-based Selling (VBS)”. It’s a great concept, that’s morphing into meaningless. Let’s get VBS terminology back on solid ground. In a nutshell (to paraphrase composer Duke Ellington) “VBS Don’t Mean A Thing (If It Ain’t Got that Swing)”. To clarify how selling must swing
(from a LinkedIn Pulse by J Mayburry) “Price is what you pay. Value is what you get.” ― Warren Buffett I know you’ve heard it said before, but it’s truth bears repeating – We are here…… in our future. We are living and buying, and selling in the “New” Digital Age. An age marked by
(from a LinkedIn Pulse by Jim Berryhill) This is Part 1, the “Why” or “Justification” for Value Selling. I’ll talk about the “How” next week. But come on!!! Really??? Value Selling needs to be justified??? Apparently so, because sellers don’t do it, at least not from buyer perspectives. And let’s be real, their perspective is
(from a LinkedIn Pulse by Jim Berryhill) Customer Aligned Value Selling (CAVS?) is what I’ve been about for a long time. As a Founding Member of the Value Selling and Realization Council, I’m often asked for anecdotal stories that line up on the situations we face in today’s B2B selling environment. How do your experiences
(from a LinkedIn Pulse by Jim Berryhill) Is it reasonable to say Value Selling is the optimal way to achieve best selling outcomes for complex B2B selling? Of course it is. Most of us are familiar with terms such as Value Selling, Challenger Selling, Customer Alignment, Hypothesis Selling, Critical Success Factors, Provocative Selling, Selling to
(from a LinkedIn Pulse by Jim Berryhill) Value Selling. Customer Insight. Buyer Alignment. Sales 2.0. Sales 3.0. Challenger. Provocative Selling. Hypothesis Selling. There are myriad names for selling the most effective way. Unfortunately, the answer to the question posed above, “are your sales efforts and buyer decision-making linked?” is mostly no. As in, no 90%
(From LinkedIn Pulse by Carl Bradford) Have you ever felt like you weren’t seeing enough top Business Value Professionals for your jobs? (These are folks who are sales and consulting practitioners focused on quantifying, articulating and delivering maximum business outcomes from technology investments). If so, you’ll appreciate Sue’s story. I asked Sue, the Director of
