With customers looking for more advice, value-add and confidence, understanding the precise needs and capabilities of potential customers is crucial for delivering tailored solutions that resonate and deliver value. “Capability and Maturity Assessment” tools are emerging as vital instruments for B2B solution providers, aiding them in crafting more effective value marketing strategies, enhancing selling techniques, and ensuring customer success.

With more B2B sales opportunities stalling, delays and discounting, you’ll need more pipeline than ever to make your number. Just a few years ago, each $1M pipeline would result in $300k+ in sales revenue. Now, that same $1M only results in $75k.
More than ever, your success hinges not just on reaching out but on making each outreach count.

This is why value prospecting is so important for your SDRs, BDRs and Sales Reps.

Value-aligned pricing is a comprehensive approach that involves setting prices based on the perceived or estimated value of a product or service to the customer, rather than solely on cost or market competition factors. See why this is so important to implement for your pricing strategies and to get right with customers.

From his Pavilion Palooza presentation, Tom Pisello summarizes the research and insights as to the serious confidence threat and pessimism from B2B buyers, and how to best address.

Tom Pisello, the ROI Guy, and Gartner analyst David Yokelson appear as guests of the Sales is King podcast with Dan Sixsmith.

The trio discuss the dramatic rise in B2B purchase regret, precipitous decline in high quality deals, and the need for a buyer-centric, value selling approach.

In this interview for the New Velocity podcast series, Tom Pisello – the ROI Guy – discusses what it takes to master value selling and the substantial benefits that can be achieved when you get it right.

When value selling is leveraged, what is the business impact? How well are organizations adopting value selling, and what can be done to improve adoption and results? Research of B2B Tech Firms reveals the answers to these questions and more …

The role of a value leader demands a versatile skill set, and recognizing what each type of leader excels in can significantly impact the success of your value initiatives. Here’s a guide to identifying various value leader profiles, their strengths, and how they fit into your organizational needs.

Two popular methodologies are value selling and outcome-based selling, each with its unique emphasis and techniques. However, as the landscape evolves, integrating these approaches into a cohesive strategy is a core focus area. This is where the concept of “Value Storytelling,” plays a transformative role in bridging value selling and outcome-based selling. Value Storytelling not only addresses the intrinsic benefits of a product but also emphasizes the ultimate outcomes. This weaves a narrative that covers all bases—from addressing customer pain points to achieving their broader organizational goals.

As we venture deeper into the principles of value selling—a methodology that prioritizes delivering superior value to customers—the indispensable role of human touch becomes evident. Here’s an exploration of how the human element in value selling transcends AI, particularly in fostering trust, nurturing connections, and guiding customers through complex decisions.

When the executive leadership team takes a methodical approach to bring value to the center of all GTM messaging, it yields transformational results. Value storytelling encompasses the insights and outcomes that value engineering typically provides and weaves them into a narrative that resonates on a more personal and emotional level with potential customers.

Drawing insights from Dan Pink’s enlightening work, “To Sell Is Human,” it becomes clear that the art of value selling extends far beyond the confines of a sales call and into the very fabric of our daily lives. Pink’s exploration into the transformative nature of selling in the modern age offers a compelling argument for viewing value selling not just as a work skill but as a fundamental life skill.