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INSIGHTS

Our latest thinking on the issues that matter most in value enablement, management, and consulting.
Best Practices
The Linguistics of Value: Mastering the Language through Value Enablement

Fluency in a language is not merely about knowing the words and understanding the grammar. It’s a complex art that also involves understanding the culture, idiomatic expressions, and the social etiquette of conversation. The same goes for the world of sales. The language of value-based selling is just as intricate, demanding a multifaceted approach for mastery. That’s where Value Enablement comes in.

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Best Practices
What Defines a Business Value Approach?

In business interactions, the term “business value approach” is often thrown around, but do we really understand what it means? Recently, I was asked to define this concept, and it got me thinking about how critical a business value approach is for both providers and customers.
Let’s delve into what a business value approach entails, what it looks like in practice, and how to measure its effectiveness.

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Value Gap Jump
Best Practices
Why is There Still a Value Gap? The Top Five Shortfalls That Might Be Holding You Back

In today’s business landscape, there is a glaring discrepancy between what buyers desire and what sellers and customer success reps provide. This shortfall is what we call the “Value Gap,” and it has significant implications for customer satisfaction and long-term relationships.

So, what constitutes this Value Gap, and why does it still exist despite the wealth of investment made by solution providers in training and enablement?

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Best Practices
Scaling a Value Program: Avoid These Three Mistakes

In an increasingly competitive business landscape, establishing a Business Value program is paramount. A business case not only helps prioritize your proposal but also seals its approval. The catch? Most clients grapple with timely financial justification. Furthermore, without guidance, they may not highlight your unique value propositions effectively. Consequently, many deals either stall or take forever to materialize.

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