Podcast Description
There remains an unfortunate and growing divide, between what buyers want and need to make faster, better decisions (a more outcome based approach), and what solution providers and sellers are delivering (features and price) – the Value Gap.
In this value coffee talk we interview Dr. Stephen Timme, a longtime value entrepreneur, discussing the growing shortfall perceptions, and how to best bridge the Value Gap for competitive advantage.
Our guest Dr. Stephen Timme is the CEO and Founder of Finlistics, providing financial insights to build customer engagement around value and outcomes. In this discussion he shares his research and personal experiences in helping solution providers and sellers overcome the value articulation challenge and build value success.
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Takeaways
- Buyers want sellers to provide fresh insights and solutions that they don’t already know.
- Sellers are falling short in meeting buyers’ needs, with only 25% truly understanding their customers’ goals and strategies.
- The gap between buyers and sellers is widening, despite the investment in sales training and enablement.
- To close the gap, sellers need to understand the buyer’s business, provide value beyond the business case, and build trust and relationships.
Chapters
