With today’s more frugal buyer, providing clear and quantifiable value propositions is crucial. Value and Total Cost of Ownership (TCO) calculators have emerged as vital tools in the arsenal of B2B marketers and sales professionals.
These calculators not only enhance demand generation but also help clients make informed purchasing decisions by transparently showcasing the long-term benefits and cost savings of a solution.

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.

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.