Insights

Our latest thinking on the issues that matter most in value enablement, management, and consulting.
Podcast on Value Engineering Changes
Best Practices

Value Engineering: Dramatically Changing in 2024 and Beyond

How is Value Engineering changing in 2024 and beyond?

In this guest podcast, the ROI Guy discusses the key challenges value engineering / consulting groups face, and how value management and enablement are dramatically reshaping over the next 12 months and beyond.

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High performers use value selling
Best Practices

Harnessing Value Selling: How High Performers Secure B2B Sales Triumph

The evolving landscape of B2B sales is marked by cautious buyers, prolonged sales cycles, and a frequent tendency towards discounted pricing. Surprisingly, over half—56% to be precise—of potential customers who initially seem enthusiastic, find themselves tethered to a ‘no decision’ outcome. This presents the most significant hurdle for sales leaders to tackle.

See how value selling can help address stalled deals.

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Value Engineering Ratio
Best Practices

Striking the Optimal Balance: The Ideal Ratio of Value Engineers to Sellers in Modern Commercial Teams

Value Engineers have played an essential role in supporting the evolution of commercial teams to this outcomes-based approach, supporting better account planning, value discovery, financial justification and executive presentations.

But what is the right ratio of Value Engineers and Value Consultants to Sellers and your commercial team members?

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Best Practices

Customer Value: The Hidden Catalyst in Enterprise Valuation

A compelling link exists between a company’s Total Enterprise Value (TEV) and the Customer Value it offers. This article deep dives into this connection, illustrating how a mature customer value competency can substantially influence a company’s valuation.

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Value Skills Training
Best Practices

The Power of Customization in Value Skills Training

As buyers are scrutinizing purchases more than ever, organizations face immense pressure to stay ahead of the competition.

A key component of maintaining a competitive edge is empowering the sales teams with the skills they need to outperform rivals. One way to do this is with an outcomes based approach. In order to move sellers from pitching features and functions to selling with value, proper value selling training and certification is vital.

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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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