Insights

Our latest thinking on the issues that matter most in value enablement, management, and consulting.
Value-Based Pricing
Best Practices

Value-Aligned Pricing: A Strategic Imperative for B2B Revenue Leaders

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.

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Sales is King Guest Podcast Appearance
Best Practices

A Crisis in Buyer Confidence: Sales is King Guest Interview

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.

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Master Value Selling - Cover Tom Pisello
Best Practices

Master Value Selling: New Velocity Interview

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.

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Value Storytelling unifies Value Selling and Outcome-Based Selling
Best Practices

The Art of Value Storytelling: Bridging Value Selling and Outcome-Based Selling

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.

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Beyond AI: Human Element of Value Selling
Best Practices

Integrating the Human Element in Value Selling: Beyond AI

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.

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Best Practices

Foundations of Value Engineering and Storytelling in Software Sales

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.

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To Sell is Human
Best Practices

Value Selling is Human: Lessons from Dan Pink

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.

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Sail Away with Value Success
Best Practices

Charting the Course: Leadership as the Compass for Value Selling Excellence

The voyage toward value selling excellence is guided by executive buy-in. Just as a lighthouse guides ships through dangerous waters, executive sponsorship sets the direction for the organizational journey. This endorsement ensures that value selling is a shared strategy, engaging every department from customer success, sales, sales engineering, and marketing to product development. These stakeholders are often the CEO, CRO, CMO, COO and CFO.

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Better Communicating Value
Best Practices

Authentic Communication in Value Selling

As we are honing our craft in the world of value selling, we often focus on the mechanics of communication—what to say, when to say it, and how to say it, but the art of authentic communication is more than just words. It’s not just about the script or the pitch; it’s about bringing your genuine self to the forefront and connecting with people on a deeper level, rooted in shared beliefs and genuine curiosity.

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