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.
Why should customer success care about value?
In this article we outline the eight key reasons why value management and enablement is key for B2B and SaaS customer success.
Why should a marketing leader care about Value? Here are the top eight reasons you should evolve from a product-led to a value-centric marketing approach in 2024 and beyond.
What are the top challenges value leaders indicated they were facing into 2024? Three key priorities were identified at our first ever Enterprise Value Collective meetup in NYC.
Why should a CRO / Sales Leader care about Value Selling? In this article we provide the seven top reasons to consider upping your Value Selling game …
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.
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?
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.
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.
The world of B2B solutions is rife with obstacles, especially when it comes to renewing customer contracts. An increasing number of customers are either downgrading their contracts or opting for full cancellation.
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.
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.
