Seven Steps to Identify and Capture Your Value
Learn the Basic Process Steps That Are Crucial for Success in Value-Based Pricing and Selling
When it comes to value-based selling and pricing, it's easy to get sidetracked by all of the apparent complexity. But we all know that the fundamentals in anything will usually get you 70-80% of the way there. In this video guide, you will learn about:
- How to brainstorm the various ways your offerings provide value.
- How to use customers and internal experts to distill your hypothesis.
- How to test and refine your assumptions to avoid major mistakes.
- How to document the differential value gaps that really matter.
- How to quantify "hard" drivers and develop strategic messages.
- How to avoid the most common mistakes that others have made.
- What to do if or when your competitors are outperforming you.
- How to craft messages that are strategic, without being negative.
This guide is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Step-by-Step Marketing Research for Strategic Selling
In this step-by-step tutorial, learn how to conduct marketing research---the only reliable way to gain the meaningful and actionable insights you need for effective strategic selling.
View This Tutorial -
Closing the Gap on Growing Existing Customers
Our research into leading sales operations shows that for most B2B companies, selling more to their current customers is a top priority. However, this research also exposes a mission-critical capability that most B2B sales operations are admittedly lacking.
View This Research -
The Big Deal About "Modern" Sales Playbooks
A lot of sales operations have been trying to determine whether playbooks are something they should be leveraging. And if so, how should they be going about it? In this expert interview, Christopher Faust helps cut through the confusion and provides guidance on topic.
View This Interview -
Managing Multichannel Pricing
In this on-demand webinar, you'll learn about market mapping, MAP policies, and other tactics and tips for minimizing the potential for channel conflict, reputational damage, and margin erosion.
View This Webinar
Come Join Our Next Webinar
How to Quote Big Deals
Balancing the Risks & Opportunities When Quoting Large Bids and Contracts
