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.
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Avoiding Five Margin-Killing MarCom Mistakes
Your marketing materials are often the first things prospect see. Learn how to identify and avoid five marketing communication mistakes that can damage your value before the sales rep even get a chance.
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How to Deliver Sales Training That Sticks
With the right approach, a sales training program can deliver lasting, profitable results. This step-by-step process guides you through designing effectiveness and stickiness into your sales training program right from the start.
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Avoiding the Top 7 Sales Ops Mistakes
If you can avoid the biggest mistakes that others have already made, you're definitely rigging the game in your favor. Learn about the Sales Ops mistakes that have set other groups back years and even damaged careers.
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Being Fearless When Selling to Procurement
Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.
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