Get Topline Impact from Value-Driven Sales

Project sales between businesses are complex and to succeed with a high hit-rate, the sales process needs to turn from a traditional selling with inside-out to an outside-in perspective. By identifying the unique buying points for the customer, new ways of selling are derived that can impact topline results.

Value-driven sales drives customer value

Value-driven sales has been a hot topic within sales for some time. Value-based sales drive customer value and benefitting the customer throughout the buying process. For industries with capital intense customers e.g., the automotive or telecom industries, this is one way to get a competitive position.

“65% of sales managers claim that selling value
is the most perplexing problem facing sales forces today”

Project sales between businesses are complex. By identifying the unique buying points for the customer, new ways of selling are derived. With the value-driven sales, the sales organization is incorporated earlier in the customer buying process. However, this is not as easy as it sounds and 65% of sales managers claim that selling value is the most perplexing problem facing sales forces today.

Mobilize the organization for value-driven sales

One of the first challenges facing organizations is the required change of the sales force. Changing the mindset from the traditional inside-out sales towards outside-in is crucial to understand what your customers value. It is a necessity to mobilize the organization and make sure that right tools for value-based sales are available.

How value-based are you?

The initial step towards creating attractive, value-driven offerings is taken by assessing how value-driven the sales organization is today. The sales organizations’ way of working, culture and tools are key to establishing value-based sales and pricing.

“When you know what your
customer need – sell it!”

By going deeper into the customer needs and requirements, value for the customer organization is defined. Value-driven selling create win-win solutions for both your and the customer organization. Having a deeper understanding and insights in the customer needs secure a more sustainable competitiveness with e.g. increased hit-rate and profitability for the selling organization. When you know what your customer need – sell it! The fierce price competition which is a common result of more traditional sales methods can be avoided with value-driven sales. Since the value-driven sales address the unique buying points of the customer, it goes beyond the cost-based pricing.

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