Stay ahead with customer value thinking.

Every sales organization has room to improve; always look for ways to level up the skill set across your entire team. With this end in mind, I’ve put together the final four value selling steps to help sales reps advance their efforts. Set the bar high, then reach even higher to boost productivity and enhance performance.

Last week, DecisionLink attended Automate, the most powerful display of automation in North America, held at the Huntington Place Convention Center in Detroit, Michigan. With over 500 exhibitors and thousands of attendees, it’s the best place to discover powerful solutions—from innovations in AI and robotics to tried-and-true workhorse technologies—that will solve your unique challenges and propel you forward.

When you’re selling a technical solution, it’s easy to get caught up in demonstrating the features of a new product. But when your prospects must make the case to their leadership to invest in your product from a limited budget, exciting features are not enough. Your prospects need to be empowered to explain clearly how your product will provide value to their organization’s bottom line.

We have been here before. And multiple times over the last 20 years. Bubbles are formed, grow too fast, and then burst. Stock valuations go through the roof. Capital is chasing ideas and new business models giving exuberant level of investments without doing the proper due diligence on the attractiveness of the business models. The so-called “unicorns” were born because two people with a cool concept, a nice PowerPoint slide deck, and a Beta platform environment were able to convince VC and angels investors to invest in them. This was a start-up bonanza we had not seen since 2000.

The days of “selling to” someone is long gone. Instead, the best sales professionals ensure their customers are an active part of the process—and provide them with tools to become your internal champion in the process. Use these five steps to facilitate more proactive and effective collaboration with your prospects.

Peek at how our Customer Value Platform works, there's no better experience than having it demonstrated completely with your data set. 

New IDC Spotlight Report: Highlights Value Management as the Foundation for Outcome-Based Customer Relationships