Stay ahead with customer value thinking.

Value-based selling and pricing are essential for effective value-based management. As a result, more and more organizations are adding customer success teams even in non-SaaS businesses. With everyone facing increased competition, the ability to serve as advisors to customers and walk them through a value-based conversation sets businesses apart. So what does this process actually look like? Don’t miss our webinar featuring value-based pricing and selling experts, Dr. Stephan Liozu and Matt Denton sharing their personal experience. The tips, insights, and takeaways run deep with actionable,...

David Brock is the Author of “Sales Manager Survival Guide,” CEO of Partners in EXCELLENCE and is a ruthless pragmatist. View David’s original post and read more of his work on his blog, Partners in EXCELLENCE, here.

Companies are in constant competition to keep their current customers and win new ones. That’s why every organization needs to find ways to offer consumers more value. To grow despite the competition, businesses like yours need to perform value marketing, showing customers the benefits they’ll receive from your product.

Generation Y is different from generations past.  They remember growing up in the analog days, and then suddenly switching to everything-Internet in the late ‘90’s/early ‘00’s.  They’re generally adaptable & tech-savvy.  Selling to Millennials can be a challenge if you are unsure on how to connect with them. Companies need to be able to connect and understand the mindset of Millennials before selling to them. Other generations are still trying to figure out the thought process of how and why Millennials think and process when they’re buying. Millennials want companies to have everything they...

The procurement function has become much more professionalized over the past decade. With the emergence of new professional purchasing practices and advanced technologies, the new generation of buyers and procurement agents are fearless. They are tech savvy, well prepared with negotiation tactics, and well-versed in the reverse engineering of value selling and value-based pricing proposals.  Technologies have made their role super-efficient and focused on short-term cost savings and long-term business sustainability. Today, it is well understood that most the sales process has been replaced...

David Brock is the Author of “Sales Manager Survival Guide,” CEO of Partners in EXCELLENCE and is a ruthless pragmatist. View David’s original post and read more of his work on his blog, Partners in EXCELLENCE, here.