Stay ahead with customer value thinking.

The SaaS space is booming. It is expected that the number of SaaS companies is going to grow exponentially around the world within the next five years. And these SaaS companies have one thing in mind: to make doing business easier and more convenient. Software in general removes manual processes, accelerates scaling, and enables users to be focused on much more valuable activities. Part of the simplification of business is also to make solutions much more accessible, transparent, and easy to buy. In 2015, a blog post on Forbes based on a Gartner analysis reported that 57% of the traditional...

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,...

When I was a sales rep and needed a business case built, I had two incredible go-to people: Donna Borden and John Fayer. They helped me win seven and eight-figure deals. Never will I forget the City of Montreal Unicenter deal when we were up against our favorite rivals, or later on when I moved to the U.S., working with Todd Johnson on the Washington Mutual deal against other rivals. The only problem was, other sales reps soon caught on to the power of value selling, and suddenly these incredible people were in high demand. After that, I had to wait my turn or run around to different people...

Closing a deal is one of the most important aspects of a company, especially if the company is a startup. As a start-up company, each closed deal is extremely important. The relationships that are developed through a sale will last for a lifetime, and especially having important executives such as Chief Executive Officers (CEOs) and Chief Financial Officers (CFOs) as part of the experience to close the deal is paramount to lifelong partnerships and business relationships with your customers. Specifically, CEOs have a ton of responsibilities on their shoulders. The most important influential...

It’s official — the era of the generic sales pitch is dead. Today’s buyers expect personalized offers from salespeople who focus on the individual prospect’s needs. ‌

For sales professionals, the driving goal is often to make the sale  —  no matter what. While this is a natural quality of the sales profession, consider the idea that there may be a more ideal focus: the customer. In an approach known as the value-based selling methodology, the customer is always at the forefront of the process.