While much has been written on the importance of value selling, little has been done to institutionalize best practices—until now.
Market Analyst, Peter O'Neill, shares how in today's SaaS economy, and with the establishment of ARR models, value management is critical to ensuring customer renewals.
Quantifying value is a critical component of a B2B sales cycle. The issue? Value consultants and sales teams don't have the time or resources to do the required analysis for all of their accounts.
As buyers undergo major cost-cutting evaluations, businesses need to demonstrate the economic impact of their solutions for every rep and every deal.
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