Value-based sales
How B2B sales can be successful in the digital age The COVID-19 pandemic has fundamentally changed B2B sales. Virtual sales have long since become more than just the digitization of traditional sales pitches. It has become a discipline in its own right, requiring new skills, tools, and ways of thinking. Today’s B2B buyers are digital, […]
Why Value Communication Matters
B2B buyers today expect more than feature lists and product specs. They need a clear understanding of how your solution impacts their bottom line. Research shows that 75% of B2B buyers choose vendors that first demonstrate value (Gartner). The ability to effectively communicate value throughout the buyer’s journey ensures stronger engagement, faster deal cycles, […]
The Challenge: B2B Buyers Expect More Than Just a Product
Modern B2B buyers are more informed than ever. They research solutions, compare competitors, and make purchasing decisions long before speaking with a salesperson. In fact, 74% of buyers end up choosing the vendor that first demonstrates value (Gartner). This shift in behavior means that simply pitching product features is no longer enough – sales teams […]
Infographic: What B2B customers expect today
In this series, we regularly compile infographics from figures, studies and interesting facts about value, sales and impact.
Why Excel doesn’t sell
A field report from daily sales practice In sales, it is often said that the added value or value of the product must be brought closer to the customer. Most sales departments have heard the terms ROI, payback and value selling more than once. However, profitability calculations have rarely been used in the daily sales […]
How to generate more sales by determining the product value
A Data-Driven Guide for Decision-Makers Buyers today expect more than just a sales pitch – they want proof of the value they get. While flashy product features may grab attention, what really drives purchasing decisions is clear, quantifiable Return-on-Investment (ROI). Yet, many decision-makers struggle to measure and communicate their product’s impact. Without hard data to […]
Three myths in sales
3 Costly Myths About Product Value That Are Hurting Your Sales & How to Fix Them In sales, every conversation, pitch, and follow-up is a chance to demonstrate your product’s value. Yet, despite strong features and competitive pricing, deals often stall or fall through. The issue? Many businesses operate under misconceptions about how value is […]