In our previous LinkedIn articles, we have shared the compelling revenue driving benefits and complete process of Business Value Selling. Going forward, our intent is to address each step for you, with the goal of educating our readers on what purpose each step has, how it is performed and how the puzzle pieces fit together. [...]
Selling always has challenges, the change is how this generation of prospects are reacting to the economic headwinds and engaging new buying patterns. A 2021 Gartner survey of 989 companies gives insight of what prospects viewed as the “most valuable types of information in making the final decision”: · 1st value assessments or business case development-related [...]
In the last post, we covered Step 1 Executive Alignment, we’ll continue clockwise to the next two steps in the Business Value Selling (BVS) Process, as seen in figure below. Step 2: Current Sales Environment Analysis In Step 1 the focus is about getting the big picture of the issues, and near-term future vision, from the [...]
How do we get started with Business Value Selling (BVS)? Step 4 – BVS Workshops Stay with us and grow your sales close rate with your new skills ! In the last post we covered Step 2 and Step 3. Today we will continue clockwise to the next step in the Business Value Selling (BVS) Process, Step 4, [...]
With this article, we complete the initial Business Value Selling Process overview. Our purpose was to provide you with context, so that we can begin to examine and improve your unique situation and grow your close rate. Beyond this process review, we will continue to dig in to Value Selling concepts and how we apply [...]
