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, [...]
Despite recent waves of tech layoffs, data tells us that the battle for America's best and brightest talent is tougher than ever. The U.S. added more than 750,000 jobs in December and January. At 3.4 percent, the current domestic unemployment rate is the lowest since May 1969. That’s good news for those on the job [...]
Business Value Selling.. basically the building and leveraging of the best financial business case to avoid price discounting to close business. The foundation of Business Value Selling is to have a conversation with your prospect about the financial impact of solving their issue (s), notice I didn’t say with your offering. When you can articulate a [...]
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