• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

Value By Any Other Name

Tibor Shanto - 3 November 2020

By Tibor Shanto
There is no doubt that VALUE is central to sales success. Buyers are looking to maximize value, vendors are focused on delivering value, value, value. Yet, most sellers do not have a clear and – actionable definition for value. This has held back the quality of conversation and may explain why some sales take as long as they do.  Unlike roses, it’s not just value, by any other name.
A couple of years ago, HRB featured a piece by several folks from Bain & Company, taking a more detailed look at value. In “The B2B Elements of Value” they present a hierarchy of value. There is a lot in the piece, and it is worth reading. But here I use that graphic to highlight how to better leverage VALUE while prospecting and selling.
Have a look:

https://ts-videodownloads.s3.us-east-2.amazonaws.com/The+Bomb/Tuesday+Tips/Value+By+Any+Other+Name.mp4

The post Value By Any Other Name appeared first on TiborShanto.com.

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler Training
Amy Franko
Assessments 24x7
Integrity Solutions
Kurlan & Assocs
Membrain
Mereo
Objective Management Group
Salesforce
Sandler Research Center
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2023 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative