Insights and Innovations: Your Resource for Industry Knowledge

2023 looks to be a challenging year for B2B sales and marketing leaders.  Look forward to updating your pricing model, creating more conservative revenue and expense forecasts, and embracing happy customers! In this environment, the “selling with value” theme is as popular as ever.  This ValueCore + Oliver Wyman piece describes why value selling is *critical* in 2023. Here are 8 tips for value selling that you must keep in mind as you and your team enter 2023.

Rapid growth in the last few years and supply constraints since COVID-19 have created a boom time for sellers across many industries. Businesses hungry for growth have placed low hurdles on sellers to prove value, resulting in increased sales despite stagnant pricing that hasn’t been seen since the 1970s.

When you’re focused on growth, you’re willing to place bets and make investments that could pay off, or may or may not pay off – you’re willing to experiment. You have both time and access to capital to run experiments.

Our “ugly spreadsheets” campaign is focused on B2B sales and marketing professionals who have a practice of sharing prospective ROI/ TCO forecasting information with customers and partners, where the source of the information is a spreadsheet that enables sensitivity analysis.

OK, here we are, Q4. Time to get dirty. Pull out the stops. *Do what it takes to make your number for the year.* Get on airplanes! The pressure’s on, team. Q4 is the hardest quarter, full stop. The best sales reps do a few things differently in Q4. Let’s talk about why Q4 sucks, what the best reps do to prevail, and one *free, delightful antidote* you can use to close Q4.

VisualizeROI has served us well since we launched our solution on the Salesforce AppExchange in 2012 for two reasons. (a) clear problem and solution definition, and (b) optimization for search engines. Over time, we started to see that the desired use cases for our solution exceeded the calculation or presentation of ROI to a customer. We had customers using our solution to present price quotes. Customers used our solution to demonstrate the 5-year Total Cost of Ownership of moving to the cloud from an on-premise solution. Customers are now using us during discovery to help calculate and quantify and present a pain statement.