Value Sales Handbook

"The job of the seller is selling value, not features."

"Why buy? Why now? Why us?

You can never sell any new capabilities to any corporation unless someone inside is personally excited about your offering. But...

There are typically multiple individuals or groups that are involved in every corporate buying decision. The list may include people from...

There is no opportunity unless the seller uncovers a critical need or a pain and identifies and builds a champion that is committed to...

Having the right sales process for each different sales motion is critical. A sales organization that will try to impose an enterprise...

Understanding the competitive landscape is critical for many reasons: The seller must be prepared for the specific competition in the...

Engineers are taught to look for the weaknesses and breakpoints in their work. Sellers tend to be optimistic and focus on good potential...

Most of the discussions between the stakeholders as well as the actual buying committee decision happen without the presence of the...

The Economic Buyer, sometimes referred to as the Executive Buyer or the Decision Maker is typically a VP, Executive or sometimes a...

Effective POV management requires clear understanding of pains, strategic impact, objectives, timeline, success criteria before execution