Gone are the days when B2B sales teams could succeed merely by selling their businesses’ latest technological innovations. Customers are no longer content to look at glossy brochures or watch presentations with 30 slides. Nor are they simply seeking vendors. Instead, customers want a partner they can establish a broader relationship with — someone that will bring them valuable insights. In essence, value-based selling involves working with the customer, not selling to the customer.
Tell me something I don’t know
Value-based selling turns old selling practices upside down — instead of your sales team selling to the customer, they begin working with them to address their priorities. However, this approach demands that your team does the research and listening necessary to provide insights and solutions to help prospects meet their goals.
Stop Boasting and Start Collaborating
Understanding Executive Compensation Drivers
"Leveraging Executive Compensation" from FinListics webinar, Stop Selling Technology, Start Solving Customer Problems
Recast Your Revenue Organization
FinListics: Your Partner in Value-based Selling
To learn more about value-based selling, please watch our recent webinar, “Stop Selling Technology, Start Solving Customer Problems,” with Dr. Stephen Timme, President & Founder of FinListics Solutions, and MJ Sait, Director of Value Engineering at Snowflake.
FinListics offers a range of tools to help enterprise B2B sales teams compile and analyze information on a prospect's financial and operational performance, goals, and challenges. Empowered with this information, your team can access proprietary insights, apply the language of leaders to elevate executive conversations, and build credibility with buyers.