Value-based Selling: The Approach that Builds Sales Results
Why Value-based Selling, Why Now
To create this special edition, we partnered with Selling Power to interview some of America’s leading sales experts, business leaders, and industry analysts.
We’ve concluded that value-based selling is more than an effective skill set. It is the reflection of a companywide, buyer-focused mindset — a framework for sales success and a framework for any successful communication. After all, to create value for your customer, you must first understand what they value.
“I’m a firm believer that there is a revolution happening in sales…”— Nancy Maluso, Vice President and Principal Analyst at Forrester
“It’s clear in the last two years B2B has sprinted to completely change and rewire their organisms… You’re not there to sell or negotiate, but to support them – to help jointly find value.”— Michael Harney, McKinsey Partner
“With all of the demands on our time, the sales rep is an interruption. You need to ask yourself, ‘How do you become a value-added interruption?”— Julie Thomas, President and CEO of ValueSelling Associtaes, Inc.