ValueSelling Associates, Inc.

Value management has evolved into a formal practice with dedicated teams and its own processes and frameworks. What is the role of AI in value management? AI is transforming value management by helping to scale and automate processes, making it easier for sales teams to find the right content, business cases and evidence to support their value propositions during customer conversations. Trust is key. Building trust with customers means having a consistent, data-driven value conversation across marketing, sales and customer success teams. This unified approach helps create a single voice in customer communications that builds credibility. Don’t stop after you close the deal. Value management doesn’t end after the deal closes. Continuous follow-up to measure whether the promised benefits have been realized is key to building long-term relationships and customer trust. The key is strategic partnership. Companies should strive to be seen as strategic partners by aligning marketing, sales and customer success with a focus on value creation. Not only does this help close initial deals but paves the way for cross-selling and long-term client relationships. ???Episode 334: How AI Can Skyrocket Your Value Management with Craig LeGrande #Sales #AI https://lnkd.in/gJ2DuZuA

Salesperson: “Why do I have to consider a customer’s personal motivations? We are selling a B2B product. Shouldn’t we focus on how we will help their business?” Yes and no. Research has shown that focusing on what’s in it for the individual will motivate them to take action. If you align with a buyer’s personal values, they will find the business justification that builds the case for your solution. Do you know what motivates your buyer? #ClosingSales #SalesTraining https://bit.ly/3V8fPXU

In 3–5 years, value management will become essential and organizations excelling in scaling these practices will achieve greater success. Proper value management offers 6x revenue potential: ?? 2x from lead generation ?? 2x from deal closing ?? 2x from reducing churn through effective customer success strategies #ValueSelling #Revenue Craig LeGrande https://lnkd.in/gJBrQjte

It’s time someone said it: If you’re discounting your product, you’re failing to fully communicate the value. Are your salespeople spending enough time identifying the quantifiable value from the product investment? Does your customer understand your unique offering compared to your competitor’s? Have you reframed the conversation from just price to price being a function of terms and conditions and deliverables? If they want to pay less, will they get more favorable terms in return? https://lnkd.in/gbVNgzs4

People do business with people, not companies ?? More specifically, people do business with salespeople they know, like and trust. In today’s digital world, it’s easy to forget the importance of human connection. Prospective buyers want to know they can trust the company behind the product and the individuals they interact with. How do you build that trust? 1?? Get to Know Your Customers: Share valuable content, engage with people on social media and build your brand’s presence through blogs, webinars and thought leadership. Help your audience see who you are and what you stand for. 2?? Make Them Like You: Be engaging and curious. Ask more questions. When the prospect talks more, you learn more about the intrinsic motivations behind their decisions. Don’t underestimate the value of rapport.? 3?? Earn Their Trust: Transparency is key. Give your team a voice, share your company’s story and be honest with your audience. Allowing your salespeople to engage with customers online helps humanize your company and builds deep trust with your audience. In B2B sales, relationships are where customers find value. Buyers aren’t just looking for products—they’re looking for trusted partners. #RelationshipBuilding #B2B https://lnkd.in/gzByAmBp

??? Behaviors Are The Building Blocks of Customer-Focused Culture Forrester explores how building a customer-focused culture starts with defining and driving specific behaviors. These behaviors are key to fostering loyalty and improving customer experiences. Cultural change is a strategic priority for lasting customer success. Learn to: ?? Align teams on behaviors ?? Assess what’s right for your organization ?? Understand the role of leadership in this process Listen to The CX Cast here: https://lnkd.in/gqG9EsqV #CustomerExperience #Leadership

?? True or False: Sales meetings should be informed ? TRUE—Salespeople should come prepared with knowledge of the customer's challenges, rather than asking them to explain their problems during the meeting. These meetings should be more conversational and salespeople should ask deeper, more nuanced questions about the customer's business. ?? True or False: Salespeople should try to cast a wide net with their sales approach and position their business as a catch-all solution. ?? FALSE—A successful sales approach involves demonstrating how the salesperson's solutions can address the customer’s needs and challenges backed by evidence and quantifiable results. ?? True or False: AI is critical for helping salespeople properly prepare for sales calls. ? TRUE—AI can assist salespeople by quickly identifying the most relevant assets and data points to use, streamlining the process of delivering personalized and impactful solutions. https://lnkd.in/gyf5WCqf #SalesTips #AI #B2B Craig LeGrande

New Revenue Leaders: Where Should You Focus Your Energy? Taking on a new leadership role can be daunting especially when inheriting an existing team with predefined goals. How do you determine the best course for growth, structure and process improvement? 1?? Absorb Before Acting: When you first join, take the time to listen and observe. Understand the team dynamics, existing processes and the culture. Don’t rush into changes until you have a clear picture. 2?? Think Long-Term: Shift your focus from meeting quarterly targets to shaping a 3-5 year strategy. Where do you need to be in the long run, and what’s required to get there? 3?? Team Assessment: Evaluate the strengths, weaknesses and potential of your team. Who’s ready for a promotion? Who might need new responsibilities? Your team’s talent is your most valuable asset. Leadership is about building trust, aligning teams, and making strategic, long-term decisions. Whether you’re new to the role or an experienced leader, the ability to adapt and collaborate is what will set you apart. #Leadership #RevenueGrowth https://lnkd.in/gAZgn4gc

What if your next sales kickoff wasn’t just about motivation but transformation? Our President and CEO Julie Thomas' latest Forbes article dives into the essential ingredient for driving sales success in 2024 and beyond: integrating AI into your SKO agenda. The reality is clear—AI catalyzes smarter decision-making, deeper customer insights and streamlined processes. However, it's slightly more complex than buying the tech and flipping the switch. It demands alignment across your team, a vision for measurable impact and a culture ready to embrace innovation. From optimizing sales playbooks to forecasting with precision, this article shows how sales leaders can move from theory to action with AI at the forefront. Don’t let your SKO be another meeting—make it the launchpad for growth powered by data and creativity: https://lnkd.in/gBVT9Y7y #salesleadership #AI #revenuetech

Adopting new tech without the buy-in from your sales team? Leave that in 2024. Let’s work smarter, not harder and boost your team's performance with the tools they want to use. We’re simplifying the process with integrations that will make your workflow smoother, your sales teams more efficient, and your learning more dynamic. ?? ValueCoach AI - Real-time, actionable feedback - Tailored, on-the-job coaching - A streamlined tech stack that keeps your team focused and productive https://lnkd.in/gf2SX_Ss #SalesEnablement #AI