PART 2: Why a Value-Selling Platform is Essential

As a follow-up to my last post, considering the myriad of tools that every CRO has to manage, I shared my POV on the required elements of the tech stack and left you hanging when I described one tool that I consider absolutely essential.? This is more of a pitch than a thought leadership piece, but I’m speaking in general terms about the concepts. (Repeating my disclosure - I’m an advisor for a value-selling company, but I was a customer first, so my bias is based on real-world experience)

Here are the essential components of a value-selling platform (e.g. ValueCore) that should be a non-negotiable part of your sales process:

1. Collaborative Power: Empowering Prospects, Securing Buy-In

B2B sales are a collaborative effort. Our platform allows prospects to directly edit and update their ROI models, making them active participants in the value discovery process. This empowers them to confidently showcase the projected benefits to their CFO, facilitating a smooth path to approval.

2. Seamless Integrations: A Unified Sales Experience

We leverage a robust tech ecosystem, including ZoomInfo, HubSpot, and Salesforce. Thankfully, our value-selling platform integrates seamlessly with these tools. This not only pulls in valuable prospect data from ZoomInfo, but also pushes leads into HubSpot and captures key information directly into Salesforce. This creates a unified experience for prospect engagement, demonstrating our deep understanding of their business while ensuring all data is readily accessible for future reference.

3. Automation: Efficiency Through Innovation

The tight integration of our value-selling platform unlocks the power of automation. We can now create beautiful, personalized content tailored to each customer's specific value drivers. This includes everything from presentations and email templates to comprehensive PDF documents and proposals. The result? Increased efficiency and a more impactful customer experience.

4. Agility: We Control the Narrative

Gone are the days of waiting on IT for updates. Our value selling platform allows us, the sales team, to effortlessly modify and adapt value models. This agility ensures our customer-facing tools are always current and relevant, reflecting the latest market trends and customer needs.

5. Data-Driven Decisions: Analytics to track success of value selling and compliance with sales process

As a sales leader, accurate forecasting is crucial. Our value selling platform provides me with a window into the sales pipeline via in-depth analytics. These include rep usage data, discovery compliance levels, deal scores, and detailed customer interactions. This empowers me to make informed decisions about resource allocation and improve forecast accuracy, keeping the business in the loop.

In today's competitive landscape, a well-equipped sales team is an organization's greatest asset. Our value-selling platform empowers our team to deliver impactful presentations, collaborate seamlessly with prospects, and ultimately close deals faster. While other tools might be expendable, our value-selling platform is the cornerstone of our sales success, propelling continued growth and exceeding business goals.

Want to know more about how we utilize deep guided discovery to support our sales methodology and demonstrate value early in the sales cycle?? Reach out to me or check out the ValueCore platform in the comments.