Don’t Just Sell Value. Live It.
Selling value is more widespread than most think…and at the same time, more narrowly practiced than it should be.
“Selling Value” isn’t just the domain of sales methodologies with variations of that term in a sales training course title. Most selling methodologies I’ve ever come across implicitly sell value whether they use that term or not. All of those in the “needs satisfaction” family, and even some in the “tricky conversational box-building” school of selling, help sellers to connect aspects of their offer to a gap experienced by a customer. Full disclosure: I work with Miller Heiman Group, whose skills and methodology offerings build a value connection with a customer’s solution image extremely effectively throughout the selling process.
As pervasive as a seller-centric emphasis on value is, it falls short. I was exposed to the concept of creating customer value before I’d even heard before I started carrying a bag and was coached to “sell the value”. As a Product Manager, I developed new products to provide specific unique value to customers. I certainly collaborated with my company’s sales professionals. I, and everyone who contacted a customer — even many who didn’t –maintained our primary focus on what each customer valued, then worked hard to provide it.
Here’s the Mind Shift
When I say that selling value is almost always performed too narrowly, I mean:
Stop selling value only as a sales methodology
Especially in today’s complex B2B world, the arc of the customer experience is slivered into contacts with a multitude of organizations/roles in your company: Marketing, sales development, inside sales, outside sales, application engineering,/technical sales, underwriting, account management, implementation teams, customer success managers, account managers, customer service, technical support, billing/accounts receivable…and more, I’m sure. Every touchpoint with your customer represents a human connection with some aspect of customer value. As a sales performance professional, I can guarantee you that your sellers have only a tunnel-vision view into the full arc of customer value that your company creates with any customer.
Knowing this, how crazy is it to assume that the only group whose job it is to gather information on value..and then sell it.. is your sales force?
It gets worse. How crazy is it to use customer value only to sell? A huge resource goes untapped when (only) sales fails to carry value insights back to those in product/service design, product management, shipping, servicing, manufacturing, logistics, purchasing, scheduling, etc. I have lived a corporate culture where customer-perceived value is the pervasive mantra.
Are you happy with how much you're selling...and how much you're selling it for? Improving both means getting your customers to perceive the value your offer provides them.
Do you know what value you provide for your customers? Don’t feel bad. According to McKinsey & Co., only about a quarter of directors on big company boards could describe their company’s value.
And yet, the purpose of a profitable business is providing more value to a customer than it costs to deliver.
Mark brings over three decades of sales, marketing, and corporate leadership experience to his clients all around the world. His wide-ranging experience has given him a unique perspective into
These cultures are built for long term success, increase customer satisfaction, employee engagement, and yes, increase shareholder value.
Mark uses simple tools and a common language of customer value you can use throughout your organization. He has developed tools, training, an upcoming book, and coaching skills to make it easy to integrate.
If your company works in the business-to-business arena, we can combine world-class sales methodologies with a value-centric culture shift. When sales, customer service, marketing, product development, engineering -- every aspect of your company –has a clear line of sight to "customer value ", your entire company can become value focused. Visit www.boundyconsulting.com or contact Mark at mark@boundyconsulting.com, or 602.374.3020.|Are you happy with how much you're selling...and how much you're selling it for? Improving both means getting your customers to perceive the value your offer provides them.
Do you know what value you provide for your customers? Don’t feel bad. According to McKinsey & Co., only about a quarter of directors on big company boards could describe their company’s value.
And yet, the purpose of a profitable business is providing more value to a customer than it costs to deliver.
Mark brings over three decades of sales, marketing, and corporate leadership experience to his clients all around the world. His wide-ranging experience has given him a unique perspective into
These cultures are built for long term success, increase customer satisfaction, employee engagement, and yes, increase shareholder value.
Mark uses simple tools and a common language of customer value you can use throughout your organization. He has developed tools, training, an upcoming book, and coaching skills to make it easy to integrate.
If your company works in the business-to-business arena, we can combine world-class sales methodologies with a value-centric culture shift. When sales, customer service, marketing, product development, engineering -- every aspect of your company –has a clear line of sight to "customer value ", your entire company can become value focused. Visit www.boundyconsulting.com or contact Mark at mark@boundyconsulting.com, or 602.374.3020.|Are you happy with how much you're selling...and how much you're selling it for? Improving both means getting your customers to perceive the value your offer provides them.
Do you know what value you provide for your customers? Don’t feel bad. According to McKinsey & Co., only about a quarter of directors on big company boards could describe their company’s value.
And yet, the purpose of a profitable business is providing more value to a customer than it costs to deliver.
Mark brings over three decades of sales, marketing, and corporate leadership experience to his clients all around the world. His wide-ranging experience has given him a unique perspective into
These cultures are built for long term success, increase customer satisfaction, employee engagement, and yes, increase shareholder value.
Mark uses simple tools and a common language of customer value you can use throughout your organization. He has developed tools, training, an upcoming book, and coaching skills to make it easy to integrate.
If your company works in the business-to-business arena, we can combine world-class sales methodologies with a value-centric culture shift. When sales, customer service, marketing, product development, engineering -- every aspect of your company –has a clear line of sight to "customer value ", your entire company can become value focused. Visit www.boundyconsulting.com or contact Mark at mark@boundyconsulting.com, or 602.374.3020.
Do you know what value you provide for your customers? Don’t feel bad. According to McKinsey & Co., only about a quarter of directors on big company boards could describe their company’s value.
And yet, the purpose of a profitable business is providing more value to a customer than it costs to deliver.
Mark brings over three decades of sales, marketing, and corporate leadership experience to his clients all around the world. His wide-ranging experience has given him a unique perspective into
Creating corporate cultures centered on customer-perceived value.
These cultures are built for long term success, increase customer satisfaction, employee engagement, and yes, increase shareholder value.
Mark uses simple tools and a common language of customer value you can use throughout your organization. He has developed tools, training, an upcoming book, and coaching skills to make it easy to integrate.
If your company works in the business-to-business arena, we can combine world-class sales methodologies with a value-centric culture shift. When sales, customer service, marketing, product development, engineering -- every aspect of your company –has a clear line of sight to "customer value ", your entire company can become value focused. Visit www.boundyconsulting.com or contact Mark at mark@boundyconsulting.com, or 602.374.3020.|Are you happy with how much you're selling...and how much you're selling it for? Improving both means getting your customers to perceive the value your offer provides them.
Do you know what value you provide for your customers? Don’t feel bad. According to McKinsey & Co., only about a quarter of directors on big company boards could describe their company’s value.
And yet, the purpose of a profitable business is providing more value to a customer than it costs to deliver.
Mark brings over three decades of sales, marketing, and corporate leadership experience to his clients all around the world. His wide-ranging experience has given him a unique perspective into
Creating corporate cultures centered on customer-perceived value.
These cultures are built for long term success, increase customer satisfaction, employee engagement, and yes, increase shareholder value.
Mark uses simple tools and a common language of customer value you can use throughout your organization. He has developed tools, training, an upcoming book, and coaching skills to make it easy to integrate.
If your company works in the business-to-business arena, we can combine world-class sales methodologies with a value-centric culture shift. When sales, customer service, marketing, product development, engineering -- every aspect of your company –has a clear line of sight to "customer value ", your entire company can become value focused. Visit www.boundyconsulting.com or contact Mark at mark@boundyconsulting.com, or 602.374.3020.|Are you happy with how much you're selling...and how much you're selling it for? Improving both means getting your customers to perceive the value your offer provides them.
Do you know what value you provide for your customers? Don’t feel bad. According to McKinsey & Co., only about a quarter of directors on big company boards could describe their company’s value.
And yet, the purpose of a profitable business is providing more value to a customer than it costs to deliver.
Mark brings over three decades of sales, marketing, and corporate leadership experience to his clients all around the world. His wide-ranging experience has given him a unique perspective into
Creating corporate cultures centered on customer-perceived value.
These cultures are built for long term success, increase customer satisfaction, employee engagement, and yes, increase shareholder value.
Mark uses simple tools and a common language of customer value you can use throughout your organization. He has developed tools, training, an upcoming book, and coaching skills to make it easy to integrate.
If your company works in the business-to-business arena, we can combine world-class sales methodologies with a value-centric culture shift. When sales, customer service, marketing, product development, engineering -- every aspect of your company –has a clear line of sight to "customer value ", your entire company can become value focused. Visit www.boundyconsulting.com or contact Mark at mark@boundyconsulting.com, or 602.374.3020.
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