To win in B2B, sales people have to be able to communicate the three-or-four key ways in which their solution creates value that its competitors do not. If they can do this, they have a better chance of winning the sales negotiation. LeveragePoint takes quantified value models based on Economic Value Estimation (EVE) and translates these into Value Messages that can be used by sales. Sales people access these through our sales tool and their CRM, where they can create value communications targeted at specific customers against the competitor in the deal. Information from sales is automatically available to sales and pricing. See the figure below.
LeveragePoint posts regularly on the impact that value-based selling can have on results.
Some of our best posts on value-based selling: