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The Value People
The Value People are an international collaboration of experts from Sales Training, Consulting and Coaching, with the mission to bring B2B Sales up to date with the present - and to ensure innovative products get the success they deserve.
What is going on with sales and marketing?
Have you ever faced a situation where you are able to successfully convince specific roles at the customer – but still cannot close the deal in the expected time frame?
Do you think your customers decide based only on price and available budget?
Are you addressing a gazillion customers but can close only a few deals?
Why are the others more efficient winning the deals?
Do you find it difficult to convince customers of the value of your innovative solution?
- 90% of start-ups fail.
- 86% of heads of sales are unhappy with their sales performance.
- 63% of customer loyalty is governed by the sales behavior, not by product or price.
A lot of these issues can be traced back to the ‘value’ of your offering for customers– be it really the product value itself, of be it the way how you are generating value for your customers in the sales and marketing process.
Customer Business Value is the key
If you want to sell something, you need to answer three very basic questions for your prospective customers:
- Why should I even talk to you?
- Why should I buy anything?
- Why should I buy it from you?
And in order to answer those questions, you need to make sure that your customers perceive some sort of value for themselves:
If something is not valued, it gets ignored – not bought.
But this value does not only need to be in the product itself – in order to engage people, and keep them engaged, the marketing and sales process itself needs to provide value.
This leads to the concept of the Customer Business Value (CBV) centric Go2Market, where value is created, communicated, and appropriately leveraged at every point of the Go2Market process, from product creation, through marketing to sales.