The Importance of Scaled Value Selling in a Tough Economic Climate

While the world is bouncing back, the economic impacts of the pandemic are still being felt across industries and borders. Organizations are putting expenditure under the microscope, scrutinizing every purchase decision. Sales and customer success teams must be ready to make a strong case for every opportunity, backed by substantiated and specific customer value delivered. And that calls for a scalable value selling solution.

THE NEED FOR GREATER VALUE SELLING COMPETENCY
With CFOs paying closer attention to every purchase decision, sales organizations need to elevate value selling skills and strategies across departments—including customer success teams as well as sales and marketing. In the subscription economy, renewals are just as important as acquisition.

• Re-think your current value selling practices
  Disparate and outdated methods, from Excel macros to bespoke tools, do not allow scaling of best practices across teams and divisions.
• Take stock of your business value resources
  Assess whether or not the models you are producing can be scaled, shared, and repeated to monitor post-sale value delivery.
• Better prepare your people
  Sales teams should be able to demonstrate the bottom-line value your solution provides for every opportunity, even to financial experts.

CFOs are tightening the reigns on spending

• Pandemic-induced slowdowns ripple across the global economy
• Only essential purchases being made at many organizations
• Increased financial scrutiny of tech spending at every level

MAKE BUSINESS VALUE MODELS THE BENCHMARK FOR SUCCESS
The sales process no longer ends with acquisition. When it comes time to renew, both buyers and sellers should look to business value models to determine how successful the relationship proved to be.

• Extend value post-purchase
  Give your entire sales force the tools they need to retain customers by monitoring business value across the lifecycle.
• Create shared models and shared knowledge
  Take a scalable approach to ensure global sales, sales engineering, and customer success teams all have access to data and models that work.

INVEST IN THE FUTURE WITH AUTOMATION AND EASE
Fierce competition and increasing globalization will continue to amplify the importance of value over features and functions. To gain market share and increase deal size, companies need to invest in technology to streamline, simplify, and scale value selling.

• Embrace automation
  Look for a solution that uses automation to collect data, project outcomes, and monitor value after purchase. Streamline processes and make it easy to lead with value-based conversations at any stage of the customer journey.
• Move to the cloud
  Scale to meet expanding sales force needs and empower all of your customer-centric teams with a cloud-based platform.
  Share data, insights, models, and outcomes across the enterprise by centralizing knowledge and tools.

Up to 90% of the buyer-seller relationship now takes place after the initial purchase 1

LEVEL-UP YOUR SALES CONVERSATIONS WITH SCALED VALUE SELLING
Heightened financial scrutiny makes it more important than ever to clearly demonstrate the value your solution can deliver for any opportunity, including renewals. Today’s sales leaders are scaling value selling with tools like ValueCloud® to elevate enterprise-wide outcomes. Discover what it could do for your organization at decisionlink.com/valuecloud.

1 IDC Perspective, “Value Selling: The Only Way to Close,” April, 2020.