No question, in economically uncertain times, we all feel a deep need to “convey a clear sense of value” to our customers.
In fact, if we were to create a word cloud of the B2B sales discourse across the last 12 months, I imagine the word “VALUE” would dominate the result. It’s everywhere.
But what exactly does it actually mean to “sell value?” And why does it often seem like such a struggle?
Have you ever laid out to customers a crystal clear case for the value of your solution only to be met with a “Yes… but…?" It’s maddening.
But…, from the customer’s perspective, it’s also completely understandable.
In Breakdown Episode 22, I break down “Value” and how we can completely rethink our “Value approach” to drive real growth rather than customer vacillation.
