Guest Blog by Carlos Nouche
As senior executives, we all understand having to make decisions based on the value or impact to the organization. We can’t have it all, so we prioritize based a return on investment mindset. Do our sales teams understand the same meaning of value and how it affects the organization’s ability to sell and position ahead of the competition?
Every person and every company has different measurements and thresholds for how value is measured and what is relevant. Does your sales team understand value from the perspective of your prospects? Is your team able to uncover that value and develop a connection back to your product/service/solution?
In general, value is defined as the relative worth, impact, merit, or importance the customer achieves by addressing a business issue. In commerce, it is the perceived impact or worth of the purchase. People buy products, services and solutions that add real value or benefit to them. This value can be categorized as either business value or personal value.
How can your sales and marketing organization uncover value and understand the customer's perspective of it? Following are a few strategies your sales team can use to determine your prospective customer’s view of value:
How long does it take you to do X task?
How many do you do a week, month, year?
If we automated that, would that give you Y impact?