Sellers are facing a tough go-forward environment. Spending freezes, lower executive clip levels, and the dreaded cross functional approval board, the COVID committee. AS a result, 47% of buyers indicate they’ve already put off one or more purchases due to the crisis, with more to come.
The increased need for a value-focused approach is certainly upon us, and in fact in a recent survey, 66% of buyers say the value and ROI of a proposed solution are important to sign-off. However, less than 16% of sellers are adept at delivering business value assessments and ROI analysis. How important is this value gap and what could this be costing your organization in stalled deals and lost sales?
In this interview with Julie Thomas, CEO of Value Selling Associates, we discuss the importance of taking a value first approach to selling today, and the importance of proper discovery, communication and quantification of  business, organizational and personal value to bridge the value gap.
https://www.linkedin.com/in/julieathomas/
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