November 21, 2024 - Ascender Insights: Beating a Slow Economy with Value-Based Selling [Event Recap]
Joe Huber
Member [Pro], Administrator Posts: 283
Jörn Wozny joined the Ascender team to talk about how he tailors Value-Based Selling to his approach. This event covered some insight from someone who's located in EMEA (Germany), as well, so if you have questions or want to hear more from Jörn, be sure to tag him in the comments!
Talking points included:
- Framing your approach
- Moving away from "nice-to-have" and becoming a "must-have"
- Buyer perception
- Becoming important to their business's success
- Becoming important to the person's success
- This is how Jörn sets up his value-based approach
- Value Pyramid - on slides
- Value matrix
- Some specific examples of how to get to the Economic Buyer
- Value-Based Selling (Check resources below for more!)
- Execute effective discovery to uncover business pains and
outcomes - Create justification for an urgent and premium solution
- Help them define requirements for a solution that
achieves their PBOs (and favors your solution) - Pull your solution’s value and differentiation into
negotiations - Provide the proof
- Execute effective discovery to uncover business pains and
- How to position yourself
- Getting beyond features
- Remember that you'll still need
- Proof points
- Customer stories
- Testimonials
- Tie into Core-Business problems and pain points
- How Jörn uses Ascender
- Content to stay current on trends
- Community forums to ask questions
- Community forums to exchange experiences with people from multiple backgrounds
- Community events for trends and to speak with experts
- Curriculum to build a foundation
Let us know what thoughts you have in the comments!
Additional Resources
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