Next Class:

Value Selling Maturity: Key to Sales in Tight Times

July 23, 2009
9am Pacific, 12pm Eastern

What it's about...

Customers only buy if they can see the value in your offerings. Yet many ISVs are missing sales because they can't convincingly convey that value, despite widely-followed sales methodologies.  How do you successfully sell on value?

Learn about...

• Why it's so hard to show and sell on value
• The Value Selling Maturity Model
• Creating marketing messages that fill the sales pipeline
• Quantified value raises closing rates and prices paid
• Qualifying on value economically increases sales call yield
• Appropriate use of dashboards and calculators such as Web ROI™
• Case study – increasing high-value high-tech sale
• Conventional sales methodology approaches to value selling
• Why selling on features/benefits gives low payback
• Powerful Problem Pyramid™ gets the requirements value right
• ROI Value Modeling™ method links costs to value
• 10 seldom-recognized pitfalls that undercut most ROIs

So if your customers are telling you they just don't see the value...

Register today...