It’s ALL about value-selling

by | Oct 22, 2024

We recently took part in a webinar discussion with one of our partners, Mediafly.
This featured two Steve’s – Steve Robinson, our CEO, and Steve Richard, their SVP, Revenue Enablement, having a good chat about value-led selling.

For clarity, while there are varying interpretations and definitions, when we talk about value-selling, we are looking at how services and products can solve problems customers are experiencing.

The approach is built on a foundation of invested, trusted relationships based on actively listening to prospects to understand their needs. Then it’s about quantifying benefits, demonstrating ROI and ensuring any proposal aligns with client goals.

This may sound like obvious stuff, but the art is applying this methodology every single time and ensuring it is truly embedded within the sales process – and those things are harder than they seem, especially in large organisations dealing with sales across multiple products, diverse services and broad geographies.

Today, customer expectations are high and stakeholders are much more discerning. Plus, when faced with elusive decision-makers and complex buying committees there is a huge risk of losing deals to indecision.

Mediafly provides a platform for sales enablement tools that commercial teams need including: content management, value selling tools, prescriptive content analytics, and visual storytelling capabilities. Their goal is to help sellers build and deliver the perfect business case to buyers.

Click here for webinar

This webinar discussion explains why sales leadership strategy has to include and embed a value-selling approach at its core to address these challenges, and why sales teams must understand why there is really no other way to ‘do sales’ than this, in 2024 and beyond.

And there’s more!

Around the same time and because we genuinely feel so strongly about this topic, I recorded a chat with Steve Robinson on the same theme, to dig a bit deeper. This approach really is at the heart of our vision for our customers. Our expertise and experience is perfectly placed to coach leaders and teams on how to do this well and how to keep doing it well, with visible results.

Listen to the chat


Here’s what I asked him and this is the order in which it plays on the audio.

  • Why do you believe value selling is critical for today’s sales organisations?
    What are the key benefits compared to traditional selling methods?

  • What are some common challenges that sales leaders face when trying to implement a value selling approach, and how can they overcome these obstacles?

  • How can companies measure the success of their value selling initiatives?
    What key metrics should they be looking at?

  • What strategies do you recommend for training and developing sales teams to excel in value selling? How can leaders ensure their teams are consistently applying these principles?

  • How does value selling change the way sales teams engage with customers?
    Can you share an example of a successful customer engagement driven by value selling?

  • What role does technology play in enabling value selling?
    Are there specific tools or platforms you recommend to support this approach?

  • Looking ahead, how do you see the concept of value selling evolving over the next few years? What trends should sales leaders be aware of?

Are there other questions you’d like the answers to? Hit us up!

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