Elevate Your Total Value Experience with Bruce Scheer and Darrin Fleming
from ValuePros Show Hosted by Bruce Scheer and Darrin Fleming
Unlock the secrets to transforming your sales strategy with Bruce Scheer and Darrin Fleming as they delve into the Total Value Experience (TVE). Learn how to effectively focus on delivering customer value and improve your business outcomes. - Shift from selling technology features to focusing on customer business outcomes. - Utilize value tools like ROI calculators and value enablement techniques. - Overcome barriers such as product-centric perspectives and ineffective tools. - Implement a framework to build trust, understand needs, and deliver insights. - Enhance win rates, shorten deal cycles, and minimize discounting with value-led selling. 00:00 Buyers prefer sales-free experiences, demanding trusted advisors. 05:24 Total value experience: cumulative buyer interaction quality. 07:09 Buyers' remorse common post-contract; ensure first impact. 11:12 Current tools hinder enhancing buyer value experience. 14:30 Barriers, low value, and discount pressure hinder. 19:29 Right tools align seller-buyer around buyer's KPIs. 21:58 Four phases for delivering high-value experiences. 23:50 Lead with value to enhance win rate. 29:00 Providing tools for sellers to understand buyers. 33:11 Playbooks, training, and coaching for sales success. 36:57 Developing strategic alignment and sales self-sufficiency. 38:31 Creating a higher total value experience discussed. 41:02 Total value experience transforms the buyer journey.
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