Stop Losing Deals on Price: How to Sell Value Like Top 1% Reps (ft. Former SKF Global VP) скачать в хорошем качестве

Stop Losing Deals on Price: How to Sell Value Like Top 1% Reps (ft. Former SKF Global VP)

Download my free cold calling system📲 👉https://techsalesaccelerator.framer.w... Are you an SDR or AE who wants to master outbound? 🤔 Apply to Tech Sales Accelerator! 👉https://calendly.com/chrisbussingchan... Book Me For Corporate Speaking & Training 🗣️ 👉https://calendly.com/chrisbussingchan... In this video, Todd breaks down value selling and shows you how to get paid more, close more deals, and increase profitability and customer satisfaction. Connect With Todd 👉 https://www.linkedin.com/in/toddsnelg... Todd's Books 👉 https://expertsinvalue.com/books Timestamps: 00:00 - Why Value Selling Matters for Sellers and Organizations 02:59 - How Value Selling Speeds Up Sales Cycles 03:40 - The Impact of Value on the Balance Sheet 04:55 - Procurement and Buying on Best Value 06:11 - Value is Different for Everybody 07:49 - Justifying Price with Value, not Relationships 09:42 - Simplifying Value and Value Drivers 12:21 - Research Ahead of Time and Asking Better Questions 13:04 - Using Industry Benchmarks to Create Urgency 15:53 - Value for Time Exchange in Sales 17:28 - Don't Bury the Lead: Lead with the Value and Potential Opportunity 21:20 - The Power of Benchmarking and Credibility 21:51 - Potential Value vs. Realized Value 23:53 - Net Dollar Retention and Sustained Value for SaaS 27:11 - The Importance and Structure of Quarterly Business Reviews (QBRs) 30:30 - Total Cost of Ownership (TCO) vs. Total Profit Add 35:27 - Implementing Value Selling: The 10-Point Plan ABOUT ME: I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential. »»» Subscribe for weekly tips to help you SELL more and LIVE more! ««« #b2bsales #techsales #salestraining #sdrtraining #techsalestraining #salesdevelopmentrepresentative #outboundsales #salestrainer #salesspeaker