Artwork

Content provided by Genius Drive. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Genius Drive or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Player FM - Podcast App
Go offline with the Player FM app!

Better Adoption: The Key to Value Selling Success

31:21
 
Share
 

Manage episode 445434322 series 3512769
Content provided by Genius Drive. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Genius Drive or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley discuss the findings from a joint research project with Alex Smith, focusing on the adoption and impact of value selling in B2B sales.

The trio explore how value selling is becoming mainstream, the significant positive effects on sales performance metrics, and the challenges organizations face in achieving widespread adoption among sales teams. The conversation emphasizes the importance of value automation, training, and support to enhance sales effectiveness and drive revenue growth.

TAKEAWAYS

  • Value selling is increasingly recognized as essential in B2B sales.
  • 96% of respondents believe value selling leads to better performance.
  • Companies using value selling report a 48% increase in win rates.
  • Only 19% of salespeople consistently follow value selling processes.
  • Over 80% of companies have implemented value automation tools.
  • Training and enablement significantly improve adoption rates.
  • Simplicity in value selling processes is crucial for salespeople.
  • A strong business value team can enhance sales enablement efforts.
  • Organizations must focus on driving adoption among the majority of salespeople.
  • Investing in value selling yields substantial returns on revenue growth.

  continue reading

77 episodes

Artwork
iconShare
 
Manage episode 445434322 series 3512769
Content provided by Genius Drive. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Genius Drive or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

In this episode of the Value Coffee Talk podcast, Tom Pisello and April Morley discuss the findings from a joint research project with Alex Smith, focusing on the adoption and impact of value selling in B2B sales.

The trio explore how value selling is becoming mainstream, the significant positive effects on sales performance metrics, and the challenges organizations face in achieving widespread adoption among sales teams. The conversation emphasizes the importance of value automation, training, and support to enhance sales effectiveness and drive revenue growth.

TAKEAWAYS

  • Value selling is increasingly recognized as essential in B2B sales.
  • 96% of respondents believe value selling leads to better performance.
  • Companies using value selling report a 48% increase in win rates.
  • Only 19% of salespeople consistently follow value selling processes.
  • Over 80% of companies have implemented value automation tools.
  • Training and enablement significantly improve adoption rates.
  • Simplicity in value selling processes is crucial for salespeople.
  • A strong business value team can enhance sales enablement efforts.
  • Organizations must focus on driving adoption among the majority of salespeople.
  • Investing in value selling yields substantial returns on revenue growth.

  continue reading

77 episodes

All episodes

×
 
Loading …

Welcome to Player FM!

Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.

 

Quick Reference Guide

Copyright 2025 | Privacy Policy | Terms of Service | | Copyright
Listen to this show while you explore
Play