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On-Demand Webinar: Secrets to Selling with Value

Value add. Sell on value. Differentiation through value. Create value. Be of value.

Everywhere you look, sales experts and pundits are talking about the importance of value in sales. And they're right.

Based on our newest research, the 16% of sales organizations that drive value for their buyers are more likely to grow revenue, have higher win rates, and retain top sellers.

In this webinar, Mike Schultz, President of RAIN Group and Director of the RAIN Group Center for Sales Research, shares new research on what Value-Driving Sales Organizations do and the surprising results they are able to achieve compared to their counterparts.

You'll learn:

  • 7 areas where Value-Driving Sales Organizations excel
  • The surprising impact value has on seller motivation
  • The top sales skills exhibited by Value-Driving Sales Organizations
  • The effect of value on client satisfaction and a company's ability to expand business in accounts
  • Exactly what you need to do to become a Value-Driving Sales Organization

If you want to know what it really means to drive value for your buyers and what you need to do make value a focus at your company, this webinar is a must-see.

Click here to access the on-demand webinar. 

 

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Additional Reading
The #1 Way to Decrease Anxiety and Gain Leverage in Sales Negotiations

Alison Brooks and Maurice Schweitzer, two researchers at the Wharton School at the University of Pennsylvania, conducted an experiment to induce varying levels of anxiety among negotiators.

One group was subjected to the not-so-melodious screeching strings from Psycho. The other group was treated to calming Water Music by Handel. After listening for a while, the groups were sent off to conduct simulated negotiations.

5 Sales Strategies for When Buyers Go Cold

By: Mike Schultz and Jason Murray

After three months of talking and promises of moving forward, your fully qualified, enthusiastic champion is ready to pull the trigger. You send them a proposal and…silence.

How to Maximize Prices and Improve Margins

With increased product and service commoditization, sellers in almost every industry complain about price pressure and shrinking margins.

At the same time, there are some sellers and sales organizations who are consistently winning sales against lower-priced competitors and growing their margins.

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