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TV #SalesChats / Sales Management / Apr 24, 2015 / Posted by Matthew McDarby / 3856

#SalesChats: New Value Drivers, with Matt McDarby


New Value Drivers For 2015 and Beyond #
SalesChats Episode 5

Understanding what drives value is one of the most important things for an organization. If you can’t bring value to your customers, you can’t sell to your customers. A landmark survey of over 799 executives was conducted in order to explore buyer perceptions of value. This survey asked two questions. The first is: in the last two years, have you made a significant purchase of a product or service from someone other than the low price provider? If they said yes, they were asked: Why did you do that? What was the number one reason that you chose to do business with that supplier? Matt McDarby discusses the results of this survey with John Golden and Martha Neumeister.

McDarby explores:

  • Why buyers make certain buying decisions, and why they make decisions based on things other than price
  • The top three value drivers for customers: Trust, feeling the product was the best fit for the organization’s needs, and feeling as if the salesperson understood the result they wanted to achieve and could help them achieve it
  • The importance of salespeople asking the customers what they want to achieve, and why many salespeople don’t do that initially
  • Avoiding reliance on the product demo, and setting the tone for success when you set a customer up with a free trial
  • How the changes in buyer behavior influence value drivers
  • The necessity of having a variety of different ways to assess what the buyer’s expected outcome is
  • Starting the process by adding value by looking for queues in buyer behavior, and then coming up with a specific and measurable next step for them to take
  • What sales leaders can do to operationalize value creation on behalf of their entire sales team

Our Guest

Matt McDarby

Matt is the founder of  United Sales Resources and Managing Director at Specialized Sales System, a sales performance company focused on sales management coaching and specialized sales system development. He is the author of The Cadence of Excellence and many sales white papers and advisory briefs.

Our Hosts

John Golden

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Martha Neumeister

Martha is social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.

About SalesChats

SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.

SalesChats is co-hosted by John Golden, CSMO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.

About Author

Matt is founder of  United Sales Resources and Managing Director at Specialized Sales System, a sales performance company focused on sales management coaching and specialized sales system development. He is the author of The Cadence of Excellence and many sales white papers and advisory briefs.

Author's Publications on Amazon

What would it be like if you had greater control over and impact on your sales team’s performance? What new opportunities would you be able to capture? What problems would you solve? What degree of personal growth would you experience? What about your people? Sales…
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In The Divine Comedy of Sales, Matt McDarby offers a clear view of great sales leadership by looking through the lens of the people being led. What are the qualities of the sales leaders you would be inclined to follow? What actions do they take…
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"The Ultimate Differentiator: The Sales Manager’s Guide to Talent Development" is for sales leaders who need to achieve growth in highly competitive or commoditized markets, where products and services alone provide little or no differentiation for customers.
Buy on Amazon

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