Mastering Value-Based Selling: A Go-to-Market Blueprint

FOLLOW the B2B Buyer Journey. CLOSE more pipeline!
#b2bsales #salesprocess #businessdevelopment

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In this video, Hannah Ajikawo, the CEO and founder of Revenue Funnel, is joined by Sagar Shukla, based on their shared passion for understanding and communicating customer value in conversations with prospects.

They discuss the importance of understanding and articulating value to customers. This candid conversation explores how businesses should make an effort to align their internal perception of value with what their customers perceive as valuable, creating a value-centric approach to the entire buying journey.

They also highlight how businesses must continually assess perceived value and adapt their approach as customer needs and markets evolve. The discussion is loaded with practical tips, anecdotes, and frameworks to guide businesses in transforming their approach to customer value.

00:18 Meet the Host: Hannah Ajikawo
00:51 Guest Introduction: Sagar Shukla
01:46 Sagar's Journey in the Enterprise Software World
04:01 The Birth of Foresight
06:25 Understanding Perceived Value
17:45 The Importance of Context in Value
22:54 The Importance of Context in Value Measurement
23:17 Identifying Patterns in Perceived Value and Real Results
24:09 The Role of Systematic and Orchestrated Value in Business
25:51 The Impact of Sales and Customer Success on Value Perception
26:13 The Difference Between Value-First and Non-Value-First Organizations
27:28 The Importance of Upskilling Sales Reps for Value Selling
28:06 The Role of Consultative Selling in Value-First Organizations
31:05 The Impact of Training and Enablement on Value Selling
31:33 The Shift from Product-Centric to Value-Centric Selling
32:05 The Role of Post-Sales Team in Value Selling
33:32 The Importance of Value Selling in the Enterprise World
35:32 The Role of Value Selling in De-Risking Decisions
47:05 The Importance of Delivering on Promised Value
49:30 The Role of Action in Value Selling

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What is Revenue Funnel?

Revenue Funnel is a consulting firm based out of London, UK that teaches B2B tech sales teams how to become experts at the B2B Buyer journey so they can convert 10-25% more pipeline.

Services: Sales Process Optimization | Sales & Customer Success Workshops | Sales Training
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[haddippaa]

Loved being on the show Hannah, thank you for having me!!

[gainforesight]

Thanks so much for featuring Sagar and Foresight!

[OnlineServiceByShumon]

I analyzed your YouTube channel. I really like your YouTube videos. But Some updating needs of your channel.