10 ways to add value

Brandon Morgan shares 10 ways to be valuable to your customers:

1. Solve problems. Know your industry and customers. Show how you've helped others.

2. Fix unused products. Talk about it openly. It builds trust and speeds up deals.

3. Share usage data. Show where they're using your product well and where they can improve.

4. Improve product use. Watch how they use it. Show how your company uses it.

5. Highlight achievements. Remind them of problems solved and ROI gained.

6. Teach about your product. Organize customer events and make short demo videos.

7. Discuss industry trends. Share unique insights from your work with other customers.

8. Show value others get. Talk about use cases and key metrics from other clients.

9. Connect internal teams. Recap conversations with different departments and your plans to help.

10. Help with internal pitches. Let them practice their pitch on you. Create materials they can use.
    

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The 83% rule

Jen Allen-Knuth talks about "selling like a buyer" on the Great Day in Sales Podcast.

Here's what salespeople can learn from her:

• Understand buyer perspectives. Don't just push products.

• The sales experience is 53% of a buyer's decision. Make it count.

• Buyers spend 83% of their time without salespeople. Be valuable when you're with them.

• Join online communities your buyers use. Learn their language and concerns.

• Research industry events. Know what topics interest your buyers.

• Understand why buyers resist change. Address their fears about new solutions.

• In team meetings, focus on the content of communications, not just metrics.

• Train account executives in prospecting when moving to full-cycle sales.

• Become a subject matter expert in your field. Share knowledge beyond your product.

• Don't cold text. Focus on the message, not just the channel.

2 quick practices to sell "value"

Nate Nasralla explains on LinkedIn how to effectively "sell value" in sales.

Here’s his value-selling playbook:

Define Value:

• Positive Outcomes minus Negative Outcomes

• The gap between two potential futures

Negative outcomes: Go beyond immediate costs and explore deeper consequences, like reduced revenue leading to higher acquisition costs and market challenges.

• Immediate cost (e.g., $2M lost ARR)

• Business impact (e.g., inflated CAC)

• Strategic consequences (e.g., poor GTM efficiency)

Positive outcomes: Use the same metrics to highlight benefits. This contrast helps buyers see value clearly.

• Mirror the metrics used for negative outcomes

• Highlight the contrast for easier decision-making

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