Things to think about when you target the mid-market with value selling

Who are the mid-market?  In this instance, the “mid-market” tells us about a company’s size. Across industries worldwide companies come in many different sizes. It is the size of the company that decides which market segment they fall into. The middle of the market, or mid-market segment is made up of companies that have typical deal sizes that, roughly speaking, span from a low five-digit amount to a high six-digit amount.   In this blog we will discuss […]

5 pitfalls to avoid when building your value management practice

More and more, companies are implementing sales value management practices to focus their sales strategies on the exclusive benefits that their products and solutions offer to customers, rather than on their functions and features. This holistic approach demonstrates the real value (product – advantage – benefit!) to customers and the additional economic profit and savings […]