Grow your sales margins with value management

This week our post talks about how showing customers your true value, and avoiding the typical hefty discounts, helps you to grow your sales margins.   In 2020 we witnessed a great year as the pandemic hit and software companies surpassed their targets. But 2021 was a bit more challenging – and 2022 looks like it […]

The future of software sales

Our blog this week talks about the future of software sales. Keep reading to find out how business value management can help you win in the new normal.  The worldwide chaos during the pandemic sped up digital transformation across many companies. Working from home through the lockdowns has greatly changed businesses. Software sales, and how […]

Grow average deal sizes with business value management

What strategies do you use to boost your sales and grow average deal sizes? Let’s face it, every sales rep wants to grow the total size and revenue of any available deal or opportunity, but in B2B software sales closing a deal is becoming more and more of a challenge, never mind growing one.   Have you ever hit a rock bottom profit […]

Shorten your sales cycle with value management

How do you shorten your sales cycle? B2B sales can be long and dragged-out dealings, especially for software and telco vendors. Keep reading to find out how you shorten your sales cycle by applying business value management.   What is the sales cycle? To start, we need to explain the sales cycle. The sales cycle, in essence, is all the little and large steps […]

Onboarding: 5 key skills your value engineers need

In this world of digital transformation, if you’re a software, hardware or telco vendor, driving sales through business value is now more important than ever. In our post this week we talk about some of the key skills that your value engineers need to have. And we explain five main traits to keep in mind when you’re onboarding new people to your value team.   Some history on value engineering Nearly two decades ago, the first business value teams were created. These started in companies like SAP and Oracle. Back at that time, the profile of a value engineer was not clear-cut. […]