DECISIONLINK

01/30/2023

Your reps are selling on the your solutions deliver. You've trained them on how to elevate their buyer conversations. But, you're not seeing the results you expected. Why is that?

We've compiled tip sheet with the top 7 value selling mistakes that we see in the market. The good news is, they can be fixed!

What tips did we miss?

Download the tip sheet: https://hubs.li/Q01zdFwP0

You've elevated your sales efforts to focus on value but there's always room to improve. In this one-pager, learn 7 common value-selling mistakes.

01/26/2023

When having conversations around business outcomes, its easy to get caught up in the math. But the best value sellers will tell you that's a mistake.

In our episode of with Chris Dowse from Smartsheet, we talked about the importance (and critical nature) of storytelling in value selling. Not only does it make your numbers more compelling, it helps align your metrics to the journey of your buyers.

Listen to the full podcast episode with Chris Dowse: https://hubs.li/Q01zdDNN0

01/25/2023

A recent McKinsey report found that when B2B companies have a modern, omnichannel go-to-market process that encourages , companies see a 5-10% lift from increased relevance and engagement and 20-25% higher sales and efficiency.

If you’re not implementing a personalized approach with prospecting, it can (and will!) actively work against you.

Reframe every conversation about what matters to each unique buyer and persona, your results will soar.

Read the full blog: https://hubs.li/Q01zdzs80

When making a purchase, customers nowadays demand more. The best way to stand out from the competition? Sales teams need to get personal.

01/19/2023

We often talk about the benefits of Customer Value Management (or CVM) on a business (improved revenue, customer satisfaction and NRR), but there's another meaningful aspect—it's impact on professional relationships.

Check Tim Page's latest article in Forbes on how reframes business conversations and deepens relationships with your buyer: https://hubs.li/Q01yBvdz0

01/18/2023

Many times, when we talk about , we focus on the business of a product or service -- quantifying its tangible benefits in order to demonstrate its impact.

But value is ultimately about perception, which means that there are ways to realize value without altering anything about the way the product itself works.

Read our blog on the concept of a value enhancement and learn how you can improve the perception of your product to boost loyalty and satisfaction: https://hubs.li/Q01yqXBk0

In this blog, we share how, by improving how customers perceive your product, you can increase both customer satisfaction and loyalty.

01/11/2023

CFOs today are in the drivers seat of their organizations. And they understand the weight of the responsibility that they're tasked with.

DecisionLink CFO, George Li, penned an open letter to his peers about the things that he is taking into account amid today's economic climate, and provides his recommendations of how to go forward strategically and impactfully, while keeping costs and the need for innovation in mind.

Read the full letter:

In this blog, we discuss why CFOs are so important today as they lead their companies through these uncertain economic times that are before us.

01/10/2023

SKO season is upon us. In the next few weeks, sales teams everywhere will be figuring out their strategy for reaching (nay, exceeding!) their aggressive 2023 goals.

Today, the role of a salesperson is HARD WORK -- with the scrutiny from CFOs for every expense, discount negotiations and late-stage attempts to convince your buyer "why buy now."

ValueCloud has helped hundreds of sales teams how to bring conversations around business outcomes into sales cycles early and customers have seen results like:
🏆4.9X Win Rate Improvement
💵93% Increase in Average Sales Price
👍17% Reduction in Discounts

Check out our new video on how ValueCloud can help Sales teams win big in the new year:

ValueCloud® gives your sales team data-backed confidence, greater value selling agility, and the ability to close more deals with speed and scalability.

01/05/2023

How is your strategy evolving in 2023? With larger than ever buying committees, prospects looking to self-educate and CFOs approving every expense, marketers need to shift (quickly!) to market the business impacts their solutions deliver.

ValueCloud can help marketing teams:
📣Generate better qualified leads from your website
📊Offer interactive ROI and value-based simulations for prospects
🔌Turbocharge your MarTech stack with a single line of embed code
🎯Ensure consistent branding and messaging across all externally facing assets
🤝Have a seamless handoff from Marketing to Sales

So, marketers, if you aren't leading with the economic impact of your solutions, what are you waiting for?

Learn more: https://hubs.li/Q01x4JnD0

01/04/2023

Who says generating value analysis has to take hours or days? What if we told you that sellers could create one in 5 minutes?

iCIMS sought to reduce friction in their sales cycle and make it easier for sales to articulate the value of their solutions. With a "5 steps, 5 minutes" process to build a value hypothesis, their results have been fantastic:
🏆94.5% Win Rate when using ValueCloud
💵2.9X Increase in Average Sale Price
⚡Implemented and trained their team in under 8 weeks

Read more about how iCIMS is scaling value conversations to win big in 2023: https://hubs.li/Q01x14Vg0

12/27/2022

If you're in , you've been hearing it from every conversation -- "What's the value of your solution to my business?"

If you're in , you've been hearing it in every conversation -- "What value you has your solution had on my business?"

The importance of a scalable value practice has never been so important to a business. What you offer brings value to your customers -- don't leave it on the table!

Listen to our podcast interview with Chris Dowse to hear his perspective on how to ensure you're communicating value pre-sale and post-sale -- and why that capability has never been so important: https://hubs.li/Q01wnnw-0

12/23/2022

Happy Holidays from the DecisionLink team! To you and your families, may you experience joy, peace and many blessings this holiday season.

12/23/2022

This season, DecisionLink was honored to spread holiday cheer at Prestonwood Court Assisted Living Center in Texas. Our team of elves delivered homemade cookies and handwritten cards, led Christmas carols for the residents and helped spread joy to this amazing community!

The smiles we received were priceless and it was our honor to give back in this way.