Infographics

Ten Top Tips for Value-Based Selling

01 March 2017

Selling based on value is a well-established approach. Unless you sell a commoditised product, it is essential to communicate the value that your product or service offers, that differentiates you from your competitors. Without a clear understanding and justification for the value you provide, your margin is eroded and your pricing model undermined.

What is more, the customer is in control and loyalty is a hard won prize. To retain valuable customers and build long-term profitability for your business, a customer centric model with the customer’s needs at its heart, is essential. Customer loyalty is intrinsically tied to customer success. Forward looking companies understand that the quicker a customer can recognise the value of a newly purchased product and service in real terms – typically financial – the more likely they are to be retained and grown. Customer success teams are fast becoming an essential function within those businesses, working proactively to ensure the life-time value of a customer is realised.

Aligning your teams, resources and staff to successfully deliver value can be challenging, given that the definition of success is unique to each client and will change over time. Investment and resources need to be focused around the needs of your priority clients within a key account framework supported by well qualified, profiled data sets. In addition, a multichannel approach is important to ensure the right channel is used at the right time to effectively communicate the value you offer.

Telemarketing sits perfectly within a customer centric approach where developing trust and clearly articulating the value that you bring to the relationship is critical. At the start of the process it can help you build a clean, accurate, profiled database in line with your target audience. It enables you to carry out research to understand the market environment, industry drivers and develop thought leadership in key areas. It enables you to reach the right people in the relevant organisations and continue a dialogue with them, gaining further insight into their needs and allowing you to communicate the competitive advantage you provide, and how your expertise can help them meet their goals. And it can be used post sale to on-board and provide that all important customer success delivery.

This personalised approach, and the trust and understanding it supports, creates a foundation for long-term sustainable partnerships and a successful value-driven approach. View our infographic for ten key points for value-based selling success.
top-tips-for-value-selling-infographic-_700x1750.jpg

Related articles

10 key essentials of a remote sales model

10 key essentials of a remote sales model

Wednesday, May 27, 2020
Find out more
High Quality Customer Care: 10 Steps to Call Handling Success

High Quality Customer Care: 10 Steps to Call Handling Success

Friday, April 3, 2020
Find out more
The Telemarketing Company - 30-year anniversary timeline

The Telemarketing Company - 30-year anniversary timeline

Thursday, February 27, 2020
Find out more
Tailoring your sales and marketing strategy

Tailoring your sales and marketing strategy

Monday, December 2, 2019
Find out more

Our full range of telephone services

Data Services

High quality, profiled data

Data Cleansing
Data Cleansing
Clean, up-to-date data delivers better quality leads and boosts sales
Read more
Data Enrichment
Data Enrichment
Data enrichment enables you to connect better with your target audience
Read more
Email Opt-ins: GDPR
Email Opt-ins: GDPR
Do you have a clean, compliant, opted-in database?
Read more

Pre Sales Research

Actionable insight to inform your sales and marketing strategy

Pre Sales Research
Pre Sales Research
Arm your sales and marketing teams with clear customer intelligence and accurate data.
Read more

Telemarketing

Want more opportunities to drive revenue?

Lead Generation
Lead Generation
High-quality lead generation at every stage of the customer journey
Read more
Call Handling
Call Handling
We can provide your customers with an expert, personalised service - making every interaction count
Read more
Appointment Setting
Appointment Setting
Successful appointment setting requires meaningful human interaction with senior decision makers
Read more
Lead Management
Lead Management
Improve lead flow, quality and conversion
Read more
Event Marketing
Event Marketing
Engage high value attendees and drive registrations
Read more
Lead Qualification / Nurture
Lead Qualification / Nurture
Move leads through the funnel more strategically with our expert lead qualification and lead nurturing services
Read more

Sales

Results drive, expert sales

Telesales / Inside Sales
Telesales / Inside Sales
Flexible, high performance transactional telesales and complex inside sales services.
Read more
Account Based Marketing
Account Based Marketing
Increase profitability, reverse churn and increase customer lifetime value.
Read more

Post Sales Research

Is your customer intelligence keeping pace with your business goals?

Welcome Calls
Welcome Calls
An effective welcome call helps to create a foundation for a lasting relationship.
Read more
Customer Satisfaction
Customer Satisfaction
Gain a more nuanced view of your customers’ experiences through phone-based surveys.
Read more
Treating Customers Fairly / Compliance
Treating Customers Fairly / Compliance
An FCA authorised and regulated business, our expert team can help you meet your TCF compliance needs.
Read more