For years, sales and marketing executives have understood the power of value-based selling: the ability to generate business based on customer value, as opposed to relying solely on product features, personal relationships and low price. But companies have found it difficult to implement value-based selling throughout their organizations.
"Value-Based Selling: Building a Best-in-Class Capability for Sales Effectiveness," a study prepared by the Aberdeen Group and commissioned by ZS, demonstrates the importance of value-based selling and reinforces the urgency for sales and marketing organizations to improve their value-based selling capabilities.
Ty Curry, Managing Principal
Managing Principal Ty Curry talks about key findings from the study:
How Best-in-Class Companies Embrace Value-Based Selling
Making Segmentation Work for Value-Based Selling
Why Top Sales Organizations Use a Clearly Defined Sales Process
Prepared by The Aberdeen Group; Commissioned by ZS Associates
More than 200 companies participated in a study commissioned by ZS that analyzed value-based selling. The findings show that best-in-class companies—top-performing firms in terms of customer retention, average growth and deal size—consistently implemented value-based selling practices at a far higher rate than average.
Download the Aberdeen study
In a ZS interview, Ty Curry highlights specific findings from the Aberdeen study and discusses implications for companies that effectively implement this powerful approach to selling.
Download the ZS interview with Ty Curry
By Mike Moorman, Linda Vogel
The sales profession is entering a new era where value-based solution providers hold the keys to success.