Larry Labat’s Post

𝐈𝐧 𝐒𝐚𝐥𝐞𝐬 𝐄𝐧𝐠𝐢𝐧𝐞𝐞𝐫𝐢𝐧𝐠, 𝐜𝐫𝐞𝐝𝐢𝐛𝐢𝐥𝐢𝐭𝐲 𝐭𝐫𝐮𝐦𝐩𝐬 𝐩𝐫𝐢𝐜𝐞 𝐞𝐯𝐞𝐫𝐲 𝐭𝐢𝐦𝐞. 𝐖𝐡𝐞𝐧 𝐜𝐨𝐦𝐩𝐞𝐭𝐢𝐭𝐨𝐫𝐬 𝐜𝐨𝐦𝐞 𝐢𝐧 𝐰𝐢𝐭𝐡 𝐥𝐨𝐰𝐞𝐫 𝐩𝐫𝐢𝐜𝐞𝐬, 𝐟𝐨𝐜𝐮𝐬 𝐨𝐧 𝐝𝐞𝐥𝐢𝐯𝐞𝐫𝐢𝐧𝐠 𝐯𝐚𝐥𝐮𝐞 𝐭𝐡𝐫𝐨𝐮𝐠𝐡 𝐞𝐱𝐩𝐞𝐫𝐭𝐢𝐬𝐞 𝐚𝐧𝐝 𝐭𝐚𝐢𝐥𝐨𝐫𝐞𝐝 𝐬𝐨𝐥𝐮𝐭𝐢𝐨𝐧𝐬. ⁣ ⁣ Highlight your track record, demonstrate the ROI your solutions offer, and showcase your deep understanding of the client's pain points.⁣ ⁣  Build trust through case studies, testimonials, and by becoming a true consultant, not just a salesperson. People invest in 𝐜𝐨𝐧𝐟𝐢𝐝𝐞𝐧𝐜𝐞 and confidence comes from 𝐜𝐫𝐞𝐝𝐢𝐛𝐢𝐥𝐢𝐭𝐲, not the cheapest deal.⁣ ⁣ #SalesEngineering #ValueOverPrice #TrustedAdvisor #BuildingCredibility #ClientSuccess

The Four Pillars Of Value That Can Be Identified During Discovery Conversations... Our Value Framework describes the four pillars of value that can be identified during discovery conversations with multiple clients on any given opportunity. Identifying what clients truly value at a level of detail superior to the competition will allow us to better qualify an opportunity and present a solution that closely meets their needs, all while delivering the outcome they seek and differentiating our offer in a way that they appreciate. To understand more about each of the four pillars in our Value Framework, follow the link below to read our full insight: https://lnkd.in/ebi3hE6k #valueframework #discoverycall #clientconversations #consultativeselling #salesenablement #b2bsales #salescoaching #salestraining

When we identify our customers' problems, they recognize us as a brand that understands them. - Donald Miller - Building a StoryBrand This quote highlights exactly why we emphasize staying on top of industry trends once you’ve launched your new business strategy. By keeping up with the latest developments, you can identify the challenges your top prospects face and provide relevant, timely solutions. You can continuously make yourself helpful to them and show that you care – both important to forming a strong foundation for an on-going relationship. Sharing industry insights shows your prospects that you understand their world and are invested in their success. When you proactively address their challenges, you position yourself as a trusted advisor, not just another vendor. Discussing trends and asking thoughtful questions fosters deeper, more meaningful relationships. Stay informed, stay relevant, and watch your pipeline flow to conversion. #BusinessDevelopment #Dream25Strategy #IndustryTrends #CustomerUnderstanding #ProspectEngagement #TrustedAdvisor #SalesTips

🌟 Are you and your revenue team “Value Ready”? 🌟 At ValuePros, we’ve identified 10 critical dimensions that determine if your team is prepared to communicate and quantify differentiated value to your clients: 1. 𝐓𝐫𝐮𝐬𝐭 𝐑𝐞𝐚𝐝𝐲: Cultivating an identity as a Trusted Advisor with enhanced executive charisma. 2. 𝐂𝐥𝐢𝐞𝐧𝐭 𝐑𝐞𝐚𝐝𝐲: Understanding industry trends and challenges. 3. 𝐍𝐚𝐫𝐫𝐚𝐭𝐢𝐯𝐞 𝐑𝐞𝐚𝐝𝐲: Delivering a tailored, value-focused sales narrative. 4. 𝐁𝐮𝐲𝐞𝐫 𝐑𝐞𝐚𝐝𝐲: Addressing key buyers’ objectives and metrics. 5. 𝐃𝐢𝐬𝐜𝐨𝐯𝐞𝐫𝐲 𝐑𝐞𝐚𝐝𝐲: Uncovering client needs through insightful questions. 6. 𝐃𝐞𝐦𝐨𝐧𝐬𝐭𝐫𝐚𝐭𝐢𝐨𝐧 𝐑𝐞𝐚𝐝𝐲: Showcasing solution value linked to client insights. 7. 𝐉𝐮𝐬𝐭𝐢𝐟𝐢𝐜𝐚𝐭𝐢𝐨𝐧 𝐑𝐞𝐚𝐝𝐲: Building a compelling business case. 8. 𝐀𝐩𝐩𝐫𝐨𝐯𝐚𝐥 𝐑𝐞𝐚𝐝𝐲: Aligning with procurement for seamless buying. 9. 𝐍𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧 𝐑𝐞𝐚𝐝𝐲: Conducting value-based negotiations effectively. 10. 𝐈𝐦𝐩𝐚𝐜𝐭 𝐑𝐞𝐚𝐝𝐲: Measuring and enhancing realized value. How would you rate your team across these dimensions? If you’ve identified gaps, let’s connect and discuss how to elevate your team’s value readiness. #RevenueGrowth #SalesEffectiveness #ValueEnablement

Uncover the critical connection between sales growth and enterprise value! 📈 Is your sales strategy boosting or hindering your business's value? Dive into our latest blog post to explore the five key ways sales growth impacts enterprise value. From increasing revenue to enhancing market positioning, learn how to strategically drive value creation for your enterprise. 🔗 Read now: https://lnkd.in/eqCtwvty #SalesGrowth #EnterpriseValue #BusinessStrategy #ValueCreation #RevenueGrowthEngine

One of the most powerful ways to grow the #enterprisevalue of a company is to accelerate sales to drive revenue growth. However, not all sales revenue is created equally. The way we generate sales and the type of sales we generate has a massive effect on enterprise value growth. Check out these five ways sales helps (or hurts) enterprise value. The original article can be found on my newsletter at https://lnkd.in/egkUpm6A

SMBs and Enterprises - listen up! 📢 Are you struggling to align your sales approach with today's buyer mentality? We have solutions to transform your sales organisation and drive revenue growth through: 💡 developing skills, 📈 optimising processes, and 🤖 leveraging technology. All of which are underpinned by our award-winning methodology: selling with a buyer's perspective. We've summarised our solutions below ⏬ Learn more: www.strategytorevenue.com Not ready to take the next step? You can learn more about how we work and selling in a digital age by subscribing to our newsletter: Subscribe on LinkedIn https://lnkd.in/exdvrYAK #salesleadership #salestraining #salescoaching #salestechnology #salesenablement #customercentric #buyersperspective

In the highly competitive world of professional services, cross-selling isn’t just about boosting revenue—it's about building stronger 💪, lasting client relationships 🤝. By leveraging 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀-𝗱𝗿𝗶𝘃𝗲𝗻 𝗰𝗿𝗼𝘀𝘀-𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀, you unlock hidden opportunities within your existing accounts, helping clients solve challenges they didn’t even know they had. Our latest article dives deep into how your business can 𝗵𝘂𝗻𝘁 𝗯𝗶𝗴 𝗱𝗲𝗮𝗹𝘀 𝗶𝗻 𝗯𝗶𝗴 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝘀 through smarter 🧠, more informed 💡cross-selling techniques. Don’t miss out on these insights to drive growth and amplify your services! 👉 Read it right here: https://lnkd.in/gKaNbydQ #BusinessGrowth #ProfessionalServices #CrossSelling #ClientRelationships

4 Key Strategies to Excel in a Solution-Driven Market. In today’s market, success isn’t about selling a product or service—it’s about providing a solution that meets our customers’ needs. Understand the Customer’s Pain Points: Dive deep into our customer's challenges. The better v understand their problems, the more effectively v can position our offering as the perfect solution. Tailor our Value Proposition: Align our messaging with the specific outcomes our customers are seeking. Highlight how our solution can drive results—whether it’s reducing costs, improving quality, or increasing efficiency. Focus on Long-Term Impact: Customers are looking for solutions that offer lasting benefits. Demonstrate how our solution not only addresses their immediate needs but also contributes to their long-term success. Build Trust Through Expertise: Establish ourself as a trusted advisor who understands the market and the challenges our customers face. our expertise should shine through, reinforcing that our solution is the best fit for their needs. By focusing on these strategies, we shift the conversation from simply selling a product to delivering a solution—one that drives real value and sets apart from the competition. video from the unknown source reels network you tube #SolutionSelling #MarketLeadership #CustomerSuccess #BusinessGrowth #ProblemSolving #ValueProposition

Understanding how potential clients perceive your offerings compared to competitors is crucial. Sometimes, customers may see similarities between high-quality services or products and cheaper ones of lower quality. By asking customers if they consider your business on par with a competitor, you can gain valuable insights. Develop questions that help to qualify and uncover what your buyer needs. It shifts the focus from creative sales strategies to a structured approach that minimizes guesswork. Sandler in Boston | Praxis Growth Advisors, Inc. Sandler #salestip