Good post though I’d argue selling on value, whilst better than selling on feature, isn’t optimal. Selling on issues is where it resonates best with the buyer’s problem.
So a sales pitch that would sound like this: “you’ll detect new trends on social networks faster and easier thanks to our automatic tagging technology”. Would then sound like this: “Organisation using ACME.inc are frustrated because they can not detect new trends on social n/w and they are telling us this make them loose hours trawling through data”. The pain is articulated. And as the buyer doesn’t want to spend hours, stay late at work, he/she is motivated to justify the buy (for example, to leave work earlier).
There is so much more to say about this fascinating field but hope it makes sense #salesrock
