Topic | "value based selling"

Securing and Maintaining Customer References

By Subraya Mallya

Customer References are the best way to get credibility for your product. While the eventual decision by the prospect might be more dependent on your value proposition and how painful of a problem the prospect has, references could push the deal past the goal post. Providing references that can vouch for the product has become […]

Comments (1)

Tags: , , ,

SaaS: Value based Selling

By Subraya Mallya

“Cost Savings” has been the key rallying point behind SaaS sales strategy and has been credited with much of ¬†SaaS adoption to date. Most SaaS sales pitches¬† highlight the cost savings in the areas of licensing, implementation, and on-going support/maintenance. Some variant of the following value proposition have made up the slide deck. Lower upfront […]

Comments (11)

Tags: , , ,
Back to Top