Qualify the opportunity
Identify the criteria that make an opportunity real before you build the proposal.
A new book by Derek Shebby
Building
Value
How to Differentiate Your Solution, Win More Competitive Deals & Max Out Your Commissions
A practical guide to making the value of your solution clear—from the first customer conversation to the proposal.
From price to value
Give buyers a reason
to choose you.
When solutions look alike, price is the easiest difference to see. The work is making the other differences matter.
Building Value follows the deal from discovery to proposal, showing how to connect what makes your solution different to what the customer cares about.
Ideas to put to work
Understand the buyer
Explore the four reasons customers buy and what matters in their decision.
Create useful comparisons
Help buyers understand the differences between products, vendors and ways of working.
Make the financial case
Connect your solution to the business impact that can justify a premium.
Build meaningful urgency
Give the buyer a business reason to act and a clear next step.
Strengthen the proposal
Bring the value story together in a proposal that can speak for you after the meeting.
Who it’s for
Built for the deals
in front of you.
For B2B product, solution, and service sellers—including manufacturer representatives, dealers, distributors, and territory reps competing for business in an assigned market—and the leaders who coach them.
- SELLING THE SOLUTIONManufacturer representatives
- BUILDING THE RELATIONSHIPDealers & distributors
- EXPLAINING THE IMPACTSoftware & service sellers
- COACHING THE PROCESSSales leaders & managers
Meet the author
Derek Shebby.
Derek is the founder of Modern Sales Training. His approach draws on 17 years in the Xerox channel and his work helping B2B salespeople and leaders develop a practical sales process.
He teaches the work behind the outcome: stronger discovery, a clearer business case and proposals that communicate value.
More about Derek →Related live training
Take the work
into live training.
BUILDING VALUE TRAINING SERIES
Explore Derek’s four-week live virtual program for teams working on differentiation, price objections, proposals and margin.
Explore the Building Value Training Series →Bring a clearer value story
to your next deal.
Building Value · Derek Shebby